Bala Sankar
Wentworthville,NSW
Summary
Strategic IT Professional with over 30 years of experience in across Financial Services and Information technology industries. Deep domain knowledge in Investment Banking and Retail Banking and sound understanding of a spectrum of financial services. Over 7 years of delivery experience and over 12 years of experience in selling IT Consulting services to a range of customers in Australia, New Zealand and South Pacific including T1 Australian Banks. Committed to developing and maintaining strategic relationships and serve as a trusted client partner to help clients achieve their business goals. Proven leader with multitasking and management of customer accounts for enhancing sales and revenue as core strengths. Eager team builder with fantastic leveraging, communication, and persuasion skills.
Overview
30
30
years of professional experience
Work History
Sales Account Manager
Oracle Corporation
06.2022 - Current
- Managed a diverse portfolio of FSI accounts, ensuring each client received personalized attention and support.
- Increased sales revenue by identifying and pursuing new business opportunities.
- Negotiated prices, terms of sale and service agreements.
- Built client relationships by acting as a trusted advisor to customers, engaged with C-Suite customer execs to put in place a sustainable and strategic account relationships.
- Implemented effective sales strategies to expand market share within the assigned territory.
- Utilized strong analytical skills to track sales performance, making adjustments as needed to meet targets.
- Forecasted sales and established processes to achieve sales objectives and related metrics.
- Developed a reputation as a trusted advisor among clients by demonstrating exceptional knowledge of productsservices.
Senior Accounts Manager
Oracle
01.2012 - Current
- Consulting sales manager for Oracle FSGBU clients; including National Australia Bank (NAB) and Suncorp Metway for over 10 years among other clients
- Responsible for selling Oracle services around Oracle FSGBU family of banking and financial services products to Australia, New Zealand and South Pacific and the end-to-end management of client accounts for commercial and contractual matters
- Responsible for bringing together the offerings of various Oracle businesses and tailoring structured solutions into an optimized engagement model
- Managed the entire gamut of commercial and contractual relationship with all customers successfully
- Prepared forecasts to gain understanding of measures needed to grow business
- Sold services and developed new accounts to maximize revenue potential
- Achieved a track record of consistent target achievements and revenue growth year after year
- FY22 quota achievement is close 100% with another 3 deals waiting to be booked
- Farmed existing relationships to optimum levels to expand coverage within client organizations, build disparate revenue bases and increase market share
- Managed revenue generation of an average of 10M AUD per year
- Developed strong relationships with senior executives at the client organizations across business and technology to understand strategic transformation initiatives & pursue opportunities
- Involved in the NAB and Suncorp accounts since inception of Oracle Consulting engagement and played a key role in expanding Oracle footprint within these accounts
- Employed proactive and collaborative approaches to strengthen relationships and manage customer needs
- Secured new revenue streams from accounts to increase revenue and drive market share
- Obtained pricing deals, negotiated contracts and solidified beneficial agreements
- This includes leading the multi-year negotiation for Oracle for a new Master Services Agreement with NAB
- Established customer relationships, interfacing and collaborating to achieve mutually beneficial results
- Networked at events and prospected for new customers with diverse strategies.
Functional Lead
Oracle
11.2008 - 12.2011
- Led the functional team for Oracle's Prime sourcing business for the Core Banking Transformation project at a T1 Australian Bank
- Was responsible for customer interaction to gather and analyse requirements, gap analysis and the review and finalisation of functional specifications
- Was responsible for securing customer sign-off for specs, testing deliverables and was the single point of contact for customer for several streams in the engagement
- Responsible for understanding the business requirements, identifying goals and deliverables with the Product and technology management teams
- Partnering with Business Units across the LOBs performing gap analysis and specification documentation/sign-off
- FSD/DSD/Gap analysis and business use cases to evaluate the current system capabilities and determine necessary changes to meet the business requirements
- Set up and run regular stand-up calls with all stakeholders to track the progress of the sprints, highlight any risks to management, prepare mitigation and contingency plans
- Single Point of Contact for Customer and Offshore teams for Functional and Testing Domains
- Application test planning, plan review with various project teams and its execution
- Functional specification document review and sign-off with project teams
- Walk-thru of business requirements and Functional specifications documents
- Design and construct test scenarios, and test cases as defined by the Business Requirement Document and Functional System Design document
- Manage test case and script execution for manual and automation
- Responsible for managing Functional Testing, Regression Testing and Defect Analysis
- Responsible for quicker turnaround of the critical production issues by simulation and it’s re-testing
- Liaison between Business Process analysts, Project Management, Development Team, SIT and UAT testing teams
- Track, escalate, and resolve issues to both System Analyst & Development team.
