India Lead Presales | Core banking

For the role of Principle Sales Consultant for JAPAC, we are searching for a motivated and passionate individual, who can lead client engagements in banking and take JAPAC / India Banking towards excellence. With your drive and a go-getter attitude, you will play a key role in driving the sales of Oracle banking applications.

You will be responsible for supporting the Oracle Banking Sales Managers in JAPAC from both a functional, solution and commercial perspective in the Financial Institutions Banking domain and enable selling Oracle’s market-leading Banking Solutions focused on Banking (including Retail Banking, Corporate Banking & Payments). The candidate will be responsible for leading the sales cycle and will be responsible for the overall solution design to meet the business requirements and fulfil user stories, and for leading a team of resources through the sales cycle.

As a lead, the candidate should have extensive hands-on experience in banking. This experience could have been with a bank or with an IT product/services vendor, or a combination of both. Prior experience with IT products & solution in these areas will be highly desirable. Focus and experience in the India market is an added advantage,

In addition, the Solution Lead will also be responsible for developing thought leadership in the domain through research & analysis, industry engagements and client interactions. Being a thought leader, Solution Lead will mould the thinking of our prospects as well as actively interact with FSGBU product management to give definitive product development direction.

Responsibilities:
• Understand client business needs and requirements & proposing a solution for prospective customers by working closely with the FSGBU solution experts, Sales & Consulting teams.
• Utilize your domain expertise and the deep understanding of FSGBU Banking solutions to lead client engagements and demonstrate value to win business
• Own the solution design and Value Proposition on 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 Retail, Corporate, Universal Banking systems
• 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.
• Specific understanding of the India market is an added advantage.

· Take a lead & help FSGBU to drive business/increase revenue in the JAPAC 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 functionality gaps with the sales executive and the client/prospect, initiate request-source process to obtain estimates to address functionality gaps or define appropriate workarounds, and gather all necessary information for internal suppliers 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.
• Provide feedback on client/prospect requirements to product managers on regularly scheduled basis.
• Interact with vendors and other organisations where appropriate to evaluate third-party vendor opportunities and solutions.
• Other related duties assigned as needed.

Desirable qualifications, experience, knowledge:
• Experience in Banking (Retail, Corporate) & Payments domain
• 8 to 12 years proven track record in providing solutions to the conventional financial services, capital markets or banking sector in the JAPAC region
• Must meet skills and experience mentioned above in Responsibilities.
• Functional domain experience and expertise in one or more of the following product/vendors
• Banking experience with applications like Banking applications like FLEXCUBE (Oracle), Finacle (Infosys), Finastra, Globus/T24/IBIS (Temenos), Mambu, Thought Machine
• Payment processing experience
• Previous experience with Oracle FLEXCUBE Universal Banking Solution is advantageous.
• Relationship management experience with Customers, either in a presales or delivery role (e.g. as a Consultant or Project Manager).
• Strong Leadership Skills to engage & support field sales teams effectively.
• 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 (>50% of work hours