What will you contribute?
As a Strategic Sales & Account Management Executive reporting to the Senior Director of Sales you will be responsible for driving new business growth across the Italy region. You will generate revenue growth by selling Finastra’s Suite of Core & Digital Banking software solutions and services to existing customers and net new name prospects.
You will serve as the primary hunter for the region, building high-impact relationships and orchestrating complex enterprise sales cycles to deliver measurable results.
Responsibilities & Deliverables:
* Create and manage a strategic territory plan that includes activities for quota attainment.
* Manage territory to maximize sales resources and revenue opportunities.
* 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 related to sales execution, new pipeline development and expansion of opportunities.
* Maintain appropriate sales development activity to ensure healthy pipeline management.
* Ensure and maintain sales forecasting data in sales reporting system to allow for opportunity management and reporting.
* Develop and maintain relationships with industry/professional individuals and organizations.
* Participate in user group meetings and trade shows as approved.
* Stay abreast of current industry trends, competitors, and current/new company products and services.
* Other duties as assigned.
Required Skills & Experience:
* 10+ years successful sales experience representing enterprise software, SaaS or FinTech solutions.
* Core/Digital Banking Software knowledge highly preferred.
* Experience selling to C Level executives.
* Relationship and consultative selling 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 domain knowledge within Core Banking space and industry knowledge including market trends and competitive intelligence.
* Exceptional written, verbal, and interpersonal communication skills with stakeholders
* Superior presentation skills.
* Ability to present compellingly and negotiate complex deals.
* Proven ability to articulate value proposition and ROI.
* Proven ability to manage sales with multiple decision makers.
* Proven ability to manage internal resources to complete the sale.
* Proficient with Microsoft Office.
* Proven record of building and managing a sales pipeline and achieving/exceeding quota.
* Proven record of matching customers’ needs with solutions.
* Responsive, reliable and results oriented.
Education:
* Bachelor’s degree or equivalent experience