WHAT WILL YOU DO?

As a Principal Sales Consultant you will be responsible as the expert for formulating and leading presales technical / functional support activity to prospective clients and customers while ensuring customer satisfaction. Acts as a technical resource and mentor for less experienced Sales Consultants. Focuses on large or complex sales opportunities that need creative and... complex solutions. Develops productivity tools and training for other Sales Consultants. Develops and delivers outstanding Oracle presentations and demonstrations. Leads any and all aspects of the technical sales process. Advises internal and external clients on overall architect solutions.


Partner and lead with sales team across all stages of the sales cycle to articulate the business value of  
Leverage industry knowledge to recommend relevant and innovative solutions that support your customers’ desired outcomes and ensuring customer satisfaction.
Ensure customers’ key business requirements and motivations are fully understood and addressed
Design, present and articulate Oracle SaaS - EPM Solution to a variety of external and internal stakeholder audiences
Focus on overcoming obstacles to achieve the customers’ desired outcome and ensuring customer satisfaction.
Stay up to date and increase your skills and knowledge in SaaS - EPM Solution and modern demonstration techniques
Address the competitive landscape and handle objections
Ensure a smooth handover for a successful customer implementation
Represent Oracle as a credible expert, providing current and new product information through workshops and at customer or industry events
Drive the strategic growth of ECEMEA Applications through an active contribution to the SE community


EXPERIENCE & QUALIFICATIONS


Extensive knowledge of business applications in EPM Solution
12 years of experience as pre-sales or implementation consultant in enterprise transformation projects or 12 years business experience in EPM Consultation.
Very good understanding of EPM solution interaction with other solutions, like: ERP, Projects, Procurement, Supply Chain or any other solutions.
Experience implementing or demonstrating EPM software like Oracle or SAP 
EPM practitioner experience is a plus.
Previous work experience in a sales, pre-sales, product management, or consulting role will also be considered a plus.
Ability to apply technology to drive innovation, experience in utilising design thinking and customer journey mapping a plus
Bachelors / Masters degree or equivalent desirable
Fluent in English 
Travel is required, approx. 30 %


Career Level - IC4

Responsibilities

What we will offer you


A competitive salary with exciting benefits
A network of Talented and motivated colleagues striving to excellence.
A stimulating environment where you create your own career path.
Professional development, training, and tools that enable you to grow.
Flexibility to balance your life and your career, and enjoy both to the fullest. more

Brief Description of the Role:


The existing vacancy is for a seasoned banking software application sales person to position and sell Consulting Services for Oracle’s Core and Digital banking solutions. The territory is defined as West Africa Named Accounts across ECOWAS within the banking and Financial Services industry.
The Sales person must tirelessly hunt and farm accounts across the... territory assigned and have an outstanding capability to create opportunities in both the white space and the existing accounts. Should have an existing network across financial services coupled with a track record of overachieving annual services sales target which will be above USD 10 Million
We require an excellent networker who has the ability to identify client’s stakeholders (IT and Business) to position our Consulting services in conjunction with license sales and presales.


Primary objectives:


Position is responsible for selling consulting services and achieve Sales targets for Banking Consulting Sales in Nigeria, Ghana, Senegal, Togo, Mauritania, Niger, Benin, Burkina Faso, Cape Verde, Chad, Cote d’Ivoire, Equatorial Guinea, Gambia, Guinea, Liberia, Mali and some named accounts in other African countries. Emphasis is on Nigeria & Ghana markets
Strategically engage customers with the view of building key relationships and creating the foundation for Consulting Sales.
Competency in positioning the portfolio at “C” level at a business, IT and operational level.
Building a deep and active engagement model with Clients.
Creating a tailored ‘case for transformation’ and solution proposal with supporting business case for each opportunity.
Close opportunities in a timely and managed process.
Sales lead generation and pipeline management.
Collaborate and across Oracle Line of Business stakeholders and within the various teams in the FSBGU.
Lead FSGBU account plan and coverage model to identify target Clients
Works with partners, alliances, license sales, and other internal Oracle organizations. Interacts internally and externally with executive management requiring negotiation of difficult matters

 


Requirements:


