Job Title: Senior DACH Regional New Business Manager
Financial Services Role summary Territory New Business sales role responsible and accountable for the identification, qualification and closure of new business sales engagements required to achieve or exceed individual sales quota.
Serves as a strategic partner to prospective customers, managing relationships and engagements. Sets vision and direction for engagement with prospective customers in a defined vertical, utilising the entire suite of AI capabilities and solutions.
Combines and leverages best practices, industry trends, and experience to achieve the best result for the prospective customer. Contribute to the wider innovation and exploitation of the vertical, in line with specific objectives for given year.
What you’ll be doing Promotes/sells/secure new business orders from new prospective customers and (via exception process) existing Customers, through a Challenger Insight led approach. Differentiate AI products and services to existing/potential customers and guide them in selecting those best suited to their needs and to avoid or mitigate unsighted problems.
Competently demonstrate AI Compliance and Fraud products to Customers Establish, develop and maintain valuable business relationships with prospective customers Build pipeline of prospects sufficient to achieve and exceed sales quota Research sources for developing prospective customers and for information to determine their potential as part of the Challenger sales methodology Own the creation and deliver clear and effective, winning written proposals/quotations for prospective customers which clearly articulate how AI are uniquely placed to solve the business challenges identified throughout the sales engagement.
Coordinate sales effort with marketing, sales management and technical service groups. Analyse the territory/market’s potential and determine the value of prospective customers’ value to the organization. Create and manage a customer value plan for target prospects highlighting profile, share and value opportunities.
Plan and organize personal sales strategy by maximizing the Return on Time Investment for the territory/segment. Keep up to speed and share knowledge of competitive applications and technical services, market conditions, competitive activities, advertising and promotional trends and consulting with regional advisory partners. Participate in conferences and industry forums.
Continually learn about new products and improve Challenger selling skills. Maintain up to date and complete SFDC records Maintain up to date internal training and compliance requirements What we’re looking for Challenger sales vs. relationship sales mind set An understanding of how banks utilise and extract value from fraud and compliance technology solutions FS industry and market awareness Domain expertise in banking fraud and compliance (AML, KYC, WLM) Account management and / or sales skills in a software, cloud or managed service business Customer stakeholder management
To apply for this job email your details to info@selectivesearch.co.uk
