Job Description
Scope of Role: The successful candidate will be expected to increase the wallet share of existing clients and acquire new clients in the UK region. The country / regional focus will be financial institutions in the markets mentioned above. This is an active business development role with a primary goal of increasing sales revenue through selling high value software technology solutions to FIs.
Ideal Candidate: The ideal candidate will have the following core assets and experiences:
• Currently responsible for selling business application or banking software solutions (Digital, lending or core banking) in the markets of UK
• Able to demonstrate very strong sales track record and very good contacts in the markets mentioned above.
• Proven account & sales management experience.
Responsibilities:
• The candidate will be the key driver and contributor of revenue acquisition for suite of banking solutions - Digital, lending and core banking
• Develop and present Go-to-Market plan and road map for achieving growth
• Manage the strategic accounts and identify ongoing up-sell and x-sell opportunities post sale
• Work with marketing to establish campaigns to create ‘pull’ in the market with a focus on ROI & optimization from existing & new business
• Initiate the above plans and manage business generation Deliver on agreed annual revenue/order book/license fee targets as per the Company Business Plan
• Build strategic relationships with the client base to identify new initiatives and generate the pipeline for new business:
• Create region and client–specific business opportunities
• Identify the client needs and feedback to relevant product groups
• Build compelling and winning business cases and proposals in order to create a profitable, long term client partnerships
• Lead client engagements and key negotiations from lead generation through to contract signature
• Develop and manage deal structures in line with guidelines and ensure that all proposal submissions are of best-in-class quality
• Control the sales process throughout the sales cycle and be accountable for and lead all new RFPs/proposal submissions and ensuring getting the right team in place for increasing the probability of a win
• Keep up to date information and reporting through internal reporting process and systems
• Reporting of actual Vs budgeted sales on a regular basis
• Provide market insights & guidance on the market as required
Requirements:
The following defines the core requirements necessary for the candidate to be considered for the role:
• Ability to present and negotiate with senior level management whilst in many cases, managing a complex sales process and conducting proposal presentations to new/existing clients
• Proven sales experience from a business application software or financial software or banking background
• Must have a self-starting, driven, assertive and positive attitude with proven ability to achieve stretch sales targets
• Strong relationship management skills with excellent customer focus
• Strong inter-personal and influencing skills
• Ability to meet internal/external deadlines
• Presentable and able to demonstrate initiative
• Persuasive communication, presentation and negotiation skills and ability to close deals
• The ability to work effectively in a fast-paced business environment with multiple tasks and deadlines.
• Establish and maintain prospect and client contacts at all levels.