Finastra Global Services Strategic Sales Executive - Americas in New York, United States
WHY DO WE LOVE COMING TO WORK EVERY DAY?
With over 10,000 superstars across 48 different countries globally, it is hard not to be inspired every single day. At Finastra we celebrate in global knowledge sharing, diversity and an opportunity to make a difference for each other and for our customers .
We are on a journey. After bringing two global Fintech leaders together in June 2017, Finastra has truly recognized the opportunity and power we have, by combining our expertise, successes and passion together. Whether it is in a collaboration hub or innovating with colleagues across our global landscape, we are one team creating a network of talent and creativity in a stimulating environment, to do what we can to make a difference for our customers .
Our people are leaders in their role and are always looking for new ways to help our customers grow, compete and optimize their business. From a graduate Software Engineer to an experienced Sales Executive – we are looking for personal leadership and people with the appetite to understand the markets and customers we serve. We drive innovation that challenges the status quo and feel proud of the positive differences that we make every day. We recognize talent and provide a work environment where leaders can drive results , develop and grow their careers.
Success is what you do, success is what we achieve, together.
The future of Finance is open – combine your talents with Finastra opportunities to create an exciting career with us.
For more information, visit Finastra.com
The Finastra Global Services team has 2 key purposes within the overall business. First is working with Finastra software sales to ensure full customer propositions are correctly established during the sales process that drive winning deals and time to value for the customer in new licence sales situations. The second is to be the leaders in engaging the wider customer base and driving PS sales and delivery propositions that keep customers aligned with Finastra product direction and moving forward with the Fusion platform, and thus creating new software sales opportunities for the business.
Global Services (“GS”) is a growth business for Finastra, and the GS P&L is expected to be a positive EBITDA contributor to the overall business in line with the Finastra Global Services Charter.
The GS Services Senior Sales Executive is a new role coming from the corporate decision by Finastra to build a GS Sales capability to compliment the software sales team. The GS sales team will focus on three core objectives:
To drive the upgrade of our customer base to the Finastra GPP SP platform or Finastra PAS , thus enabling them to benefit from our full solution and platform capabilities.
To partner with software sales and the partner ecosystem on our key transformation deals to drive time to value for our customers and showcase Finastra as the leading financial software company in our chosen markets.
To help define and sell GS led propositions and go-to-market strategies to drive incremental revenue growth and customer satisfaction
To lead Transaction Banking Product implementation Services sales opportunities within Finastra customers
By successfully executing on these key focus areas the team will be critical to delivering the transition for both Finastra and our client base into a platform and services focused engagement.
The role is commissionable, with a direct GS sales quota and will be part of a team working across region to achieve the objectives above and create growth and delta in our PS business.
Global Services Senior Sales Executive will focus on a particularly business line and region.
This role will focus on the breadth of Finastra’s banking business covering Transaction Banking (payments, trade, and cash management),.
The expected geographic focus for this role will be aligned with Finastra’s Americas territory.
The executive in this role will drive engagement with clients and work closely with the licence sales team and broader organisation to engage customers around the three core focuses identified above.
The Services Sales Lead will also collaborate closely with the PS Practices to construct high value customer and market propositions that can be delivered to meet and exceed customer expectations. In addition they will align with the Regional Managing Director and Regional (Software) Sales Managers to ensure alignment in approach to driving services deals within complex transformation opportunities, as well as campaigns and activities into the Finastra customer base.
Decision Making & Authority
The Services Sales Executive is allowed a significant degree of autonomy in which accounts to target, in supporting the development and shaping the GS propositions and in where to focus GTM and pipeline activites. That strategy and execution plan will be agreed in concert with the Regional GS Sales Director, the business line RSM and the Global Head of Services Sales. It is expected that these decisions manage the business within the boundaries set out in the financial and operating plans, are consistent with the goals of the GS and Software sales functions and are always taken within the guidelines of customer first and the operating framework of Finastra.
The GS Sales Lead is expected to build and manage both formal and informal relationships within Finastra, and externally to customers and partners. Being a member of the Global Services Team is as crucial as being a member of the wider Finastra Regional Leadership Team.
Key relationships include the Regional GS Sales Director, the Head of Global Transaction Banking Services sales, the Regional Sales Manager, the LOB and Program Managers and the Regional Global Services Implementation Manager.
Finastra is a dynamic and agile company, so being able to maintain a wide spear of relationships across the pillars of the business and into executive management is crucial for team and individual success.
Holding senior and project level relationships across Finastra’s customer base is an essential element for success. Formal relationships should be identified through the Account Planning and Opportunity Management Processes, and through engagement onto Steering Committees. Informal relationships should be held on a wider basis.
Your tasks will include, but are not limited to, the following:
Driving and engaging with clients in concert with SW sales to migrate customers to Payments and Cash Management latest versions. Accountability on all Payments and Cash Management services associated opportunities.
Engage and own the transformational approach on core deals, partnering with SW sales, in generating and building solution sales opportunities.
Build fundamental account plans, operational strategy and drive activity, by default this should be in revegy within SFDC.
Identify repeatable service solution areas, build pipeline and run sales campaigns.
Generate leads through cold-calling, networking and various other prospecting techniques.
Leverage Finastra telesales for programmatic lead generation.
Determine qualified leads through evaluation of prospect requirements and development of a concise understanding of prospects’ decision-making processes and criteria.
Development of relationships with decision-influencing, senior executives within prospect organizations.
Move opportunities along the sales process, applying diligence to value creation and close plans.
Manage the forecasting process related to deals and resources needed to close and win new business.
The highest level of expertise demonstrating the strongest of skills acquired through advanced training and study, typically 10+ years of appropriate experience.
Successful completion of a Master’s Degree or relevant Business/Banking qualifications/experience will be a benefit.
Bachelor level degree or equivalent is essential for the role.
Understating of Corporate banking market and trends and being able to understand Finastra solution set positioning and capabilities.
Proven experience in setting up and closing complex services deals. Comfortable with the full range of selling, managing and delivering under pressure.
Strong communication skills and customer facing experience at all levels including the C-level.
A deep understanding of the business drivers affecting the target customer base.
Broad-based knowledge with Complex Software programs Implementation.
Familiarity of software agile methodology and concept.
The above statements describe the general nature and level of work being performed by people assigned to this job. They are not intended to be an exhaustive list of all responsibilities, duties, and skills required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. If you need assistance or an accommodation due to disability please contact us at 800-274-7280.
The Future is Collaborative . The Future is Open. The Future is Now.
Finastra unlocks the potential of people and businesses in finance, creating a platform for open innovation. Formed in 2017 by the combination of Misys and D+H, we provide the broadest portfolio of financial services software in the world today—spanning retail banking, transaction banking, lending, and treasury and capital markets. Our solutions enable customers to deploy mission critical technology on premises or in the cloud. Our scale and geographical reach means that we can serve customers effectively, regardless of their size or geographic location—from global financial institutions, to community banks and credit unions. Through our open, secure and reliable solutions, customers are empowered to accelerate growth, optimize cost, mitigate risk and continually evolve to meet the changing needs of their customers. 48 of the world’s top 50 banks use Finastra technology.
Finastra is an Equal Opportunity Employer in the United States. Qualified applicants will be considered for employment without regard to race, color, religion, sex, national origin, age, handicap or disability (physical or mental), Vietnam-era or disabled veteran status, and other factors protected by state and local laws. For more information please read Finastra's EEO Policy Statement at http://www.dh.com/sites/default/files/eeo-policy-statement.pdf .