BFSI Sales Manager
Candidate has to be local or relocate to North Carolina
Required Qualifications:
Responsible for New Business Development playing a pivotal role in driving the growth of our Banking & Financial Services business in US North-East.
This role would be responsible for identifying, prospecting, and acquiring new clients, as well as nurturing relationships with existing clients to maximize business opportunities.
·Demonstration of new logo acquisition and consistent over-achievement of QoQ and YoY sales revenue growth. You should have a proven track record of being an over-performer/exceeding quota, and should be self-motivated, detail oriented, and a good multitasker.
·Track record of shaping and winning consulting and solution led deals with good understanding of Capital Markets IT / FinTech ecosystem in North America
·Must be a proactive Deal-Maker and not a reactive Order-Taker
·Excellent ability to create and nurture C-level relationships
·Strong local contact base and access to alumni, local associations, industry associations within the region
·Good understanding Capital Markets, Insurance & FinTech
·Ability to manage portfolio PnL delivering profitable growth
·Experience with vendor selection processes including RFI and RFP issuance and response management
·Understanding of customer decision making criteria as it pertains to offshore services, consulting, platforms, enterprise solutions
·Ability to maintain strong sales management focus during sales cycles.
·Demonstrated ability to manage often complex negotiations with senior-level business and technology executives
·Successful track record of sales, selling Application Managed Services or Application Solutions within assigned industry segments and/or a geographic territory
·Must have a sound technical understanding of, and experience selling skills in the GTM area for which the role is being considered – AMS, Integration, Testing, SAP, Salesforce, Calypso and Digital solutions
·Must have “Intermediate” or “Advanced” level of competencies in New Business Development and Territory Planning. Please refer to the attached note from Forrester “Mapping Competencies: Account Executive” for the details of these competencies.
·Possess demonstrable experience managing complex prospective clients
·Experience selling project-based/outcome-based solution services, driving high value transactions.
·The ability to creatively enter new clients with a clear eye on pull-through opportunities and the ability to bring those pull-through deals to closure
·Significant business relationships and network with senior client executives
·Ability to work as a team player, and collaborate with the sales enablement eco-system (presales, solutions and architecture, demand generation, solution delivery, marketing, finance and legal)
·Ability to handle change, be adaptive
·Must create and maintain a sound understanding of competitive offerings, market and industry insight.
·An ability to gain access and influence decision-makers at the highest levels in organizations
·Experience crafting and executing strategic and tactical plans to close large revenue projects or annuity transactions. Be agile in the sales process, understand the dynamic changes to the sales lifecycle, key prospect buying personas and finding creative ways to continuously qualify/requalify the opportunity during the customer decision cycle
·Ability to travel extensively when needed to meet prospects in person
Qualifications
·Bachelor's degree in Business Administration, Marketing, or related field. MBA preferred.
·Proven track record of success in sales or business development, preferably in the IT consulting industry.
·Strong understanding of IT services and solutions, including software development, cloud computing, data & analytics, BFS consulting, UX, mobile solutions etc.
·Excellent communication and interpersonal skills, with the ability to build rapport and influence key stakeholders.
·Demonstrated ability to think strategically, analyze market trends, and develop actionable insights. Creative thinker and deal maker and able to structure complex, strategic deals with an annuity component.
·Results-oriented mindset with a focus on achieving and exceeding sales targets.
·Highly motivated, proactive, and resilient, with the ability to thrive in a fast-paced, dynamic environment.
·Experience working with partnerships and channels to drive new business.
Good relationship and networking capabilities and a rolodex that can be used to jumpstart your pipeline