Business Analyst
Oracle
06.2005 - 11.2011
- Project: Transition Management System
- Client: Citibank, Sydney, NSW, Australia
- Responsible for requirements management as the sole business analyst for the project
- Collect, analyse and interpret requirements
- Derive and document detailed Functional Specifications from Requirements
- Conceive and Design User Interface screens
- Prepare Test Cases and Test Data
- Interface between Client and Development Team for functional coverage
- Also actively participated in prototyping and demo of the application to the users for their buy in
- Effectively managed the dynamic and expanding requirements within the agile implementation methodology
- Project: Automated Specs Pack Project
- Client: Major Global Financial Services Firm, Jacksonville, FL, U.S
- As the sole Business Analyst for the project, the entire gamut of requirement gathering activities were performed by me onsite at Jacksonville, FL, U.S
- Over a period of two months, the requirements were discussed in detail with the client
- These were further studied, presented to the client and finalized
- Various options for the technical implementation of the project were presented to the client and the client was helped in making the right choice based on the best achievement of the project requirements
- The requirements were then documented as per client requirements and presented
- Project: PWM NSL Project
- Client: Deutsche Bank, Germany
- As a member of the functional team, am responsible for interpretation of the requirements provided by the client by undertaking detailed studies of the requirements
- These requirements need to be presented to the development team by differentiating and detailing the functionalities that is required to be built
- Preparation of detailed test cases, integrated test data and related documents for testing specifications is also part of the responsibilities
- Actual detailed testing of the application for detecting errors and functional/non-functional bugs and helping the development team in rectifying these also form part of core responsibilities
- Interaction with client on an ongoing basis for requirements discussions, seeking clarifications and discussing solutions is a major focus area of responsibility.
Regional Head
Stock Holding Corporation of India Ltd
06.1994 - 06.2005
- 11 years (June 1994 to June 2005) with Stock Holding Corporation of India Ltd (SHCIL)
- Domain Knowledge: Custodial Services, Trading, Clearing and Settlement Mechanisms, Post trading, Safekeeping and Benefit Collections, Depository System- All aspects relating to holding and transacting securities in the electronic mode, Mutual Funds- Structure, Role, types, Exchange Traded Funds, Advisory, Asset Allocation and Financial Planning
- Investment Processing, Securities Industry, Trading-Online, Internet, Clearing -Well versed in the role of a Professional Clearing Member (PCM) including matching delivery obligations, custodial coding and clearing house management, Settlement Processing-Movement of securities on ISIN (International Securities Identification Number) basis for fulfilment of delivery obligations, Meeting Pay-in deadlines, Market & Off-Market transactions, Inter-Settlement transfers, Auto delivery Outs, Straight Through Processing (STP), Custodial Services, Entire gamut of Post-Trade Activities including Trading, Clearing and Settlement
- Generation of DIP/DIS, order matching, Pay-out receipts, obligation processing, Movement of Securities to Clearing House
- Monetary & Non-Monetary benefits forecasting for cash flow management, reconciliation with actual receipts and follow up for non-receipts
- Discretionary and non-discretionary benefits and their management
- Entitlement reconciliation and allied activities
- Data Bank Management for benefits, corporate actions etc
- Lodgment services for physical securities with companies/registrars for transfer and registration
- Safe Custody and Vault Management, Mutual Funds, Structure, Role, types, Exchange Traded Funds, Advisory, Asset Allocation and Financial Planning
- Investment Processing and Performance Tracking and Analysis NAVs, their calculation, pricing and their models
- Achievements And Awards: Selected as a team member for automating vault area operations for bins movement in SHCIL custody
- Handpicked to set up the SHCIL NRI cell
- Headed a large functional group with the responsibility of ensuring smooth client/scrip-based settlement schedules
- Selected to head SHCIL, Kerala with Profit Centre responsibility.
Education
Bachelor of Commerce -
University of Kerala
04.1992
Skills
- Client Relationship Building
- Sales strategy development
- Lead prospecting
- Customer-Oriented
- Strategic account development
- Business Development
Personal Information
Title: Sales and Account Management Professional
Timeline
Sales Account Manager
Oracle Corporation
06.2022 - Current
Senior Accounts Manager
Oracle
01.2012 - Current
Functional Lead
Oracle
11.2008 - 12.2011
Business Analyst
Oracle
06.2005 - 11.2011
Regional Head
Stock Holding Corporation of India Ltd
06.1994 - 06.2005
Bachelor of Commerce -
University of Kerala
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