Financial Services Sales Leader

Description

Position at Ness USA, Inc.

Position Summary

• The Sales Cluster Leader grows and expands relationships with strategically important customers and or acquires new logo targets. Assigned up to five named customers and or a new account target account list, the Account Manager is responsible for achieving sales quota and assigned strategic account objectives. The Sales Leader is responsible for building strong client relationships and to be the single point of service to the client.
• The Sales Leader will represent the entire range of company products and services to assigned customers and targets, while leading the customer account planning cycle.
• The Sales Leader is responsible for working with other Ness colleagues in solutions, practices, delivery, and marketing.

Responsibilities

Job Responsibilities

• Establishes productive, professional relationships with key personnel in assigned customer accounts.
• Responsible for 3-5 existing priority accounts, and deliver a minimum of USD 6 million in growth both in terms of Booking and Revenue during the fiscal year and in line with company GM / EBITDA goals.
• Coordinates the involvement of company personnel, including solutions, practices, marketing, delivery, and management resources, in order to meet account performance objectives and customers’ expectations.
• Drive end-to-end sales for technology services focused on the financial services sector, with an emphasis on payments (real-time payments, card processing, merchant acquiring, digital wallets, etc.).
• Meets assigned targets for profitable sales volume and strategic objectives in assigned accounts.
• Proactively leads a strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones.
• Builds and maintains sales pipeline to meet goals and conforms to all internal sales processes requirements for tracking, deal review and contract negotiations.
• Proactively assesses, clarifies, and validates customer needs on an ongoing basis.
• Coordinates sales development efforts that best address customer needs, while coordinating the involvement of all necessary company personnel to maintain sufficient pipeline to meet revenue goals.

Key success factors and measurements

• Achieves assigned sales quota in designated strategic accounts and new logo goals.
• Meets assigned expectations for profitability.
• Drive the creation and execution of strategic account plan.
• Help develop and execute go-to-market strategies and lead generation campaigns.
• Seek out new strategic large business clients.
• Identify Cross Sell / Up Sell Opportunities, Positioning Ness and articulate Ness services portfolio to the target segment.
• Generate and maintain a healthy sales pipeline, typically 3-4x the Account Revenue Plan.
• Ability to collaborate with all internal stakeholders, solutions and pre-sales teams, practices, delivery and support organizations in structuring, negotiating and closing of strategic deals / partnerships.

Pivotal Experience & Expertise

Requirements:

• 15 + years overall experience with recent 10+ years of experience in global IT services managing key clients across Financial Services, Fintech and financial technology product companies.
• Demonstrated experience in Conceptualizing and Crafting Multiyear / Multi Services Deal.
• Demonstrated experience in managing accounts ranging from $ 5 to $25 Million Accounts.
• Acquiring and growing payment accounts.
• Technology sales experience, with a proven track record in financial services or fintech.
• Understanding of payment ecosystems (e.g., ISO 20022, RTP, SWIFT, card networks, payment gateways).
• Strong technical understanding of Product Engineering, Cloud Computing, Data Engineering and Salesforce.
• He/she needs to show an ability to drive structured consultations with multiple client stakeholders to expand conversations and define strategic win-win solutions previously unrecognised by the client.
• Familiarity with modern tech stacks and services (cloud, APIs, AI/ML in finance).
• Demonstrated a track record in selling IT functions as well as to the Business.
• Experience in contract negotiations.
• Strong Track record in selling into Financial Markets across Financial Services / Information / Fintech and ISV.
• Tech The ideal candidate will be entrepreneurial, innovative, and self starter.