Oracle Sales Account Director - FCCM 

Ireland 

671146164

What 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.

What 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.