Seasoned Banking Software Sales professional with minimum of 10-12 years of experience in the areas of core & digital banking applications like SAP, Finacle (Infosys), T24/IBIS/Globus (Temenos), Midas/Bankmaster/Equation (Misys), Banks/Quartz (TCS), Symbols (SunGuard, SystemAccess) or similar vendor applications
Experience in shaping and developing significant investment initiatives / projects of $US 5M and upwards, including business case development, detailed solution scope, implementation approach and plan, etc.
Deep knowledge about the African banking industry is vital.
Self-starter / independent worker
Strong combined Sales & business development skills
Used to managing sales cycles for strategic opportunities (solution selling)
Knowledge of finance fundamentals, retail/commercial banking products life cycle, accounting and back-office operations
Knowledge of IT and Banking
Excellent communications and networking skills
Ability to collaborate across internal and external stakeholders
Partner management experience would be beneficial
Proven problem solving capacity, including needs analysis and business justification skills
Ability to travel locally, Regionally and Internationally to cover the market patch allotted more

Job Description


Oracle’s cloud technology is changing the way the world does business, and we’re looking for an Application Sales Representative to drive success on our Application sales. We have phenomenal career opportunities for every experience level and celebrate a culture of support and learning. Create the future with us!


What you will do


Primary job duty is to sell CX... (Customer Experience), ERP, EPM and SCM cloud solutions and related services to prospective and existing Oracle customers, driving increased revenues of our Cloud SaaS Applications across different accounts within your territory.
Winning new SaaS cloud revenue in CX (Customer Experience), ERP, EPM and SCM
Developing a strategy and sales plan to address the designated territory coverage.
Driving the implementation of sales campaigns
Generating and following up on leads, qualifying leads, and prioritizing opportunities.
Identifying and working with the appropriate people in Oracle and the Customer.
Working with and influencing the activities of Oracle Partners as appropriate.
Maintaining a complete and up-to-date understanding of competition in CX (Customer Experience), ERP, EPM and SCM line, and able to influence the sales process for developing proactive and counter actions for winning the deal.


What we will offer you


A competitive salary with exciting benefits
Learning and development opportunities to advance your career.
An Employee Assistance Program to support your mental health.
Employee resource groups that champion our diverse communities
Core benefits such as life insurance, and access to retirement planning
An inclusive culture that celebrates what makes you unique more

What you will do:


Engage in strategic C-level conversations to uncover cloud transformation opportunities while conducting in depth needs assessments and solution demonstrations. 
You will collaborate with technical experts to craft tailored cloud proposals and negotiate complex contracts and ensure seamless deal execution by:
Evangelizing Oracle's Cloud Vision: Become a trusted advisor... to C-level executives, demonstrating how Oracle's AI and Cloud Infrastructure solutions can transform their businesses and drive unprecedented success.
Leading Transformational Deals: Orchestrate complex sales cycles, navigating technical intricacies and securing buy-in from multiple stakeholders.Scaling Cloud Adoption Across Industries: Identify high-potential opportunities across diverse sectors, tailoring Oracle's cloud solutions to address unique challenges.
Forging Strategic Partnerships: Collaborate with Oracle's partner ecosystem to expand market reach and deliver comprehensive cloud solutions.
Being a Champion for Customer Success: Ensure seamless implementation and adoption of Oracle's cloud technology, fostering long-term customer relationships.


Career Level - IC4

Responsibilities

Your Experience:


Proven Sales Acumen: several years of enterprise software/cloud sales experience, with a track record of exceeding targets and closing multi million-dollar deals.
C-Level Engagement: Demonstrated ability to build relationships and influence senior executives across various industries.
Cloud Passion and Expertise: Deep understanding of cloud technologies (IaaS, PaaS, AI) and their potential applications across different business functions.
Technical Fluency: Ability to articulate complex technical concepts in a clear and concise manner to both technical and non-technical audiences.
Customer-Centric Approach: Unwavering commitment to understanding customer needs and delivering exceptional value. more

Primary objectives:

