Description:
OPEN SALARY FOR THE BEST CANDIDATE for Senior Sales Manager – Capital Market Solutions – GROWTH role for the Australia and NZ Region
The Senior Sales Manager – Capital Market Solutions will have a wide range of integrated Portfolio of Products, best ability to sell and cross sell compared to competition. Our client’s solutions enable customers to deploy mission critical technology on premises or in the cloud. With their scale and geographical reach, they drive valued solutions and opportunity for customers regardless of size or geography.
Our client’s products are almost in EVERY BANK in the region alone and in over 95% of top 100 Banks globally – an excellent story, history in the making waiting for you to further expand it in primarily Australia and the rest of NZ Region.
The Senior Sales Manager – Capital Market Solutions, is an individual contributor role reporting to the Sales Director as a “HUNTER” and “CLOSER” sales executive. You will be selling and developing further business as well as maintaining existing client relationships across Capital Market SOLUTIONS. Your core focus would be to sell our client’s solutions to the Banks and Financial Institutions and will include both new business and account management responsibilities.
Key Responsibilities
- You will be involved principally in New Business development, managing all aspects including senior level client relationship management, product demonstrations, contract negotiation, sales closing, product setup and delivery.
- You will work with sales management to develop and execute sales plans for target market sectors.
- You will be selling products and services to existing clients and develops new account relationships.
- 40% Account Management to existing clients (brokers and securities finance) and 60% Hunter sales who has sold to brokers.
- You, as an SSM in Capital Market will be expected to work with a Challenger and Consultative Sales approach, developing new business relationships with decision influencing senior executives, discussing their objectives, pains and needs in a manner that is informed by credible knowledge of the banking industry.
- You will work closely with other sales, pre-sales, business development and technical professionals who will support you in this role.
- You may be required to take on some account management responsibilities.
- You will work closely with the Presales team to coordinate product demonstrations and workshops for prospective clients.
- You will manage complex sales campaigns through the entire sales campaign from inception to closure.
- You will analyse and understand customer insights and market trends; adapt, communicate, and evolve strategies based on these changes.
Requirements:
- You have a minimum of 8 years of Capital Markets Solutions Sales (Software, Managed Services, SaaS, PaaS) with direct experience in ANZ Region and a proven track record of selling into and managing strategic accounts and Tier 1 and Tier 2 Banks and Financial Institutions
- You have a strong understanding of Financial Services industry especially in Capital Markets.
- You have the 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.
- You have proven experience in working with an extended cross line of business team such as Pre-Sales and Professional Services in progressing sales campaigns.
- You are able to demonstrate C-Level Relationships across the Top Tier of the Financial Services Sector.
- The role is based out of Sydney/ Australia as a preference but also can be based out of Melbourne/ Australia.
- You will need to travel to clients depending on pandemic conditions.
- You are fluent in English.