About the role

We’re looking for a self-starting, well connected, motivated and high-performing Sales Director to lead our customer growth strategy across the US, with a focus on working with the global team to take the company to the next level. Do you have experience navigating through Financial Services decision-making chains and influencing both C-Suite and Technology leaders?  This is an entrepreneurial sales hunter role reporting into the CEO with responsibilities covering all market segments (Enterprise, Financial Services (e.g. Lending), Professional Services (e.g. Brokers, Tax Agents), Legal (Contract Management), Health (ID & Information verification) etc to develop and pursue business across the North America region.  The individual will be responsible for all new client acquisitions which includes prospecting, conveying ROI value proposals, deal progression, deal negotiation, upsell marketplace solutions and most importantly deal closure.  The individual will already have a successful track record engaging enterprise/banking clients, closing transactions and exceeding quota.

The successful candidate will thrive in a fast-paced, highly collaborative environment and demonstrate an ability to execute precisely and quickly.  With a deep understanding of enterprise software solutions and the financial services vertical, the candidate should be able to interpret complex business processes and navigate viable product / workflow solutions across the matrix of business and technology, communicating that complexity with simplicity.

Responsibilities:

  • Lead the development and execution of key growth sales strategies for the region aligned to our customer and revenue growth objectives, starting with New York
  • Continuously analyze and evaluate key markets, vertical segments and sales performance to ensure the deployment strategy maximizes revenue opportunities, including key results necessary to drive further innovation and sales growth
  • Creating strong relationships with key client stakeholders at C-Suite, senior and mid-management levels
  • Work closely with colleagues on cross-territory opportunities and other internal teams on marketing materials and case studies
  • Understand and intuitively interpret the competitive landscape and market trends across multiple industry verticals
  • Understand and effectively communicate the value proposition through proposals and presentations
  • Own and hit/exceed sales targets within assigned territory and accounts by continually assessing and forecasting revenue targets by industry, business solution, and regions, projecting expected sales volume for existing (including upsell) and new products
  • As the sales team expands, working collaboratively to excel the effectiveness of the team through the utilization of their individual strengths and abilities
  • Establish and adjust selling price points by monitoring costs, competition and supply and demand
  • Contribute to overall team effort by accomplishing measured results
  • Competent with Microsoft Office Suite, Dynamics 365 and Azure a benefit
  • Proactive, personal desire to own projects and exceed expectations, with ability to find solutions and deliver results within a rapidly changing, entrepreneurial, technology-driven culture
  • Ability to identify and solve client issues strategically, yes is not always best
  • Excellent interpersonal skills, with the ability to communicate effectively with management and cross-functional teams, for both technical and non-technical audiences
  • Work with the Sales, Account Management, Product Management, Development and Operations, teams to implement targeted sales strategy seamlessly, keeping to agreed timelines
  • Generate and maintain accurate Account and Opportunity plans
  • Work with internal teams on behalf of clients to ensure the highest level of customer service
  • Interface with technical support internally to resolve issues that directly impact partners and resellers and their ability to grow and service customers
  • Manage and implement the sales forecasting, planning and customer driven sales process, establishing high levels of quality, accuracy, and process consistency across the sales team
  • Work collaboratively with the sales, marketing, product, and development teams to foster a culture of continuous process improvement via a customer lens
  • Reporting and analytics to ensure reports and other internal intelligence and insight is provided collaboratively to identify learnings and continual improvement including executive and board reporting
  • Analyze pipeline and lead data, deliver regular reporting to management providing key business insights: typical reporting relates to Demand Generation, Pipeline Forecast and Trends, Conversion Rates, Target Account, Market Segmentation, Win/Loss, Aged
  • Report on key KPIs related to the lead and the opportunity waterfall in order to implement a consistent closed loop between marketing, sales and product
  • Thorough reporting and analytics, validating the quality of the lead and pipeline data and provide guidance to improve the overall data quality

Requirements:

  • Ability to prepare reports and use of appropriate mode of communication. Must be proficient at analyzing data, building reporting, and making strategic recommendations based on data and trends
  • Ability to manage multiple projects and work to tight deadlines
  • Proven success working in a fast-paced, high-growth environment
  • Keen business sense, with the ability to find creative business-oriented solutions to problems
  • Keen focus to close deals with the strategic approach to pave the way for product expansion once landed
  • Ability to travel extensively as required

Top Skills & Proficiencies

  • 7+ years’ experience working predominantly in Financial Services (Banking & Finance)
  • Able to demonstrate a strong, entrepreneurial sales hunter approach
  • Work collaboratively with 3rd party and internal resources to achieve goals
  • Confidence to rally resources to get tasks completed in time and on budget
  • Drives for results with a good balance of process and outcomes focus
  • A deep understanding of the market services/products
  • Outstanding communication (verbal and written) and presentation skills
  • Expert level interpersonal skills
  • Able to accurately forecast sales and excellent closing skills
  • Mentor and coach people
  • Client Relationships
  • Emphasizing Excellence
  • Negotiation
  • Prospecting Skills
  • Creativity
  • Sales Planning
  • Analyze data to find trends and possible problems
  • Independence
  • Motivation
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