Position is responsible for selling consulting services and achieve Sales targets for Banking Consulting Sales in East & Horn of Africa and some named accounts in other African countries.
Strategically engage customers with the view of building key relationships and creating the foundation for Consulting Sales.
Competency in positioning the portfolio at “C” level at a... business, IT and operational level.
Building a deep and active engagement model with Clients.
Creating a tailored ‘case for transformation’ and solution proposal with supporting business case for each opportunity.
Close opportunities in a timely and managed process.
Sales lead generation and pipeline management.
Collaborate and across Oracle Line of Business stakeholders and within the various teams in the FSBGU.
Lead FSGBU account plan and coverage model to identify target Clients
Works with partners, alliances, license sales, and other internal Oracle organizations. Interacts internally and externally with executive management requiring negotiation of difficult matters

Requirements:

Seasoned Banking Software Sales professional with minimum of 10-12 years of experience in the areas of core & digital banking applications like SAP, Finacle (Infosys), T24/IBIS/Globus (Temenos), Midas/Bankmaster/Equation (Misys), Banks/Quartz (TCS), Symbols (SunGuard, SystemAccess) or similar vendor applications
Experience in shaping and developing significant investment initiatives / projects of $US 5M and upwards, including business case development, detailed solution scope, implementation approach and plan, etc.
Deep knowledge about the African banking industry is vital.
Self-starter / independent worker
Strong combined Sales & business development skills
Used to managing sales cycles for strategic opportunities (solution selling)
Knowledge of finance fundamentals, retail/commercial banking products life cycle, accounting and back-office operations
Knowledge of IT and Banking
Excellent communications and networking skills
Ability to collaborate across internal and external stakeholders
Partner management experience would be beneficial
Proven problem solving capacity, including needs analysis and business justification skills
Ability to travel locally, Regionally and Internationally to cover the market patch allotted more

Responsibilities

SCOPE:

Location: Nairobi, Kenya
Geographic area of responsibility: Kenya, Ethiopia, Nigeria and Ghana expanding to Middle East and Africa.
Languages: Fluent spoken and written English language capability required
Customer facing
Has no direct reports, but often leads and/or guides the activities of virtual teams to build service solution propositions for customers
Works... with multiple customers across all sectors/countries in the CSS MEA region, in collaboration with Oracle CSS and Oracle cross-line-of-business (xLoB) teams
Works on services related opportunities across the entire lifecycle of all Oracle cloud and on-premises products. CSS opportunities typically involve extensive Oracle xLoB collaboration, and require the CSS Service Solution Architect to work within xLoB teams covering Oracle product and services requirements across design, deployment, migration, operations/management and support
Works with the local CSS Sales and xLoB teams to:
Identify, build and win leading edge/large scale services opportunities across existing and new Oracle CSS customers
Build and articulate compelling CSS service solutions for each opportunity that address identified customer business needs
Ensure the service requirements, risks and costs associated with each CSS service proposition are fully understood and addressed
Provide subject matter expert input into contract and commercial documentation and negotiation
Assist in closing opportunities in a timely fashion
Assist CSS to achieve its growth targets and strategic initiatives
Work with appropriate Oracle Partners, i.e. resellers, SIs, partners, and alliances

RESPONSBILITIES:

To identify, foster and define Oracle CSS services solutions for specific customer opportunities and assist in the sale alongside the local CSS team consisting of sales representative, CSS pre-sales and CSS delivery
Work with the customer, CSS management and the xLoB account teams to:
Understand the customer’s business and IT strategic requirements and identify large scale CSS opportunities to assist the customer achieve its strategic goals
Gather and assess customer needs, both business and technical and translates these into CSS service solutions
Build and lead virtual teams associated with these large scale opportunities
Effectively communicate with customer to CxO level
Build customer loyalty through achieving a trusted advisor relationship
Work proactively to build and leverage an effective and extensive network across Oracle xLoBs – be seen, respected and in demand across Oracle as a high value asset and an SME in service solutions
Collaborate effectively internally and externally to ensure effective service solution design and development
Drive compelling proposals, presentations, and other customer and internal communications and discussions during opportunities
Drive service solution costing & pricing associated with specific opportunities and ensure that service solutions proposed are appropriately shaped to meet the commercial and contracting requirement of Oracle
Effectively communicate and articulate the details of the service components in a proposed customer solution
Demonstrate a strong understanding of the services competitive marketplace to anticipate and plan for competitive threats
Work with disparate groups including, but not limited to, sales, delivery, customers, risk management, business development, contracts, product management
Work with CSS delivery to ensure a smooth transition from sales to delivery
Navigate Oracle internal tools and processes to effectively participate and enable CSS sales
Produce appropriate and timely opportunity reporting/tracking information for CSS management
Transfers knowledge to other participant roles on the deal, account teams, delivery and across the CSS Service Solution Architect community

