Sales Leader - USA & Canada (EVP or SVP level)
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Description
Role Objective
Our client is a global leader in financial technology products for banking, insurance and other financial Services and is looking for a Sales leader to shape sales organization and scale revenue to the next level. The ideal candidate will be responsible architecting and executing a sales strategy for the USA and Canada, but also work in an IC capacity.
Scope of Role
Reporting into the CEO, in this high-profile senior management role, across the USA and Canada. This role will be focused on achieving aggressive net sales targets as the organization looks to capitalize on its strong market position.
Ideal Candidate
- Currently heading global sales remit in large size Tier 1 consulting or software product vendor.
- Able to demonstrate a very strong sales track record including the strategic management of large, complex relationships.
- Handled end to end responsibility of diverse globally spread sales team
- Strong C-suite level contacts in the banks with in company's landscape.
Responsibilities
- Provide leadership, inspiration, coaching, and career development to the Sales Team.
- Develop a global sales framework and streamline diverse teams towards best practice, with high levels of productivity across all channels
- Meet increasing regional net sales targets across all product lines
- Manage team’s overall pipeline and forecast, ensuring timely updates and reporting when required.
- Act as a key member of the senior Management team, developing strategy and ensuring effective sales execution
- Appropriately leveraging company resources and senior executives to achieve sales and revenue objectives.
- Drive pricing strategies to ensure parity with the market place and consistency within our customer portfolio and global operations
- Ensure net sales from strategic accounts are maximized through effective global account coordination
- Partner with the various business functions to create a “continuous learning mind-set” in the region's sales organization through a comprehensive sales training curriculum which will ensure all sales personnel are effectively presenting the full Solutions value proposition.
- Regularly engage with senior sales and business leadership on progress against defined objectives, business opportunities.
- Coach and support team, and where appropriate, directly lead active engagement in negotiating and bringing sales to a successful conclusion.
- Development and support of Account Planning to further understanding of the client’s strategy, development of C-level relationships, and coordination of a high touch relationship between executives and the accounts leadership.
- Ensure quality customer relationship management includes demonstrating customer-sensitive practices within accounts to support trust in the organization and advance their account presence.
- Demonstrate a collaborative and open approach to internal communication fostering trust and thought leadership throughout the organization.
- Develop feedback and communication channels across the organization around product, service, and marketing to continually enhance the company’s offerings.
- Build strong relationships both internally with the senior business relationship management function, and externally with key influencers in the region, e.g. large customers and Regulators.
Requirements
- Minimum 20-25 years of successful sales in the financial services industry.
- Significant demonstrable experience (10 years) of success in managing regional l sales team in the global transaction banking solutions and consulting practice.
- A team builder with strong P&L and management skills in Sales, Marketing, Business Development and Account Management.
- Experienced in driving product / services sales and marketing through effective implementation of strategic business plan and sales / marketing action plan.
- Background in financial services institutions Digital Solutions with strong personal network
- Analytical mind-set with attention to detail without losing the big picture
- Demonstrated consistent track records of significantly increased the company’s sales and market share by creating / capitalizing on partner/channels.
- Significant experience in FSI Understanding of up-to-date advanced technology solutions
- Excellent team management skills, including the ability to hire, motivate and inspire.
- Excellent knowledge of the rating agencies environment and risk management requirements in strategic decision making, strategic business decision processes, and information management
- International experience including EMEA, APAC and MEA apart from Americas will be a plus.
- Proven commercial acumen during negotiations with global account purchasers.
- Ability to frequently travel to key customers.
- Knowledge of products, solution or service offerings as well as competitors' offerings to be able to position to sell large solutions.
- Understands the industry and market in which key accounts are situated and integrates this knowledge into insight-based selling.
