Job DescriptionOracle 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 requirementsOracle Financial Services Analytical Applications (OFSAA) Suite of products that is geared to address the Finance, Risk Data Management and Financial Crime technology landscape today supports some of the largest Global Tier 1 institutions in meeting the challenges of the ever-changing regulatory landscape.For more information, please visit FCCM (Financial Crime and Compliance Management) (https://www.oracle.com/industries/financial-services/products/crime-compliance/index.html)DescriptionWhat You’ll Do
Develop and execute Go to market plans to achieve and exceed sales targets and drive Market growth and expansion.
Maintain and Build an in-depth understanding of the Financial Crime and Compliance market and changing technology landscape
Build relationships and establish communications at the highest executive levels in your accounts and Markets to understand their business and technology challenges and priorities
Develop and maintain key account and opportunity plans for the most critical medium to high value opportunities.
Understand the formal and informal buying process in the customer's environment – the influencers, gatekeepers, decision makers, budget holders and procurement - and develop strategies for each to mitigate risk and increase deal confidence
Manage the closing process including negotiations, terms and conditions, and procurement activities
Consistently communicate and brainstorm with your colleagues, extended team and drive feedback into management around all aspects of account, opportunity and market development.
Leverage the power of the wider Oracle Ecosystem – work closely with your technology, application colleagues, Key Account Directors and Local Country Oracle management teams.
Collaborate with Marketing, Product and Customer Success to develop a sustainable “value proposition” to drive positive sales outcomes and deepen market presence
Participate and drive customer engagement at conferences, Industry events and seminars in your respective territory.
Develop a 5x 12-month pipeline of qualified opportunities to meet and exceed your quota targets
Effectively and rigorously use Oracle CRM system to maintain and manage your pipeline for end to end opportunity management and to ensure effective cadence on deal forecasting.
Build, Manage and Enable your partner ecosystem – regional and international consulting partners and SI’s - to be your voice to market/ customer.
Build a deep understanding of your competitive landscape – the known and unknowns
Travel commitment – approximately 50 – 60% of time.
ResponsibilitiesRequired Skills/ExperienceWhat You’ll Bring
Successfully sold Enterprise class applications into Financial Institutions
Strong understanding of Financial Crime and Compliance technology or Related Enterprise class analytical applications- Fraud detection, Big Data analytics.
You have a strong orientation towards Data Science (ML, AI), Graph and related analytical technology.
Proven consultative and solution sales solution skills, including the ability to articulate and build clear and concise return on investment value statements.
Structure business problems and jointly arrive at viable solution approaches alongside solution and product teams
Ability to manage complex and long tail sales cycles along with the ability to provide coordination, leadership and direction to your extended team/ colleagues
Strong time management and ability to effectively work under pressure in a fast paced complex and global sales environment.
Ability to own, control and manage complex customer negotiation cycles with procurement, legal and executive leadership teams on the path to contract close.
Strong orientation to internal team communication, continuous collaboration and establishing transparency amongst stakeholders.
Ability to manage complex and wide ranging internal processes within the Oracle structures
Ability to make sense of ambiguity, think on your feet and maintain objectivity while solving problems through long drawn out sales cycles and processes
Willingness to continuously learn and ideate new ideas and solution approaches with your External (Customer/Partners) and Internal stakeholders
Clarity of thought and crisp structured communication is tantamount
Strong Spoken and Written Communication and Interpersonal skills.
Disclaimer:Certain US customer or client-facing roles may be required to comply with applicable requirements, such as immunization and occupational health mandates.Range and benefit information provided in this posting are specific to the stated location(s)California Pay Range: from $126,600 to $234,300 per annum. May be eligible for equity. Eligible for commission with an estimated pay mix of 45/55 - 50/50.Colorado Pay Range: from $126,200 to $234,300 per annum. May be eligible for equity. Eligible for commission with an estimated pay mix of 45/55 - 50/50.New York City Pay Range: from $126,600 to $234,300 per annum. May be eligible for equity. Eligible for commission with an estimated pay mix of 45/55 - 50/50.Washington Pay Range: from $126,600 to $234,300 per annum. May be eligible for equity. Eligible for commission with an estimated pay mix of 45/55 - 50/50.Oracle maintains broad salary ranges for its roles in order to account for variations in knowledge, skills, experience and market conditions, as well as reflect Oracle’s differing products, industries and lines of business.Candidates are typically placed into the range based on the preceding factors as well as internal peer equity.Oracle offers a comprehensive benefits package which includes the following:
Medical, dental, and vision insurance, including expert medical opinion
Short term disability and long term disability
Life insurance and AD&D
Supplemental life insurance (Employee/Spouse/Child)
Health care and dependent care Flexible Spending Accounts
Pre-tax commuter and parking benefits
401(k) Savings and Investment Plan with company match
Paid time off: Flexible Vacation is provided to all eligible employees assigned to a salaried (non-overtime eligible) position. Accrued Vacation is provided to all other employees eligible for vacation benefits. For employees working at least 35 hours per week, the vacation accrual rate is 13 days annually for the first three years of employment and 18 days annually for subsequent years of employment. Vacation accrual is prorated for employees working between 20 and 34 hours per week. Employees working fewer than 20 hours per week are not eligible for vacation.
11 paid holidays
Paid sick leave: 72 hours of paid sick leave upon date of hire. Refreshes each calendar year. Unused balance will carry over each year up to a maximum cap of 112 hours.
Paid parental leave
Employee Stock Purchase Plan
Financial planning and group legal
Voluntary benefits including auto, homeowner and pet insurance
About UsAn Oracle career can span industries, roles, Countries and cultures, giving you the opportunity to flourish in new roles and innovate, while blending work life in. Oracle has thrived through 40+ years of change by innovating and operating with integrity while delivering for the top companies in almost every industry.In order to nurture the talent that makes this happen, we are committed to an inclusive culture that celebrates and values diverse insights and perspectives, a workforce that inspires thought leadership and innovation.Oracle offers a highly competitive suite of Employee Benefits designed on the principles of parity, consistency, and affordability. The overall package includes certain core elements such as Medical, Life Insurance, access to Retirement Planning, and much more. We also encourage our employees to engage in the culture of giving back to the communities where we live and do business.At Oracle, we believe that innovation starts with diversity and inclusion and to create the future we need talent from various backgrounds, perspectives, and abilities. We ensure that individuals with disabilities are provided reasonable accommodation to successfully participate in the job application, interview process, and in potential roles. to perform crucial job functions.That’s why we’re committed to creating a workforce where all individuals can do their best work. It’s when everyone’s voice is heard and valued that we’re inspired to go beyond what’s been done before.Oracle is an Equal Employment Opportunity Employer . All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability and protected veterans’ status, or any other characteristic protected by law. Oracle will consider for employment qualified applicants with arrest and conviction records pursuant to applicable law. Which includes being a United States Affirmative Action EmployerFull-time