Job Details

Sales Director (BSFI / Banking Software) - North America

MBR Partners
MBR Partners
Pittsburgh , Chicago , Washington

Our client is a fast-growing vendor of business support software for the financial services / banking industry.

The client is a provider of relationship-based pricing and centralized billing solutions for banking, financial services & insurance (BFSI) and other industries. Its pricing and billing platform for the BFSI vertical has been deployed for global banks such as DBS, ICICI, HSBC, ING, and Lloyds Banking Group. It is known for its strong Customer Experience and customer engagement solutions in the Financial Services sector.

The ideal person would be someone that has sold enterprise software into banks previously across Europe or EMEA (people coming from core banking software so the likes of Temenos, Fiserv, Finastra and their competitors would be of high interest). Anyone that has sold complex enterprise software to banks would be of interest. The client has around 50 people in North America with around 800-1000 people globally.

Hunter Sales – Location North America (Pittsburgh Ideal but remote working in other locations is also possible).

Should be strong in BFSI domain

Key Goals

? Improve pipeline and achieve revenue growth

? Drive demand generation

? Drive market research

? Improve brand visibility

Key Responsibilities

? Strategize, design, formulate, plan and lead the execution of all the sales-related activities for a set of particular accounts

? Work collaboratively with other teams to drive business and achieve revenue, order booking and pipeline targets

? Develop & manage prospect business plans and define strategies and tactics for long-term success

? Lead sales forecasting, planning, and budgeting processes for different prospects and proactively monitor to maintain high levels of quality, accuracy, and consistency in the plans.

? Monitor & control end-to-end sales cycle for the different prospects including order

developments, pricing strategies, negotiations & payment terms, leading to improved sales realization

? Work with each prospect and co-create a business case that helps them understand the true value of our products in the short term and long term

? Act as the voice of the prospect and contribute towards product development by taking lead in providing inputs

? Aid in conducting market analysis and formulating strategies in order to generate new business for that particular region

? Liaison with external agencies to increase the brand visibility of our product as well as grow our business pipeline

? Help design marketing initiatives to improve lead generation, market visibility and drive business

? Work with business alliances team to design strategies for partnerships and successfully execute the same to ensure we increase our success ratio

? Act as a thought leader & represent us in events as an ambassador for our products

? Contribute by providing contents to our learning and knowledge management initiatives

? Develop high-level relationships and leverage personal connects to become the trusted consultant of our prospects

? Continuously contribute to improving and innovating our sales process

Key Competencies

? Excellent understanding of all areas of sales

? Very good understanding of B2B sales especially in enterprise software product sales, preferably

in that region

? Excellent understanding of our product, industries, domains, clients, competitors and our

strategic direction as a company

? Excellent ability to deep dive into the prospects financial information and build a business case for each prospect using this information

? Very good ability to focus on the needs of the business of our clients as a whole, its strategic direction, and in identifying initiatives that will allow a business to meet the goals

? Very good ability to understand the business requirements as well as functional requirements and transform that into technological requirements into our product and an excellent ability to map the features of our products into these requirements and also to convince the clients into our how our features will help the client solve their business needs

? Very good understanding of technology and well versed with the latest design thinking principles

? Very good connect with industry leaders especially in the domains we operate in and also strong connection with different C Level Executives in our clients and prospects

? Very good relationship building skills

? Very good people leadership skills and strong customer focus (internal and external)

? Experience in building executive relationships and influencing cross-functional stakeholders

? Excellent communication, presentation and negotiation skills

? Excellent team player

? Extremely high self-driven attitude, detail-oriented, proactive and able to prioritize and manage workloads and meet critical project deadlines

? Able to analyze data, look for trends and provide feedback to the team and management

? Owns a tenacious and never say die attitude - able to follow-up incessantly with our partners and customers (internal or external) till a conclusion is reached

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