Company overview
SS&C is a global provider of investment and financial services and software for the financial services and healthcare industries. Named to Fortune 1000 list as top U.S. company based on revenue, SS&C is headquartered in Windsor, Connecticut and has 20,000+ employees in over 90 offices in 35 countries. Some 18,000 financial services and healthcare organizations, from the world's largest institutions to local firms, manage and account for their investments using SS&C's products and services.
Job Description
To meet the growing demand for our investment management, trading, wealth and accounting solutions, WIT - Wealth & Investment Technology is seeking an experienced Sales Director. The Sales Director will be a key member of the sales team − targeting investment management organizations such as asset managers, trust funds, pension funds, hedge funds, wealth managers, IFAs and private banks. A key responsibility of the role is the management of a regional team of Sales Executives
Responsibilities
- Work with Regional Managing Director of Sales and regional sales team in the generation of new business software license sales and existing client sales and contract renewals to meet and exceed quarterly and annual revenue targets
- Build out country segment plans for relevant assigned markets and pipelines as applicable to create pipeline of opportunities that is circa 3x target
- Conduct business research on prospects, opportunities and competitors
- Qualify leads and build a pipeline of qualified prospects
- Oversee, drive and manage sales cycles of SS&C technology solutions from start to finish, i.e. from lead generation to close
- Operate as regional point of escalation for relevant client contact
- Organize and conduct client meetings, presentations and workshops and understand key requirements through consultative sales analysis in conjunction with the Sales Executives and Strategic Account Managers
- Support Sales Executives and Strategic Account Managers on proposals (software solution, services plan and commercial terms
- Communicate deal and pipeline information to management, accurately forecast pipeline, manage revenue recognition issues and deal closure
- Own and drive business development activities. Partner up with the marketing team and Regional Managing Director to develop plans for brand awareness and consistent lead generation
- Support the regional team and lead relationships with key external partners and influencers in relevant market spaces
- Represent the company at relevant industry events and conferences
- Share insights and deal-related actionable recommendations for product enhancements
- Internally, this role will actively interact with various cross-functional team members including Solution Consultants (Pre-Sales), Inside Sales, Professional Services, other members of the Sales team, Legal, Accounting, Operations, Data Specialists, Product Managers, Marketing and various members of Senior Management. You will need to effectively leverage internal relationships within the organization to help advance deals through the pipeline
- Record and track sales activities on Salesforce and management reporting as required
Desired Qualifications
- University degree educated.
- 10 years of corporate-level sales with 5+ years selling in the buy-side community or investment management industry.
- Excellent understanding of the complex enterprise sales process.
- Experience selling technology based solutions, particularly application software used in the Investment Management industry or closely related.
- Excellent presentation skills, written and oral communication skills, and good organizational skills
- 5 years of team management experience
- Some technical background is advantageous
- Creative and proactive (‘hunter mentality’)
Desired Skills
- Domain knowledge - Understand our market and how our proposition fits within it
- Product knowledge - to understand high level competent capabilities of SS&C products and services
- Product positioning & objection handling - Build business case why client needs a solution
- To engage effectively and build key relationships with decision makers and stakeholders
- Team skills - To engage effectively with colleagues to organize resources as needed for RFP's, meetings and demo's
- Deal management - create, manage and negotiate all aspects of sales deals, escalating issues as necessary
SS&C Values
- Individual performance matters - everyone should be accountable, collaborative, creative, leading and achieving
- Attitude matters - we must be positive, energetic and strive for success
- Constant improvement - we must focus on improving how we work & operate
- Dedication to client success - we will provide world class support, services and solutions and strengthen client relationships
- Deal management - create, manage and negotiate all aspects of sales deals, escalating issues as necessary
