·Responsible for sales of Oracle FinancialServices Software (OFSS) Core Banking Applications (Flexcube) to the financialservices industry in Taiwan
·Expand the contacts deep andwide within the customer organization
·Lead and manage opportunitieswithin longer selling cycles while driving short term revenue opportunitiesweekly.
·Develop account plans for top10 accounts and review with senior management and customers on regularbasis.
·Defend/retain business ofexisting clients.
·Drive strategic and solutionselling on large opportunities that are characterized by a complex combinationof technical, business, financial, human resources issues related to thestrategic and tactical direction of customers
·Orchestrate between multipledepartments to ensure a total solution is presented to the customer
·Coordinate with regional andglobal counterparts
·Establishes "C"level contact within opportunities and demonstrates a detailed understanding ofboth the prospects’ sector and business drivers/challenges.
·Deliver accurate businessforecasting at a plus or minus 10% accuracy rate and maintain an appropriatevalue level sales funnel for future business
·Construct bespoke customerready presentations and proposals with the help of support teams, maintain CRMinformation with accuracy and integrity of data
·Proactive Account Management– Including regular client meetings/service reviews
·Experience insales of products of large Core banking systems with Chinese banks and foreignbanks in Taiwan
·Working in theBFSI industry with a proven and quantifiable consistent successful sales trackrecord
·Excellentwritten, verbal communication, strong organizational and time management skills
·Consultativeand solution, integrated selling expertise
·Good businessacumen with analytical and problem-solving skills to handle challengingsituations
·Excellentinterpersonal and leadership skills, including conflict resolution, customerservice and ability to motivate self and others
·Able to handlemultiple task tracks
·Able to takeownership of client problems and follow through to resolution
·Clear andconfident communicator capable of providing regular feedback to senior andC-suite management
·Possess strongsales acumen, results orientated, driven and demonstrate ability to manage asales funnel of pipeline business to deliver quota and indeed exceed it.
·Enthusiasticteam player, self-starter and independent worker
·Flexible andaware of changing circumstances as solutions are being constructed and proposed
·Able toinfluence decisions, clarify positions and presentations, and communicatestrategies
·Open to newideas and changes in thinking that offer potentially more creative andeffective solutions to customer challenges
·Has goodunderstanding of Solutions Selling methodology and tools and applies theseregularly to both gain a better understanding of the customers’ environment andmanage the relationship
·Excellentsalesmanship - strong ability in identifying pain, customer’s businessdrivers, establishing value, leveraging relationships, and negotiating to close
·Competent in Microsoft Office products.
Bachelor degree or above
10+ years of sales experience in Banking industry
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. Travel may be needed. Bachelor degree or equivalent.