OFSS Hiring for Master Principal Sales Consultant Job at Dubai Full Time

Applicants are required to read, write, and speak the following languages: English

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

Description

What You’ll Do

Brief Description of the Role: If you have a passion for people and for dazzling your customers with great presentations and engaging sessions, then this represents the perfect opportunity to blend your skills with your Digital, Architecture & Technical and business acumen.

For the role of Master Principal Solutions Architect in the Global Digital, Architecture & Technology team (GDAT) of Oracle FSGBU Banking Solution Consulting function, we are searching for a motivated and passionate individual, who can drive GTM’s (go-to-market strategies) and lead strategic customer engagements for wide array of Banking Solutions and striving for excellence. With your drive, and goal-getter attitude, you will play a key role in driving change and raising the bar.

This person will be responsible in GTM’s and customer engagements in sales pursuits with a clear focus on Digital, Technology & Architecture led solution design and work closely with the Sales and Product/Consulting organizations, selling Oracle’s market leading Banking Solutions focused on Retail, Corporate, Institutional and Universal Banking market segment including Oracle FLEXCUBE (please click on FLEXCUBE), Oracle Banking (Please click on OBP) and Oracle Digital Experience (please click on ODBX), Oracle Corporate & Transaction Banking (Please click on Corporate/Transaction Banking) Products & Solution offerings

There are four main aspects to the role:

Strategic Sales Partnership – Manage a partnership with your key stakeholders to help develop a strategic / technology / architecture plan for the Oracle Banking business globally and the way you will work together on executing the plan.

Tactical Sales Partnership – Help develop great opportunity and account strategies and engage the appropriate solution consulting technology architects to support them. You will also run and attend deal reviews, dry runs and dress rehearsals. You will act as a sponsor or a lead for certain key deals and accounts. You along with regional / global solution consulting leaders will also run regular business reviews with sales & solution consulting Exec Management to ensure alignment on priorities and progress on key deals.

Develop World class Solution Assets – Create and sustain an environment where the GDAT team focuses on Digital /Technology, Architectural Trends, building out-art-of-possible solution assets which will leverage product & solution capabilities.

Business improvement initiatives – You will also be expected to lead or participate in projects and initiatives across Solution Consulting to help solve problems and improve as a business.

Key Areas of Responsibility and Tasks

GTM & Sales Execution Tasks:

• Understand client technology & architecture needs and requirements & proposing the most compelling and differentiated solution construct for prospective customers by working closely with the FSGBU Products & Solution experts, Sales & Consulting teams.
• Utilize your Digital/technology/architecture domain expertise and the deep understanding of FSGBU Banking solutions to lead client engagements and demonstrate value to win business
• Own the solution design (tech & architecture) and Value Proposition for major client engagements.
• Play an integral role in the sales process utilising knowledge of products and their capabilities to assist sales executives in addressing client/prospect requirements.
• Conduct fit-gap analysis with banks to assess fitment between their requirements and FSGBU Banking solutions.
• Conduct client presentations & demonstrations that are tailored to meet specific client requirements and business needs
• Respond to RFP/RFI (Request for proposal/information) for the entire spectrum of Banking Solution assets within FSGBU
• Influence product development based on prospect interactions, market trends, local country requirements and provide systematic feedback on client/prospect requirements to product managers on regularly scheduled basis.
• Communicate product information, tech & architecture evolution, changes and direction to sales managers.
• Understand current business/industry environment (financial services and banking) including relevant regulations, business drivers, evolving technology & architecture needs.
• Take a lead & help FSGBU to drive business/increase revenue in the MEA region to help the FSGBU sales in Business development to increase the pipeline.
• Drive solution assurance process on behalf of sales executives to obtain client/prospect requirements, identify and prioritize technology/architecture/digital gaps with the sales executive and the client/prospect, initiate request-source process to obtain estimates to address solution gaps or define appropriate workarounds, and gather all necessary information for internal stakeholders to commit to performing the conversion.
• Drive cross-LOB opportunities and works with the other LOBs in order to provide the best possible solution and proposal for a client’s requirements.
• Create and maintain opportunity-specific product presentations and collateral.
• Interact with vendors and other organisations where appropriate to evaluate third-party vendor opportunities and solutions.
• Continuous Engagement with Product / Engineering teams to ensure that there is deep understanding of Product Engineering Development Principles, Methodology, Technology Tool Sets & Architectural standards for the wide array of Banking Products / Solutions within Oracle FSGBU portfolio.
• Collaborate with sales management and sales account executives to plan and execute on technology/architecture led account strategies through participation in informal and formal account reviews.
• Demonstrate innovative approaches in demonstrating (particularly technology/architecture aspects of the solution offerings) during sales pursuits and pipeline development activities.
• Enforce consistent presales processes, dry-runs and discovery sessions, to ensure superior demos, and presentations, resulting in flawless execution of the sales cycle.
• With select sales cycles, build strategic partnerships with key decision makers in customer organization.
• Monitor the impact of each presales tech / arch led engagements throughout each sales cycle and explore improvement areas
• Maintain high-level knowledge of Oracle’s entire solution suite and key competitors

Required Skills/Experience

What You’ll Bring

• 20+ years of relevant IT solution support e.g. pre-sales, solution architecture, delivery or professional services experience
• Technology & Architecture Domain experience and expertise in one or more of the following product/vendors
  • Digital / Core Banking applications like Mambu, Thought Machine, Finxact, 10X, Netsys, FLEXCUBE/Oracle Banking Applications (Oracle), Finacle (Infosys), Intellect, Temenos Transact/Temenos Infinity, Sopra Banking & others
• Thorough understanding of a microservices architecture, including professional experience in the design, build, and operations of microservices in a production environment at scale.
• Ability to communicate technical design concepts to business and technical stakeholders
• Reasonable programming background in Java or JVM based languages.
• Reasonable Exposure and/or Hands-on experience to Spring Boot based microservices will be very valuable
• Should possess excellent understanding of design patterns involved in developing applications using microservices architecture
• Demonstrable experience of DevOps / DevSecOps and CI/CD pipelines.
• Prefer candidates with cloud experience (Oracle cloud or any of the other big 3 cloud providers – AWS, Azure, GCP).
• Experience with cloud native technologies is a plus.
• Have deep appreciation of agile development models (preferably Scrum)
• Strong Leadership Skills to engage & support field sales teams effectively.
• Excellent communication skills (verbal and written).
• Excellent presentation skills.
• Excellent interpersonal relationship building skills.
• Experience leading regional/industry/architecture teams, appropriate knowledge of methodologies and technology
• Proven experience building diverse teams, highly inclusive leadership style
• Proficiency in Oracle solutions, competitors, technology, and business models preferred
• Fluent English and fluency in any other Regional Languages will be preferred as well.
• Must be willing to travel (>50% of work hours) when normalcy resumes.

As part of Oracle’s employment process candidates will be required to successfully complete a pre-employment screening process. This will involve identity and employment verification, professional references, education verification and professional qualifications and memberships (if applicable).

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 Master 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.

Acknowledged authority within the Corporation. Acts as a leader of large-scale company initiatives. Viewed by peers as a leader and top contributor and by line management as a key business partner. 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. BA/BS degree or equivalent, advanced degree highly desirable.

As part of Oracle’s employment process candidates will be required to successfully complete a pre-employment screening process. This will involve identity and employment verification, professional references, education verification and professional qualifications and memberships (if applicable).