Principal Sales Consultant - Core Banking / Flexcube

Job description

Provides direction and specialist knowledge in applying the technology/application to client business. Facilitation of customer product/application understanding through presentations demonstrations and benchmarks; provision of support throughout the sell.

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.

Leading contributor individually and as a team member, providing direction and mentoring to others. Work is non-routine and very complex, involving the application of advanced technical/business skills in area of specialization. 3 years vendor (sales and marketing) experience. 7 years business experience with relevant computer applications or database/tools. Ability to implement the most advanced product features. Thorough knowledge of system and application design. In depth knowledge of competitors. Demonstrated project management skills. Demonstrated excellent verbal and written communication skills: needs analysis, positioning, business justification, closing techniques. Ability to persuade others through presentations, demonstrations, and written communication. Ability to travel as needed. A/BS degree or equivalent, advanced degree highly desirable.

Desired profile

Qualifications :

Principal Sales Consultant Dubai/Casablanca

Languages: English, Arabic and French - fluent

Oracle is strongly committed to the global financial services industry. In order assist financial institutions, Oracle has brought together the industry's best application and technology ecosystem for evolutionary transformation, providing customers with the largest footprint of functional assets. Oracle's transformation strategy for financial services industry is executed through the Oracle Financial Services Global Business Unit (FSGBU).

Oracle Financial Services Software is a separate company and majority-owned subsidiary of Oracle Corporation.

Job Overview:
The Principal Sales Consultant will be responsible for supporting the FSGBU Banking sales Managers in the Middle East & Africa by supporting them from a functional, solution & commercial perspective in the Banking & Financial services deals/opportunities.

Responsibilities:
• Understand client business needs and requirements & proposing a solution for prospective customers by working closely with the FSGBU solution experts, Sales & Consulting teams.
• Utilise the deep understanding of FSGBU Banking solutions in order to demonstrate its value to prospective clients in the conventional & Islamic banking industry
• Conduct fit-gap analysis with banks to assess fitment between their requirements and FSGBU Banking solutions.
• Conduct client demonstrations that are tailored to meet specific client requirements and business needs
• Respond to RFP/RFI (Request for proposal/information) for core & Islamic banking systems
• Bid managing Sales opportunities in liaison with the different teams to ensure successful submission of bids to prospective customers.
• Support the sales group in terms of positioning Oracle FSGBU products and services to displace competitors during the sales process
• Prepare Requirement and Functional specifications
• Influence product development based on prospect interactions, market trends, local country requirements
• Communicate product information, changes and direction to sales managers.
• Understand current business / industry environment (financial services and banking) including relevant regulations, business drivers, evolving business needs etc
• Take a lead in the Francophone Africa Region & Maghreb African region to help the FSGBU sales in Business development to increase the pipeline.
• Help FSGBU to drive business & increase revenue in Middle East & Africa with special emphasis on the Francophone & Maghreb African Region.

Requirements:
• Proven track record in providing solutions to the conventional & Islamic Institutions worldwide, especially in Middle East Africa.
• Functional domain experience with product vendors, System Integrators or banks on core banking applications like FLEXCUBE (Oracle), Finacle (Infosys), Globus/T24/IBIS (Temenos), Midas/Bankmaster/Equation (Misys), Banks/Quartz (TCS), Symbols (SunGuard, SystemAccess) or similar vendor applications
• Previous experience with FLEXCUBE is highly advantageous & Desirable.
• Strong knowledge of finance fundamentals, retail/commercial banking products life cycle, accounting and back-office operations
• Relationship management experience with Financial services Customers, either in a presales or delivery role (eg as a Consultant or Project Manager)
• Excellent communication skills (verbal and written)
• Excellent presentation skills
• Excellent interpersonal relationship building skills
• Strong analytical skills
• Ability to understand and capture business requirements
• Must be willing to travel at least 50% of the time on pre-sales engagements
• The job location will be either Dubai or Casablanca, mostly Dubai.
• Fluent English, Arabic and French. Proficiency in Arabic & French is Mandatory.