Experience:

This is a senior role. CSS Service Solution Architects at this level typically have 20+ years of experience in relevant IT services, across a wide range of technologies and customer sectors.
A typical experience profile for successful individuals in this role would include most if not all of the following:
15+ years of IT services, including significant direct experience in services roles within multiple external IT services providers
Broad understanding of typical enterprise applications and IT infrastructures including public and on-premises cloud, including but not limited to Oracle technologies
Extensive experience of working in a services presales role within an IT services provider
Extensive experience in IT services, service operations and service management, including managed services/outsourcing
Large scale IT project and programme management, including major transformation, migration and solution deployment projects
Commercial and contract management, including construction of TCO analyses and pricing for complex service offers
Sales and complex deal negotiation
Architecting, implementing and delivering complex service solutions for large scale, mission critical IT environments
Consulting and trusted-advisor roles to C-level within major customer organizations in relation to IT services
Proven ability to construct and deliver compelling presentations and propositions to C-level and large audiences
Driving large scale IT services bids more

Responsibilities

As a Channel Sales Representative you will pull partners into Oracle business opportunities and manage third party transactions resulting from the relationship.
Identify and develop channel partners committed to selling Oracle products. Facilitate joint selling between channel partners and direct sales team.
Increase revenue from partner sources and market share through a... leverage partnering model.
Identify and develop joint "go-to-market" strategies and lead generation opportunities. Provides accurate and timely management information and revenue forecasts. May educate partners in Oracle commercial practices.
Maintains an understanding of Oracle technology and articulates Oracle propositions to partners and their customers. Manage transaction contracts, business practices, and deal booking issues.
Work with marketing to plan marketing events for partners. more

Job Description

Responsible for sales of Oracle consulting services.Responsible for selling the Oracle consulting services. Develops new accounts and/or expands existing accounts within an established geographic territory, industry, product segment, or channel.12 plus years of relevant field sales experience. Able to develop strong internal relationships. Able to network and develop strong... business relationships with customers such that they turn to Oracle for their resource needs. Able to generate leads and submit proposals to the client utilizing a broad knowledge of Oracle service offerings. Able to generate consulting services and nurture and close the transaction. Viewed as an expert in the field. Recognized authority and leading contributor in immediate business area/function. Work is non routine and very complex, involving the application of advanced technical/ business skills.

Responsibilities

Oracle Financial Services Global Business Unit (FSGBU) is a world leader in providing IT solutions to the financial services industry. Oracle’s customers include ten of the top ten global banks, ten of the top ten insurance companies, ten of the top ten securities firms, five of the top five mutual fund companies and four of the top five World stock exchanges. With the experience of delivering value-based IT solutions to over 840 financial institutions in over 130 countries, the FSGBU understands the specific challenges that financial institutions face: the need for building customer intimacy and competitive advantage through cost-effective solutions while, simultaneously, adhering to the stringent demands of a dynamic regulatory environment. Our solutions have the world's most comprehensive and contemporary banking applications and provide a technology footprint that addresses their complex IT and business requirements

Within the FSGBU portfolio of offerings includes Oracle Banking & Digital . This is Core Banking for the Bank of Tomorrow where we help clients to:

Accelerate digital transformation.
Drive business agility.
Forge partnerships.
Deliver optimal efficiency .

Brief Description of the Role:

The existing vacancy is for a seasoned banking software application sales person to position and sell Consulting Services for Oracle’s Core and Digital banking solutions. The territory is defined as East & Horn of Africa Named Accounts within the banking and Financial Services industry.
The Sales person must tirelessly hunt and farm accounts across the territory assigned and have an outstanding capability to create opportunities in both the white space and the existing accounts. Should have an existing network across financial services coupled with a track record of overachieving annual services sales target which will be above USD 10 Million
We require an excellent networker who has the ability to identify client’s stakeholders (IT and Business) to position our Consulting services in conjunction with license sales and presales.

