SALES & ACCOUNT MANAGER

ROLE
• Seeking ‘Hunting & Farming" leaders to position & expand our footprints in Sweden
• The role will carry a top line revenue accountability at committed profitability
• The role holder will be expected to deliver an agreed % Year on Year growth in alignment with strategic vision
• Role holder will be required to target a named set of new logos in Sweden / Nordics
• The role holder must be business & tech savvy possessing in depth knowledge of Banking, Technology, Platforms & Software development & testing lifecycle & methodologies
• Possess comprehensive knowledge of services, case studies & effectively present the same in alignment to the context of potential customers based on engagement
• Maintain optimal balance between Revenue & Delivery led Sales
• The role holder must be capable of presenting, substantiating, negotiating & selling Data, Digital, Core Banking services & Quality Engineering services


KEY RESPONSIBILITY AREAS
• Develop, map, meet multiple stakeholders to familiarize as an organization & the solutions / service that we have delivered across the globe across Data, Digital, Core banking services & Quality Engineering
• Gather insights on customer’s strategic initiatives, competitive insight on wallet share, pricing & personally take lead in systematically connecting with key stakeholders to nurture and build relationships
• Ensure coverage of stake holders across business, technology, operations, procurements & vendor management from key to CX level stakeholders
• Develop & embark on an insight-led engagement approach with key CXO level leaders and their one-downs
• Optimally develop leads through consistent engagement with potential customers
• Create an opportunity pipeline that is 3X to 5X of expected billing in the financial year
• Liaise & integrate with multiple internal stakeholders & teams to cull out the best solution that is competitive /strategic for the customer / bank from a technical & commercial perspective
• Collate insights on pain points, potential displacement opportunity, strategic vision, initiative of customer / bank & position our service offerings in alignment to the same
• Gather, Analyze market insight and engage with internal teams / stakeholders to identify potential areas of business
• Manage accountability for opportunities, pipeline and revenue realization in the assigned accounts / geography
• Manage accountability to devise a winning technical / commercial proposition which includes discussion on rate cards, scope, effort, mode of delivery, contracts, renewals, service agreements, etc.


BACKGROUND
Mandatory
• Overall 12+ years of experience minimum but not more than 15 years of experience
• Should have been front ending sales for the last 3 years with similar top line revenue accountability – in named accounts.
• Should have deep understanding of selling to top tier banks
• Should have actively sold professional services / managed services to BFSI for at least 3 years
• Demonstrated ability to independently engage with CXOs in opportunity creation and conversion
• Someone who will pick up the phone and make connects to set up appointments within named account
• Experience with CXO level engagement
• Tech & Business savvy individual who is well aware of new developments and where IT services & banking are headed
• Experience in IT services context is critical
• Average ticket size for service sold in the past should be in the range of $ 1- 1.5 million
• Open to frequent travel & relocation
• Strong delivery experience in Data, Digital, Core banking services & Quality engineering across BFSI