The Sales Executive will generate revenue by selling Finastra software solutions and services to new and existing customers within the assigned territory. The Sales Executive will use a consultative approach when positioning Finastra’s solutions towards existing customers and new prospects.
Responsibilities & Deliverables:
- Create and manage a strategic territory plan that includes sales activities for reaching quota fulfillment.
- Manage territory to maximize sales resources and revenue opportunities and minimize travel and selling-related expenses.
- Analyze the financial position and challenges of prospects to determine the sales approach.
- Understand market drivers and collaborate with both the client and internal stakeholders to overcome potential impediments.
- Use a consultative sales approach to develop account plans and identify specific needs for each prospect.
- Close business to meet forecast commitments and sales quotas.
- Maintain appropriate sales development activity (SFDC) to ensure healthy pipeline management.
- Ensure and maintain sales forecasting data in the sales reporting system to allow for opportunity management and reporting.
- Develop and maintain relationships with industry/professional individuals and organizations.
- Create and participate in user group meetings and trade shows as approved.
- Stay abreast of current industry trends, competitors, and current/new company products and services.
- Other duties as assigned.
Experience:
- (5+) years of successful sales experience representing enterprise software, SaaS, or FinTech solutions.
- Experience selling to C-level executives.
- Relationship and consultative selling experience.
Required Skills and Experience:
- 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.
- Demonstrates deep product and industry knowledge including market trends and competitive intelligence.
- Exceptional written, verbal, and interpersonal communication skills with stakeholders
- Superior presentation skills.
- Ability to present compellingly and negotiate complex deals.
- Proven ability to articulate value proposition and ROI.
- Proven ability to manage sales with multiple decision-makers.
- Proven ability to manage internal resources to complete the sale.
- Proficient with Microsoft Office.
- Proven record of building and managing a sales pipeline and achieving/exceeding quota.
- Proven record of matching customers’ needs with solutions.
- Responsive, reliable, and results-oriented.
