Job Title: Manager/Associate Director, Sales
Department: Global Research & Risk Solutions
Location: New York
Position Summary:
• The Senior Sales Consultant position is a key role within the Global Research & Risk solution sales team to drive sales and business development activities in the region. The candidate would be primarily playing a hunter role, responsible for bringing in new clients, expanding business development activities, and selling our client SaaS offerings across leading Financial Services firms including Banks and Asset Management firms.
• The position’s primary responsibility is to achieve new business targets. The candidate will develop relationships with decision-making CxO level executives at leading financial firms, as well as drive the sales cycle of all assigned sales opportunities from initial prospect communication through contract execution working along with Pre-Sales & Solutioning teams which are located both onsite and offshore.
Role:
• Achieve quarterly and annual sales targets established by the Regional Head of Sales
• Achieve lead generation, prospecting and other sales management goals designed to build a strong sales pipeline.
• Personally develop long-term relationships and referrals with senior management at leading global financial institutions.
• Work with the Regional Head of Sales to manage the end-to-end sales process for all opportunities including initial client communication, presentations, RFI response, RFP submission, negotiation and deal signing.
• Work in close collaboration with pre-sales team & delivery teams to ensure that proposed offerings and services fully meet customers’ business needs.
• Be the point contact to customers during initial phases of an engagement. Follow up on delivery and ensure total client satisfaction through the life cycle of the relationship.
• Demonstrate strong personal communication and presentation skills to establish interest, credibility, and trust.
Essential Qualifications: Bachelor’s degree or equivalent required. Master of Business Administration (MBA) degree preferred.
Skills Required:
• At least 5 years of experience in selling business solutions and services within the region with prior experience of collaborating with globally distributed teams
• Good understanding of Capital Markets, Regulatory Trends, Risk, Data & Analytics and Technology areas
• Good understanding of macro trends, customer wallets and buying centers, and competitors in Regulatory Transformation, Risk, Technology and Finance operations
• Local industry contact base
• Experience with vendor selection processes including RFI and RFP issuance and response management
• Understanding of customer decision making criteria as it pertains to offshore services, consulting, enterprise solutions
• Ability to maintain strong sales management focus during sales cycles
• Demonstrated ability (document deals) to manage often complex negotiations with senior-level business executives at leading financial firms
• Prior experience in relationship building with industry executives at trade shows, conferences, industry events and professional association meetings
• Strong analytical and negotiations skills
• Thorough command of English, both written and spoken
Travel Requirement:
The candidate is expected to travel regularly to regional prospect and customer locations to support lead generation, sales presentations, contract negotiations, conferences, events, client visits of global research centers, and ongoing relationship building.
