Director - Business Development

Director - Business Development

The Director/Manager –Business Development position is a key senior sales role within the sales team for North America, responsible for executing regional sales and business development strategies.

The candidate should ideally be experienced in selling core banking ,payments, cash management, treasury and retail banking/lending platforms and custom solutions to Tier 1, Tier 2 (regional) and Tier 3 ( large community  banks) in the US with a successful track record.

The candidate would be primarily playing a hunter role , responsible for bringing in new clients into IT software services/consulting , expanding business development activities selling entire portfolio of Intellect Suite of Products and IT services for financial firms engaged in commercial/retail banking , investment banking, brokerage, asset management ,lending and payments processing activities.

The position’s primary responsibility is to achieve Intellect order book targets for services and products sold in the sales regions identified above. The candidate will develop revenue-producing 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 onsite and offshore.

Responsibilities

• Achieve monthly, quarterly and annual sales targets established by the Head- New Business Development; and execute business development, offering positioning and sales strategies as a member of the NBD sales team for North America.
• Achieve lead generation, prospecting and other sales management goals designed to build an optimal sales pipeline.
• Personally develop strong, long-term relationships and referrals with senior management at leading global banks, commercial and retail banks, regional banks, lending institutions, payment processors , investment banks, asset managers etc.
• Manage the end-to-end sales process for all opportunities including initial client communication, on-site presentations, RFI response, multi-day client workshops, RFP submission, negotiation and deal signing. The candidate is the focal point for all communication and sales activities with prospects and customers.
• Work in close collaboration with  presales team & delivery teams to ensure that proposed offerings and services fully meet customers’ business and technology needs. 
• Provide leadership to customers during initial phases of an engagement. Follow up and ensure total client satisfaction through the life cycle of the relationship.
• Identify and develop potential alliance partnerships and seek out new market and product growth areas.
• Support the team’s market research and competitive positioning analysis in partnership with regional presales, marketing and product development staff. Also contribute to the continued enhancement of software product development and product management.
• Adhere to all IT software services/consulting Sales, Human Resource, and corporate ethical policies, standards and guidelines.

Skill and Experience Requirements

• Strong hunter profile with a proven track record of success in selling financial technology services and/or products, including consistent over-achievement of client acquisition and sales revenue targets.
• At least 7 years of experience in selling financial services IT within the region and at least 10 years overall experience as a financial technology salesperson preferably working in a leading IT services & products firm with prior experience of working with offshore teams.

• Experienced in selling payments, cash management, treasury and retail core banking/lending platforms and custom solutions to Tier 1, Tier 2 (regional) and Tier 3 ( large community  banks) in the US with a successful track record.
• Should either have sold financial services technology or have worked in North American banks in the capacity of Treasury Management or Payments Product Manager, Commercial/Small Business Banking Sales , Treasury Management Sales, Treasury Management Operations etc

• Strong local contact base and access to alumni, banking peers, local associations, industry associations within the region.
• Strong understanding of banking operations and business processes; the candidate should demonstrate a good understanding of how financial firms use information technology to achieve business goals and meet regulatory and risk management requirements.  .
• Experience with vendor selection processes including RFI and RFP issuance and response management;
• Experience of working on opportunities run by TPAs such as TPI, Equaterra, Deloitte etc
• 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 that are typically six months to one year in duration.
• Demonstrated ability ( document deals) to manage often complex negotiations with senior-level business and technology executives at leading financial firms.
• Prior experience in relationship building with industry executives at trade shows, conferences, industry events and professional association meetings.
• To succeed in this position, you must be self-motivated, ambitious, focused, detail-oriented, organized, able to multi-task and have the ability to work with offshore pre-sales and solutioning counterparts to develop opportunities.
• Thorough command of English, both written and spoken.

Travel Requirements

• The candidate is expected to travel regularly to regional prospect and customer locations to support lead generation, sales presentations, contract negotiations, software implementation, and ongoing relationship building.