Senior Business Development Manager

Role: Senior BDM, Global Consumer Banking

Location: NJ, US

Experience: 15 years (T4/T5)

Role Objective

Create growth and revenue for Core Banking software and service offerings through new client acquisition of Tier 1 and Tier 2 financial institutions in the US market.

Scope Of Role

We are looking for a determined Senior Business Development Manager who can confidently articulate our value proposition to C-level executives in both Technology and Business to expand our Tier 1 and 2 bank footprint across the US. This role is suitable for a candidate who enjoys the opportunity to build a regional footprint from scratch, work autonomously, and work closely together across teams.

The successful candidate will be responsible for the acquisition of new clients. With domain knowledge of retail banking, the candidate will facilitate the end-to-end sales process, from prospecting to deal closure.

This is an active business development role with a primary goal of increasing sales revenue through selling high value software technology solutions to FIs.

Responsibilities

• Build and forecast the pipeline, qualifying the leads generated by yourself, the marketing team and our partner organisations, and managing large contracts to close.
• Responsible for selling Core Banking software products and solutions e.g. lending, mortgages, credit cards, personal credit products etc. to top banks across the US
• Develop, present and execute a Go-to-Market plan and for achieving growth
• Build strategic relationships with prospective clients to identify new initiatives and generate the pipeline for new business
• Lead client engagements and key negotiations from lead generation through to contract signature
• Understand the needs and problems of customers and develop and deliver proposals that consider customer and prospect priorities and critical needs along with our in-house product and development teams
• Provide insight to the business on market trends affecting clients
• Partner with other business teams (e.g. pre-sales, product, professional services, marketing, and other professionals)
• Work with Marketing to establish campaigns to create ‘pull’ in the market with a focus on ROI & optimization from new business
• Deliver on agreed annual revenue/order book/license fee targets as per the company business plan
• Reporting of actual v/s budgeted sales on a regular basis
• Will be required to travel within the US
  
  

Requirements

The following defines the core requirements necessary for the candidate to be considered for the role:

• Strong hunter profile with around 15 years of Sales experience with a broad network within the banking Industry; specifically Tier 1 banks
• Prior experience in sourcing leads, selling technology solutions, developing new logos with a high number of prospects and in large geographic territory
• Excellent understanding of the issues facing retail banks, ranging from technological, regulatory and commercial pressures.
• Proven record of exceeding pipeline and revenue targets, including achieving annual multi-million dollar sales goals
• Experience interfacing with customers and vendors at various levels, especially at the CTO/CIO/ VP/Director level
• Excellent oral and written communication skills and influencing skills
• Robust objection handling and negotiation skills. Ability to handle both with grace and professionalism.
• Prior experience working in a global delivery model
  
  

Desirable

• Strong experience and understanding of cloud infrastructure technology
• Experience being an early-stage employee in a new market
• Understanding of core banking modernization and the challenges of moving from mainframe to cloud