Senior Strategic Account Manager

Responsibilities:

What will you contribute?

The Senior Sales Executive will be responsible for generating new revenue by positioning Finastra strategic software solutions and services to new customers within assigned territory. Strategic Sales solutions include but are not limited to:

• ESG Service. Delivering Sustainability Finance solutions in response to key market drivers;
• Credit Servicing. Delivering loan management servicing capability to a broader market community;
• NBFI. Integrating buy-side and sell-side capability through Finastra market leading solutions.

Responsibilities & Deliverables:

• Create and manage a strategic territory plan that includes sales owners and activities for reaching quota fulfillment.
• Manage territory to maximize sales resources and revenue opportunities and to minimize travel and selling-related expenses.
• Analyze financial position and challenges of prospects to determine sales approach.
• Understand market drivers and collaborate with both the client and internal stakeholders to overcome potential impediments.
• Use a consultative sales approach to develop account plans and identify specific needs for each prospect.
• Close business to meet forecast commitments and sales quotas.
• Maintain appropriate sales development activity through SFDC and supporting tools.
• Ensure and maintain sales forecasting data in sales reporting system to allow for opportunity management and reporting through Sales Operations.
• Develop and maintain relationships with industry/professional individuals and organizations.
• Create and participate in user/working group sessions and trade shows as approved.
• Stay current in industry trends, competitors and current company products & services.
• Other duties as assigned

Experience:

• 10+ years successful sales experience representing enterprise software, SaaS or FinTech solutions.
• Experience selling to C-Level Leaders.

Required Skills and Experience:

• Ability to acquire in-depth knowledge of a client’s business, identifying challenges and opportunities as well as how to position solutions to address those needs;
• Demonstrates deep product and industry knowledge including market trends and competitive intelligence
• Exceptional written, verbal, and interpersonal communication skills with stakeholders
• Superior presentation skills.
• Ability to present in a compelling manner and negotiate complex deals.
• Proven ability to articulate value proposition and ROI.
• Proven ability to manage complex sales with multiple decision makers.
• Proven ability to manage internal resources to complete the sale.
• Proficient with Microsoft Office and supporting tools (copilot etc)
• Proven record of building and managing a sales pipeline and achieving/exceeding quota.
• Proven record of matching customers’ complex needs with complex solutions.
• Responsive, reliable and results oriented.