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Sales Executive

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Offered by:

Finastra

Sales
Frankfurt

General Profile

  • Applies deep understanding of the market dynamics and shapes the business segment’s response to competitors
  • Pursues or manages large or strategic/key accounts
  • Nature of product portfolio and sales process typically characterized by:
  • Accountability for large integrated sales – requirement to bring together other internal stakeholders (finance, product, pricing, sales support, legal) in order to ensure the right resources are against strategic sales efforts
  • Requirement to negotiate and large sales in increasingly complex selling situations – represents a significant portion of revenues for an product and business segment annually
  • Long sales cycles
  • Has external reputation in client industries, explains emerging trends and future directions

Business Expertise

  • Requires deep understanding of the market or the needs of assigned accounts/prospects; provides useful market intelligence internally, helping shape responses to competitorsLeadership
  • Develops and leads colleagues; acts as a role model within the sale function and in fostering cross-functional relationshipsProblem Solving
  • Partners with or leads others to solve complex client problems; exercises judgement and identifies innovative sales solutionsProduct Expertise
  • Applies deep product and industry kledge to shape solutions to meet client needs and enable the sales processTerritory/Account Complexity
  • Manages significant accounts and prospects (based on actual or potential revenues)
  • Leads teams to identify, pursue or manage accounts or opportunities that are extremely large, strategic or with significant importance due to revenue retention riskInfluence
  • Has a strong network of relationships with critical decision makers in assigned accounts/prospects and in the market; anticipates their needs, feedback and objections, and identifies and explains solutions, often in challenging or complex selling situationsNegotiation
  • Negotiates and closes large sales in increasingly complex selling situations using creativity and tools to removing obstacles, create the right combinations and structure the deal

What will you contribute?

The Sales Executive will generate revenue by selling Finastra software solutions and services to new prospects within assigned territory. They provide specific product focus from a sales perspective through the acquisition of new clients by positioning the value Finastra products and services can bring to clients.

Responsibilities & Deliverables:
  • Create and manage a strategic territory plan that includes activities for quota attainment.
  • Manage territory to maximize sales resources and revenue opportunities and to minimize travel and selling-related expenses.
  • 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 to develop account plans and identify specific needs for each prospect.
  • Close business to meet forecast commitments and sales quotas.
  • 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

Experience:
  • 8+ years successful sales experience representing enterprise software, SaaS or FinTech solutions.
  • Experience selling to C Level executives.
  • Relationship and consultative selling experience.

Required Skills and Experience:
  • Ability to acquire in-depth kledge of a client’s business, identifying challenges and opportunities as well as how to position solutions to address those needs
  • Demonstrates deep product and industry kledge 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.

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The above statements describe the general nature and level of work being performed by people assigned to this job. They are not intended to be an exhaustive list of all responsibilities, duties, and skills required. Reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential job functions. If you need assistance or an accommodation due to disability please contact your recruitment partner.

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