Overview
Sandstone Technology is a leading provider of loan origination, internet banking and mobile banking solutions to financial institutions globally. Headquartered in Sydney, New South Wales with offices in Melbourne, Manila and Leeds. Sandstone delivers banking solutions to financial institutions globally.
Role
As Business Development Manager (UK), you will be responsible for the development of new business and increased revenue opportunities across your assigned accounts and to look for opportunities outside of your account allocation. Reporting directly to the Head of Business Development UK, you will work closely with the UK Marketing Executive and sales team, Heads of Product and Technology, and executive leadership team (ELT) to define and articulate the overall sales objectives for your accounts and help the business achieve the associated success metrics accordingly.
The overall goal is to maximise the conversion from sales conversations (existing customers) and lead generation (SQLs) from new customers through identification, qualification, and negotiation strategies, working closely with the relevant stakeholders at each stage through to closing the sale (contracting with the client). Your objective is to aid in building out the sales pipeline for both short- and long-term opportunities, be responsible for observing and enacting ways of building out existing customer relationships, and drive value through increased engagement for your designated accounts.
Another critical element of the role will be to gain a level of industry and competitive insights that will assist the sales, marketing, product and management teams to help determine positioning and the future state of our products and solutions.
Key Responsibilities
* Work closely with the Head of Business Development UK to create alignment between the sales and marketing teams to define both short- and long-term objectives
* Build and develop strategic partnerships with financial institutions, focusing on revenue generation
* Discuss opportunities with existing clients, proposing solutions with the relevant Sandstone outcome owner and client-side staff
* Generate, pursue and close new proposal opportunities for Sandstone solutions
* Manage existing relationships with your allocated customer base
* Manage the internal tender / RFP process across functions to meet customer requirements on time
* Collaborate with the Head of Business Development UK and CCO to align marketing, legal, product and sales
* Champion the Sandstone brand and ensure high standards in all sales communications
* Provide regular reporting on all sales activity to the Head of Business Development UK, CCO and ELT
* Host requirements gathering discussions/workshops with technical and non-technical stakeholders for new business opportunities
About You
* Minimum 3 years enterprise software / technology sales
* Preferred experience in financial services (vendor side)
* Preferred experience selling to and/or account managing tier 2 financial institutions
* Qualifications in information systems, technology or banking fields
* Self-starter with strong business acumen
* Technical understanding of Digital Banking and/or Lending solutions for conversations at all client/partner levels
* Ability to engage with stakeholders across Finance, Risk, IT, Product and Security
* Identifies and resolves complex business issues with internal stakeholders
* Develops and nurtures long-term partner relationships with client senior management
* Maintains customer account plans for retention and growth
* Manages expectations within the company’s capabilities
* Leads by example as a “Partner of Choice” across the organisation
About Us
30 years of fintech evolution: Sandstone Technology continues to lead the market with a strong client retention rate and a portfolio across Australia, New Zealand, Asia and the United Kingdom.
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