Principal Sales Consultant

Oracle is strongly committed to the global financial services industry. In order to 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).

 Job Overview:

For the role of Principle Sales Consultant, we are searching for a motivated and passionate individual, who can lead client engagements in retail, corporate and transaction banking and take Banking Solutions towards excellence across the regions in Africa. 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 Africa from both a functional and commercial perspective in the Retail, Corporate and Financial Institutions Banking domain and enable selling Oracle's market-leading Banking Solutions. The candidate will be responsible for leading the sales cycle end-to-end and will be responsible for the overall solution design, ensuring that the business requirements are met, and to present value proposition, demonstrations and user stories to various stakeholders.

As a Banking Solutions Consulting Lead, the candidate should have extensive hands-on experience in a variery of Retail and Corporate domains including core banking, Credit and Lending, Payments processing as well as other areas such as Trade finance and Supply Chain Finance. This experience could have been with one or several bank(s) or with an IT product/services vendor, or preferably a combination of both. Prior experience with IT products & solution in these areas will be highly desirable if not mandatory.

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

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Responsibilities:  

• Understand client business needs and requirements and propose 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 matching between their requirements and FSGBU Banking solutions.
• Conduct client presentations and demonstrations that are tailored to meet specific client requirements and business needs
• Respond to Rfx (Request for information/proposal) for Retail, Corporate, Universal Banking and Payments 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, especially in the French-speaking regions of the African continent
• Drive cross-LOB opportunities and works with other Solution Consultant and Product Managers in order to provide the best holistic solution to large set of requirements encompassing multiple functional domains.
• Interact with vendors and other organisations where appropriate to evaluate third-party vendor opportunities and solutions.

 Desirable qualifications, experience, knowledge: 

• Experience in two or more of these domains; Retail Banking, Corporate and Financial Institution core banking, Credit & Lending, Payments, Treasury, Trade Finance,  Supply Chain Finance/ Factoring. 
• Strong knowledge of banking and finance fundamentals, commercial banking products life cycle, accounting and back-office operations.
• Must have experience in a Presales or Solution Engineering role.
• 10 to 20  years proven track record in providing solutions to the conventional financial services, capital markets or banking sector in the African continent.
• Functional domain experience and expertise in one or more of the following product/vendors
  • Retail and  Corporate  Banking experience with applications like such as Sopra, Loan IQ, Trade Innovation (Misys/Finastra), ACBS (FIS), FLEXCUBE (Oracle), Finacle (Infosys), Globus/T24/IBIS (Temenos),  
  • Payment processing experience with applications like GPP (Fundtech/Finastra), FIS OPF, Dovetail, ACI
  • Trade Finance/SCF - (Surecomp, China Systems, CGI etc)
  • Treasury Solutions (Murex, Kondor, Calypso etc)
• Previous experience with Oracle FLEXCUBE Universal Banking Solution is advantageous.
• Relationship management experience with Corporate Customers would be an advantage, 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 across French-speaking Africa.
• Must be located in Morocco or relocating soon.
• French language is a must for this position. English is also mandatory. A good level of Arabic will be a clear advantage.

Career Level - IC4