ESSENTIAL DUTIES AND RESPONSIBILITIES
• Proactively engage with the digital sales teams to drive new sales, cross-sales, and/or upgrades to Finastra prospects and customers.
• Collaborate with digital sales representatives throughout the sales lifecycle which includes lead generation, discovery sessions, solution demonstrations, system audits and gap analysis.
• Participate in virtual value-based discovery sessions for new sales opportunities.
• Conduct virtual solution demonstrations for new sales, cross-sales, and/or upgrades opportunities to Finastra prospects and customers.
• Incorporate knowledge of competitive strengths and weaknesses into solution demonstrations.
• Align and document solution requirements based on the business needs of the prospect and customer and execute the handoff to Global Services
• Ensure that identified product gaps are documented and addressed with appropriate internal teams, prior to contract signing.
• Support Relationship Managers in their efforts to drive customer success.
• Develop and update presentation scripts to stay current with product functionality, value proposition and strategic differentiators.
• Responsible for keeping up to date with all product roadmaps, with the ability to articulate which features are coming with the next product release and discuss roadmap items.
• Educate the digital sales team members on product functionality as needed.
• Attend internal sales and demo excellence training courses
Required Experience:
KNOWLEDGE / SKILLS
• Comprehensive knowledge of financial institution operations, including lending and deposit products, regulatory compliance, customer service, financial analysis, and risk management.
• Exceptional oral and written communication skills, strong interpersonal abilities, and professional presentation skills, with a keen attention to detail and adaptability.
• Proficiency in using virtual meeting tools such as Microsoft Teams and WebEx, with strong skills in meeting coordination, technical troubleshooting, and effective virtual communication and collaboration.
• Proven ability to work independently and collaboratively within a team, demonstrating flexibility, accountability, and strong communication skills.
• Proven ability to effectively engage financial institution executives, communicate strategic insights, and influence decision-making.
• Extensive hands-on experience with LaserPro, including system setup, administration, and managing product lines within LaserPro Commercial, Consumer, and Real Estate lending products.
EXPERIENCE:
• 5+ years' experience working in a financial institution or financial software provider
• 3+ years' Sales demonstrations of financial services software
EDUCATION / CERTIFICATIONS:
• Bachelor’s degree or equivalent experience
• Formal training in presentation skills preferred