Primary objectives:

Position is responsible for selling consulting services and achieve Sales targets for Banking Consulting Sales in East & Horn of Africa and some named accounts in other African countries.
Strategically engage customers with the view of building key relationships and creating the foundation for Consulting Sales.
Competency in positioning the portfolio at “C” level at a business, IT and operational level.
Building a deep and active engagement model with Clients.
Creating a tailored ‘case for transformation’ and solution proposal with supporting business case for each opportunity.
Close opportunities in a timely and managed process.
Sales lead generation and pipeline management.
Collaborate and across Oracle Line of Business stakeholders and within the various teams in the FSBGU.
Lead FSGBU account plan and coverage model to identify target Clients
Works with partners, alliances, license sales, and other internal Oracle organizations. Interacts internally and externally with executive management requiring negotiation of difficult matters

Requirements:

Seasoned Banking Software Sales professional with minimum of 10-12 years of experience in the areas of core & digital banking applications like SAP, Finacle (Infosys), T24/IBIS/Globus (Temenos), Midas/Bankmaster/Equation (Misys), Banks/Quartz (TCS), Symbols (SunGuard, SystemAccess) or similar vendor applications
Experience in shaping and developing significant investment initiatives / projects of $US 5M and upwards, including business case development, detailed solution scope, implementation approach and plan, etc.
Deep knowledge about the African banking industry is vital.
Self-starter / independent worker
Strong combined Sales & business development skills
Used to managing sales cycles for strategic opportunities (solution selling)
Knowledge of finance fundamentals, retail/commercial banking products life cycle, accounting and back-office operations
Knowledge of IT and Banking
Excellent communications and networking skills
Ability to collaborate across internal and external stakeholders
Partner management experience would be beneficial
Proven problem solving capacity, including needs analysis and business justification skills
Ability to travel locally, Regionally and Internationally to cover the market patch allotted

Linguistic skills:

Fluency in written & spoken English is a must more

Job Description

CSS is a business unit within Oracle that establishes long-term service relationships with many of Oracle's largest customers.
CSS have a proven track record in successful delivery of IT services for mission critical environments in major organizations. In addition to a specialization in the area of cloud, they possess extensive, broad-based expertise in the area of mission... critical production operations, support and managed services. They have proven experience in industry standard service management and project management best practices.
In addition to extensive broad based experience of IT services and technologies, each individual Service Solution Architect has deep expertise in specific services & technology areas, and acts as the subject-matter lead in those areas within the team.
All CSS Service Solution Architects have extremely strong customer facing presentation and interaction skills, are capable of engaging at senior management and C-level, articulating service and technology solutions in terms of business value and risk.
Career Level - IC4

SCOPE:

Location: Nairobi, Kenya or Johannesburg, South Africa
Geographic area of responsibility: Kenya, Ethiopia, Nigeria and Ghana expanding to Middle East and Africa.
Languages: Fluent spoken and written English language capability required
Customer facing
Has no direct reports, but often leads and/or guides the activities of virtual teams to build service solution propositions for customers
Works with multiple customers across all sectors/countries in the CSS MEA region, in collaboration with Oracle CSS and Oracle cross-line-of-business (xLoB) teams
Works on services related opportunities across the entire lifecycle of all Oracle cloud and on-premises products. CSS opportunities typically involve extensive Oracle xLoB collaboration, and require the CSS Service Solution Architect to work within xLoB teams covering Oracle product and services requirements across design, deployment, migration, operations/management and support
Works with the local CSS Sales and xLoB teams to:
Identify, build and win innovative/large scale services opportunities across existing and new Oracle CSS customers
Build and articulate compelling CSS service solutions for each opportunity that address identified customer business needs
Ensure the service requirements, risks and costs associated with each CSS service proposition are fully understood and addressed
Provide subject matter authority input into contract and commercial documentation and negotiation
Assist in closing opportunities in a timely fashion
Assist CSS to achieve its growth targets and critical initiatives
Work with appropriate Oracle Partners, i.e. resellers, SIs, partners, and alliances

RESPONSBILITIES:

