Role Summary
Own and grow license sales for Oracle Banking Applications within the Financial Services Global Industries Unit (FSGIU). You'll drive net-new and expansion revenue across named banking/financial services accounts, orchestrate cross-functional teams, and engage C-level stakeholders to land complex, multi-stakeholder deals.
What You'll Do
- Own the full sales cycle from prospecting to close to achieve annual revenue goals and hit quarterly targets.
- Account mapping & expansion: build multi-threaded relationships deep and wide across business, IT, compliance, and procurement.
- Strategic account planning: build and execute plans for Top 10 accounts; review regularly with senior management and customers.
- Defend & grow existing install base; coordinate consulting/services to drive adoption, value realization, and renewal.
- Lead solution/consultative selling on large, complex opportunities spanning technical, business, financial, and organizational dimensions.
- Orchestrate total solutions with Sales Consulting/Pre-Sales, Product, Delivery/Consulting, Support, Legal, Finance, and Partners.
- Engage the C-suite (CIO/COO/CFO/CRO/Business Heads) with sharp POVs on industry drivers, regulations, and bank transformation agendas.
- Forecast with discipline: maintain 10% forecast accuracy and a healthy, stage-balanced pipeline; ensure CRM data accuracy and integrity.
- Deliver bespoke materials: customer-ready presentations, proposals, commercial models (TCO/ROI, business cases) with support teams.
- Proactive account management: regular executive check-ins and service reviews/QBRs.
- Partner co-sell: activate SI/reseller/fintech ecosystems for territory reach and joint wins.
- Coordinate regionally/globally to replicate plays and support multinational programs.
How You'll Be Measured (KPIs)
- Annual/quarterly quota attainment
- Forecast accuracy within 10%
- Pipeline coverage & velocity
- New logo acquisition and expansion revenue
- Renewal/retention rate
- Executive coverage within strategic accounts
What You'll Bring
- 10+ years enterprise sales in BFSI with a proven, quantifiable over-achievement track record.
- Strong consultative/solution selling of banking applications/platforms (e.g., Core, Payments, Lending, Trade, Liquidity, Digital Channels, APIs, Pricing/Billing).
- Deep territory knowledge, relationships, and market insight (trends, competitive landscape, regulatory themes).
- Excellent communication (written, verbal, presentation) and executive presence; able to simplify complex concepts.
- Strong business acumen; analytical problem-solver comfortable with complex commercials and compliance topics.
- Cross-functional leadership; drives outcomes without formal authority and resolves conflict effectively.
- Operational rigor: manages multiple workstreams, owns issues end-to-end, and maintains CRM hygiene.
- Familiarity with structured sales methodologies (MEDDICC/Challenger/Solution Selling) and value-based selling.
- Skilled negotiator with the ability to influence decisions and close multi-stakeholder deals.
Nice to Have
- Experience in a multinational, matrix environment with regional exposure.
- Knowledge of cloud positioning for banking workloads and integration patterns.
Banking Product Domain (familiarity)
Payments, Deposits, Loans & Credit/Lending, Trade Finance, Cash & Liquidity Management, Digital Banking & Channels, Open APIs, Core Banking, Pricing & Billing, and cloud-enabled deployment models.
Other Details
- Work authorization: Only Singapore Citizens or Permanent Residents can be considered
- Travel: Occasional regional travel as required.
