As a Strategic Sales & Account Management Senior Executive and part of the Lending team in the APAC, you’ll play an important role in helping to build fundamental account plans, operational strategy and drive sales activities.
 

Responsibilities & Deliverables:   

Your deliverables as Strategic Sales & Account Management Senior Executive will include, but are not limited to, the following: 

• Manage selling and upselling of Finastra Lending solutions – manage and close opportunities with appropriate authorization to achieve or exceed financial targets.

• Provide forecasting in terms of timely and accurate forecasts in Finastra format that enable short term (sales), medium term (revenue) and long term

• Identify market opportunities that develop and grow a strong sales pipeline which will ensure annual targets are met.

• Establish agreed short and long-term account plans for new and existing customers to ensure prospective clients key requirements are being met thus leading to increased revenue.

• Initiate and manage the sales cycle to ensure the Finastra standards are adhered to.

• Take a lead role in advising, preparing and presenting proposals to existing clients and prospects to ensure the Finastra standards are followed and to ensure the opportunity is maximized to the full potential.

• Build long-term relationships with senior bankers in our target segment to ensure they are kept informed of the any new developments within the Finastra products which in turn will assist in the development and growth of the business

• Assist in the sales cycle in terms of the project definition for third party / consultancy sales to ensure Finastra optimizes every sales opportunity through these partnerships.

• Complete market research to provide accurate profiles of allocated banks in terms of their existing product/system, key personnel and strategy in terms of future development of their system and competitor products, personnel and activities to ensure key personnel within Finastra are kept informed of our position within the marketplace.

• Establish and maintain contact with Product Centers and Marketing to gain additional market and product information that will lead to additional sales opportunities Initiate and coordinate management of joint marketing and sales initiatives to ensure there is a consistent delivery & representation of Finastra to the market place.

• Build a relationship and keep close contact with Pre-sales to ensure that sales opportunities have the appropriate level of sales support resource
   

Qualifications:  

• Possess a university degree with proven software selling experience

• Demonstrated experience selling into financial services industry, such as banks, asset management companies and insurance, is essential

• You will ideally come from blue-chip Tier 1 or 2 system integrators or software solution companies with strong ability to conceptualize

• Build value propositions that deliver a compelling message
   

Candidate Attributes:  

• Self-starter with a go-getter attitude

• Hungry for achievements whilst maintaining good working relationships with clients and internal stakeholders

• Creative in driving solution selling skills with account management

• A hunter mentality