Principal Pre-Sales Consultant - Banking

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 TL 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. Leads and 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. BA/BS degree or equivalent, advanced degree highly desirable.

Desired profile

Qualifications :

Position Summary

( Summarize the overall responsibility)

·  Lead presales consultant for opportunities in Australia & New Zealand with primary accountabilities for i) developing our unique client value proposition (business and technical), ii) ensuring solution fit with client needs
·  Key KPIs include total FSGBU revenue, win rate, minimizing Product Roadmap deviations, ongoing development of our Knowledge Repository, in-depth product knowledge
· Scope spans FSGBUS's primary client engagement areas i) Banking Distribution & Manufacturing and ii) Banking Transformation

Job Description

(Function the person will be handling on day to day basis)

·  Provide leadership throughout the sales cycle from Discovery to Closure, presenting a “whole of Oracle perspective”
· Client Presentations and concept selling in Core Banking & related areas across Australia and New Zealand
· Solution Architecting and Business Analysis across various areas in Banking including Retail and Internet banking.
· Lead manage product demonstrations and Proof of Concepts for Core Banking Suite of products in Australia and New Zealand.
· Continuous support through the Sales cycle by aiding in RFP Responses, Solution Architecting and providing guidance to the Sales team
· Taking into account client needs, provide advice to the client's business and IT stakeholders
· Develop and deliver outstanding presentations and proposals.

Job Specification

(Mention the Skill Sets/qualities & Competencies needed for the position to face the challenges involved in the job)

Experience
· Broad FS business domain knowledge, including knowledge of local (country / region) banking practices and nuances
· Appreciation of technology and ability to relate to customer needs

Soft Skills
· A sales flair to enable consultative selling
· Ability to work under tight timelines
· Demonstrate leadership skills and ability to influence thinking or gain acceptance of others
· Capacity for sales and marketing, including closing techniques

Others
· Excellent communication and relationship skills
· Ability to travel as required