Banking Solution Consulting Director – Middle East & Africa at Oracle

Your key objectives are: 

• Create and sustain an environment where your team is inspired, informed, educated, enabled, recognized and rewarded with the goal of sustained success.   
• Be a partner to the business and ensure your team is working on the right things, at the right time and in the right manner.   
• Maximize your teams’ productivity by promoting re-use and use of our Solution Consulting knowledge and collaterals from across the globe.   
• Modernize the way your team engages with customers, using compelling, innovative and creative tools and techniques. 

There are four main aspects to the role: 

• Strategic Sales Partnership - Manage a partnership with your key stakeholders to help develop a strategic plan for the Oracle Banking business across MEA 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 teams 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 will also run regular business reviews with sales management to ensure alignment on priorities and progress on key deals. 
• Team Management - Create and sustain an environment where your team is inspired, informed, educated, enabled, recognized and rewarded with the goal of ensuring you have a successful and, above all, a happy team. Typical activities include: Team meetings, 1:1s, Best Practice sharing. Weekly time card review and approval, expense report review and approval, and weekly time entry and data quality. 
• 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 Domain expertise and the deep understanding of FSGBU Banking solutions to lead client engagements and demonstrate value to win business
• Own the solution design (Domain, Functional solution construct) 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 including proposing viable MVP’s.
• Conduct client presentations, demonstrations & POC workshops that are tailored to meet specific client requirements and business needs with clear call-outs of Value.
• Facilitate RFx process for the entire spectrum of Banking Solution assets within Oracle FSGBU
• Influence product development based on prospect interactions, market trends, and local country requirements and provide systematic feedback on client/prospect requirements to product managers on regularly scheduled basis.
• Communicate product information, product 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.
• Drive solution assurance process on behalf of sales executives to obtain client/prospect requirements, identify and prioritize solution gaps with the sales executive and the clients/prospects, and gather all necessary information for internal stakeholders to commit to performing the conversion.
• Drive cross-LOB opportunities and work 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.
• Collaborate with sales management and sales account executives to plan account strategies through participation in informal and formal account reviews. 
• Demonstrate innovative approaches to sales cycles and pipeline development. 
• Balance the required solution consulting investment with the value of each opportunity, challenging when appropriate 
• Engage the appropriate SC team for qualified sales opportunities, including the identification of a SC lead  
• Enforce consistent Solution Consulting 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 SC team member throughout each sales cycle in order to manage employee development
• Maintain high-level knowledge of Oracle’s entire solution suite and key competitors 
• Balance the utilization level of the team, including investment in business development activities, necessary to build the pipeline for the aligned sales teams 
• Qualification of sales opportunities. 

Team Development Tasks: 

• Identify areas of development for each team member and work with each to define and execute a tailored learning plan. Foster an atmosphere of continuous learning and improvement. 
• Monitor the development activities towards industry and solution learning goals. 
• Provide feedback and coaching after dry-runs, demos and presentations in order to help them hone their skills. 
• Provide formal oral and written feedback during annual performance management reviews. 
• Drive and encourage your team members toward their group’s revenue target. 
• Help develop the larger presales organization through leadership of a solution- or industry-focused community of practice which provides enablement and a voice of the field to solution engineering management. 
• Be resourceful and creative. Consider how existing solutions might be combined to leverage new sales opportunities. Try innovative approaches and techniques.
• Value Selling & Growth Mindset to be fostered and driving winning outcomes.

Required Skills/Experience

What You’ll Bring

• 20+ years of relevant Banking Domain/technology experience e.g. pre-sales/solution consulting, solution architecture, delivery or professional services experience
• 5+ years of management experience and managing cross cultural and domain focused teams of at least 8 to 10 team members.
• Functional domain experience spanning Retail/SME/Corporate, Transaction Banking including Digital Channels and expertise in one or more of the following product/vendors
• Retail / Universal Banking with applications like FLEXCUBE (Oracle), Finacle (Infosys), Globus/T24/Transact/IBIS (Temenos), Sopra Banking, Mambu, Thought Machine, Finxact, 10X, Netsys, Oracle Banking Applications (Oracle), Intellect, Temenos Infinity,
• Global Corporate & Transaction Banking experience with applications like Banking applications like Loan IQ, Trade Innovation, Summit, Opics (Misys/Finastra), ACBS/Sungard (FIS), FLEXCUBE (Oracle), Finacle (Infosys), Globus/T24/IBIS (Temenos),  Intellect GTB Suite
• Payment processing experience with applications like GPP (Fundtech/Finastra), Clear2Pay (FIS), Dovetail, ACI
• Corporate Cash & Liquidity Management with vendors like Intellect Arena, Tieto, Cashfac, Montran
• 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, fluency in other MEA Languages such as Arabic/ French will be preferred as well.
• Must be willing to travel (>50% of work hours).