Consulting Sales Snr Director

Middle East & Africa (MEA)

direct responsibility for USD 35 million

Manages, through managers and directors, the activities of Consulting Sales organization in support of achieving sales objectives. Contributes to strategic and tactical planning for the division. Networks and develops strong business relationships. Responsible for coaching, performance management, and career development of staff. Participates in the recruiting process and makes hiring decisions. Manages budget. Manages escalations.

Key Responsibilities

Sales Leadership & Quota Ownership

• Own and deliver a

  USD 35M quota

  covering both team-based and individual consulting sales targets.
• Oversee Consulting Services sales across East & Horn Africa and other assigned African markets, which together contribute significantly to the

  regional quota of USD 80M

  .
• Develop and execute

  territory growth strategies

  aligned with Oracle's GTM plan, focusing on both

  repeat business

  and

  new customer acquisition

  .

Team Management & Coaching

• Directly

  manage, mentor, and develop

  a team of 4 sales representatives focused on banking and digital banking consulting services.
• Support new team members hired from outside Oracle (TBH positions) by

  handholding them on market dynamics, Oracle's solution landscape, internal processes, and deal governance

  .
• Foster a

  high-performance, collaborative, and accountable culture

  , ensuring alignment with Oracle's business priorities.

Customer & Market Engagement

• Build and maintain

  C-level relationships

  with banking and financial services clients across the region.
• Provide executive sponsorship for key deals and strategic engagements.
• Drive

  pipeline generation, deal shaping, and closure

  , ensuring timely progression of opportunities through the sales cycle.
• Establish Oracle Consulting as a

  trusted advisor

  through strong positioning of transformation use cases, ROI-driven business cases, and relevant success stories.

Cross-Functional Collaboration

• Work closely with

  Oracle License Sales, Presales, Product Management, Delivery, and Alliances

  teams to drive joint opportunities and ensure holistic customer value.
• Contribute to account planning, territory planning, and

  strategic deal reviews

  with internal stakeholders.

Operational & Strategic Excellence

• Maintain accurate forecasting and CRM hygiene through tools like Oracle Fusion and other internal systems.
• Track key performance indicators, team effectiveness, and market coverage to drive continuous improvement.
• Act as a

  thought leader

  and regional voice in developing and executing MEA Consulting's strategic priorities.

Candidates Profile:

• Minimum

  20 years of experience in Consulting/IT Services sales

  , with at least

  5 years in a leadership role

  .
• Proven track record of

  achieving or exceeding USD 20M+ in annual consulting sales

  , preferably in banking and financial services.
• Strong exposure to

  African markets

Domain Knowledge:

• Expertise in Selling & Implementing Oracle B

  anking & Digital Application such as

  Oracle FLEXCUBE & OBDx
• Understanding of

  banking transformation drivers

  , core/digital banking trends, and technology investment cycles in emerging markets.

Leadership & Soft Skills:

• Hands-on,

  people-first leader

  capable of guiding new hires and driving motivation across a geographically dispersed team.
• Strong communication, negotiation, and executive presence.
• Ability to

  work cross-functionally and influence internal stakeholders

  in a matrixed organization.
• High degree of

  business acumen, strategic thinking, and analytical capability

  .

Other Requirements:

• Willingness to

  travel frequently

  within the MEA region.
• Fluency in English
• Familiarity with Oracle Consulting Sales process

Career Level - M5