To identify, foster and define Oracle CSS services solutions for specific customer opportunities and assist in the sale alongside the local CSS team consisting of sales representative, CSS pre-sales and CSS delivery
Work with the customer, CSS management and the xLoB account teams to:
Understand the customer’s business and IT strategic requirements and identify large scale CSS opportunities to assist the customer achieve its strategic goals
Gather and assess customer needs, both business and technical and translates these into CSS service solutions
Build and lead virtual teams associated with these large scale opportunities
Effectively communicate with customer to CxO level
Build customer loyalty through achieving a trusted advisor relationship
Work proactively to build and demonstrate an effective and extensive network across Oracle xLoBs – be seen, respected and in demand across Oracle as a high value asset and an SME in service solutions
Collaborate effectively internally and externally to ensure effective service solution design and development
Drive compelling proposals, presentations, and other customer and internal communications and discussions during opportunities
Drive service solution costing & pricing associated with specific opportunities and ensure that service solutions proposed are appropriately shaped to meet the commercial and contracting requirement of Oracle
Effectively communicate and articulate the details of the service components in a proposed customer solution
Demonstrate a strong understanding of the services competitive marketplace to anticipate and plan for competitive threats
Work with disparate groups including, but not limited to, sales, delivery, customers, risk management, business development, contracts, product management
Work with CSS delivery to ensure a smooth transition from sales to delivery
Navigate Oracle internal tools and processes to effectively participate and enable CSS sales
Produce appropriate and timely opportunity reporting/tracking information for CSS management
Transfers knowledge to other participant roles on the deal, account teams, delivery and across the CSS Service Solution Architect community

EXPERIENCE:

This is a senior role. CSS Service Solution Architects at this level typically have 20+ years of experience in relevant IT services, across a wide range of technologies and customer sectors.
A typical experience profile for successful individuals in this role would include most if not all of the following:
15+ years of IT services, including substantial direct experience in services roles within multiple external IT services providers
Broad understanding of typical enterprise applications and IT infrastructures including public and on-premises cloud, including but not limited to Oracle technologies
Extensive experience of working in a services presales role within an IT services provider
Extensive experience in IT services, service operations and service management, including managed services/outsourcing
Large scale IT project and programme management, including major transformation, migration and solution deployment projects
Commercial and contract management, including construction of TCO analyses and pricing for complex service offers
Sales and complex deal negotiation
Architecting, implementing and delivering complex service solutions for large scale, critically important IT environments
Consulting and trusted-advisor roles to C-level within major customer organizations in relation to IT services
Proven ability to construct and deliver compelling presentations and propositions to C-level and large audiences
Driving large scale IT services bids

WHAT WE WILL OFFER YOU:

 A competitive salary with exciting benefits 
 Learning and development opportunities to advance your career 
 An Employee Assistance Program to support your mental health 
 Employee resource groups that champion our diverse communities 
 Core benefits such as life insurance, and access to retirement planning 
 An inclusive culture that celebrates what makes you unique more

Job Description

Lead enterprise architecture-level support engagements with key clients, ensuring customer satisfaction.
Act as a technical advisor to customers, promoting the adoption of Oracle technologies aligned with their business requirements.
Focus on large or sophisticated sales opportunities, devising creative solutions and delivering end-to-end solution architectures.
Develop and... deliver compelling Oracle presentations, innovative propositions, and design solutions.
Take the lead in all aspects of the technical sales process, guiding internal and external clients on architect solutions.
Contribute as both an individual leader and a team member, offering direction and mentorship to others.
Handle non-routine and complex tasks, applying advanced technical and business skills within your specialization.
Cultivate and strengthen technical customer relationships for continued success.

Career Level - IC4
Responsibilities

Preferred experience
Work Experience:

5 years of vendor (technical sales and marketing) experience.
7 years of business experience with relevant computer applications or database/tools, showcasing the ability to implement advanced product features.
Solid understanding of dealing with customers.
Detailed knowledge of Oracle Database, Analytics, and Middleware.
In-depth understanding of competitors.
Proven enterprise architecture and project management skills.
Excellent verbal and written communication skills, including needs analysis, positioning, business justification, and closing techniques.
Ability to persuade others through presentations, demonstrations, and written communication.
Willingness and ability to travel as needed.

Qualifications:

BSC degree or equivalent; advanced degree highly desirable.
TOGAF certification is an added advantage. more