Senior Sales Representative - Oracle Revenue Management and Billing
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Senior Sales Representative - Oracle Revenue Management and Billing-19000ML9

Preferred Qualifications

Senior ORMB Sales Representative

Based in Europe

The position is within the Oracle Financial Services Global Business Unit (FSGBU). The Oracle Financial Services Global Business Unit was formed in 2007. It is a world leader in providing IT solutions to the financial services industry. Oracle is the world’s largest enterprise software vendor with 286,000 global customers and USD 22.4 billion in revenue. 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.
Oracle Revenue Management and Billing (ORMB) for Financial Services enhances the efficiency of the billing process, the solution offers a robust platform for calculating revenue and creating invoices for fee based services. The solution can optimize favorable customer pricing with what-if analysis for negotiating rates, which includes a billing calculation engine that generates information from processing systems like Automated Clearing house (ACH) and other modes of payment systems. The tool applies pricing methods and rules to create customer invoices as well as the associated financial transactions for your general ledger. It provides open interfaces for accepting payment transactions from customers to create and inquire upon current customer balances. It supports flexible configuration of customer and product hierarchies to allow you to create invoices in accordance with your contract and pricing agreements.

Role Description:
• Account and Relationship Lead for Italy, Netherlands and Eastern Europe. Focus on a selected number (5-8) of Tier 1 & 2 Accounts, with primary accountabilities for; i) building a deep and active engagement model with the C levels, ii) creating a tailored ‘case for transformation’ for each client and iii) generating an annual revenue stream for both License and Support services
• Primary objective is to attain revenue targets set across the ORMB product line
• Cooperate with the other FSGBU sales in the territory
• Build FSGBU account plan and coverage model
• Drive X-LOB engagement teams for providing responses to specific needs and opportunities
• Build relationships and collaboration models with Key Account Director and other local Oracle LOBs
• Work directly with Management to co-ordinate the required level of Corporate support and commitment
• Build relationships with key influencers (e.g. Consultants)
• Develop partners in the territory
Experience required:
• Track record of closing large and complex deals (good to have cloud selling experience)
• Proven network of executive level contacts within the banking industry across the region
• Must understand the ORMB solutions and Revenue Management/Billing solutions with our competitors, ideally in banking and insurance
• Excellent communications skills and teamwork capabilities
• Proven problem-solving capacity, including needs analysis and business justification skills
• Knowledge of IT and Banking
• Ability to travel as required

Detailed Description and Job Requirements

Sells a subset of product or services directly or via partners to a large number of named accounts/non-named accounts/geographical territory (mainly Tier 3 accounts).

Primary job duty is to sell business applications software/solutions and related services to prospective and existing customers. Manage sales through forecasting, account resource allocation, account strategy, and planning. Develop solution proposals encompassing all aspects of the application. Participate in the development, presentation and sales of a value proposition. Negotiate pricing and contractual agreement to close the sale. Identify and develop strategic alignment with key third party influencers.

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. 8 years applicable experience including 7 years of sales experience. Successful sales track record. Ability to penetrate accounts, meet with stakeholders within accounts. Oracle knowledge and/or knowledge of Oracle's competitors. Interaction with C level players. Team player with strong interpersonal /communication skills. Excellent communication/negotiating/closing skills with prospects/customers.

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