What will you contribute?
This role will develop and execute account strategies to drive client retention and growth within a defined portfolio of accounts and/or territory. As the strategic point of contact in selling Finastra solutions, it will require coordinating the involvement of internal stakeholders, including senior management, in order to meet account performance objectives and client expectations. This client facing role will establish trusted, professional relationships with key leaders in the assigned accounts in order to build a deep understanding of the client’s business, the organization, strategic initiatives, operating environment and key 3rd party influencers engaged with the client.
Responsibilities & Deliverables:
- Establish a joint strategy and plan for the named accounts to drive the continued investment and expansion of existing Finastra products and the identification of new opportunities for growth across Finastra products and solutions.
- Build strong and positive relationships with clients at various levels including executives across business and IT domains maintaining regular touch points.
- Lead and collaborate the extended Finastra team for account planning, new project opportunities and to ensure business objectives and customer expectations are met.
- Establish and maintain a deep understanding of the client operating environment, their business objectives, strategic initiatives, key stakeholders and influencers in the relevant business domains.
- Identify new sales opportunities and build a pipeline for Finastra products and services, engage and support of internal stakeholders such as Solution Consultants and/or Sales Executives to advance the sales pursuit to close.
- Act as a point of escalation for client resolution on issues. Ensure client challenges are resolved in a timely and professional manner and comply with agreed upon Service Level Agreements.
- Establish regular business update meetings with appropriate client personnel to provide visibility to Finastra products and solutions and align to client initiatives.
- Ensure and maintain sales forecasting data in sales reporting system to allow for opportunity management and reporting. Close business to meet forecast commitments and sales quotas.
- Maintain well documented knowledge about clients’ businesses via Account Plans and in sales tracking system.
- Close business to meet forecast commitments and sales quotas.
- Provide monthly sales status updates.
- Stay abreast of current industry trends, competitors, and current/new company products and services.
- Other duties as assigned.
Experience:
- 5+ years experience progressive experience in consultative sales and account management capacity
- Previous experience with CRM technology for pipeline management, business intelligence, and integrated account management
Required Skills and Experience:
- Experience managing multiple accounts.
- Ability to build credible and influential client relationships
- Demonstrates product and industry knowledge including market trends and competitive intelligence
- Ability to conceptualize and build value propositions that deliver a compelling message to clients.
- Ability to build and manage a sales pipeline and achieving/exceeding quota.
- Strong written, verbal and presentation skills with proven ability to effectively engage with and present to senior level executives.
- Ability to collaborate with internal stakeholders in the pursuit of sales and account engagement objectives.
- Client focused, self-directed, and motivated.
- Ability to navigate within Financial Institutions, understand current and future business requirements and translate into understanding of customer needs and sales opportunities
- Strong analytical and issue resolution skills
Education
- Bachelor’s degree or equivalent experience.
