Sales Executive - Financial Services Global Industry Unit, Midmarket

The role:

Sales Executive, Financial Services Global Industry Unit, Midmarket - Eastern United States

Position Overview:

Oracle is seeking dynamic, results-driven Sales Executives to join our team and focus on selling our SaaS Account Originations and Collections solutions to community banks and credit unions in the United States with assets between $2B and $20B. These positions will play a critical role in growing our presence within this target market. The ideal candidates will have proven sales experience in this market, with a deep understanding of account origination and collections solutions or similar technologies within banking and credit unions. This is a remote role, but candidates will cover a geographic territory of approximately 200 financial institutions. The successful candidates will be responsible for all stages of the sales process, from pipeline development to opportunity management and closing deals.

Key Responsibilities:

Sales Pipeline Development & Management:

  - Drive the entire sales cycle, from lead generation to closing, with a focus on selling Oracle’s SaaS Account Originations and Collections solutions.

  - Proactively develop new business opportunities within a designated geographic territory of approximately 200 financial institutions.

  - Cultivate strong relationships with senior decision-makers at community banks and credit unions.

  - Engage in targeted outreach to new and existing prospects through cold calling, networking, industry events, and other lead-generation strategies.

  - Qualify and prioritize sales leads and opportunities, ensuring they align with Oracle’s strategic goals.

  - Utilize CRM tools to track all sales activities, opportunities, and forecast revenue.

 

Prospect Development & Solution Selling:

  - Develop a deep understanding of the needs, challenges, and pain points specific to community banks and credit unions with assets between $2B and $20B.

  - Leverage Oracle’s suite of SaaS solutions to craft tailored presentations, proposals, and demonstrations that address the unique challenges of each prospect.

  - Work closely with marketing and product teams to ensure effective messaging and positioning in line with the needs of the target market.

  - Serve as a trusted advisor by providing valuable insights into industry trends, regulatory requirements, and competitive landscape.

Opportunity Management & Deal Closing:

  - Manage all aspects of the sales process, including discovery calls, product demonstrations, RFP responses, negotiations, and closing.

  - Identify and address potential roadblocks to deal closure, working collaboratively with internal stakeholders (e.g., legal, finance, and product teams) to resolve issues in a timely manner.

  - Effectively manage and close deals to meet or exceed annual sales quotas and revenue goals.

Client Relationship Management & Account Growth:

  - Develop long-term relationships with key client stakeholders, ensuring Oracle’s solutions are successfully implemented and adopted.

  - Collaborate with post-sale teams to ensure smooth onboarding and continued client satisfaction, potentially identifying upsell and cross-sell opportunities.

  - Become a subject-matter expert in the SaaS Account Originations and Collections solutions, remaining abreast of product developments, competitive offerings, and industry changes.

Territory Management & Reporting:

  - Effectively manage and prioritize the sales opportunities across a defined geographic territory, ensuring a balanced approach to prospecting, nurturing, and closing.

  - Regularly report on pipeline development, forecasts, and sales activity to management, demonstrating transparency and accuracy in reporting.

  - Participate in quarterly business reviews and provide feedback on market trends, competitive intelligence, and product enhancements.

Qualifications:

Experience:

  - Minimum of 5 years of sales experience within the banking and financial services industry, with a focus on community banks and credit unions (assets between $2B and $20B).

  - Proven track record of successfully selling SaaS solutions, particularly in the areas of account origination, loan origination, collections, or other core banking systems.

  - Demonstrated ability to build and maintain a sales pipeline, generate new business, and close sales in a competitive market.

  - Extensive experience working with decision-makers in community banks and credit unions, including C-suite executives, dire