Sales Lead – BFS

Mid / Senior

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As a Sales Lead / Director you will be responsible for

Account Growth: Client Services
  • Covering Orion’s Existing Clients and grow the firm’s business with these clients through consultative selling & adoption of the Digital Solutions & Services.
  • You will be directly interacting with senior client executives to understand their strategic business goals, business / technology / operations priorities and help them design solutions, services to meet these goals by leveraging Orion’s capabilities & competency areas.
  • Develop, own & manage account plan, sales strategies, respond to and deliver on client requests; respond to RFI’s/RFP’s, technology & services’ needs. Proactively identify opportunities, make solution proposals, presentations to client in line with account & client strategy.
  • Own the entire account operations process - budgeting, forecasting, MSA/contracts/SOW, invoices
  • Oversee the delivery of Orion’s commitments to clients by working closely with various service delivery teams, practices, architecture, engineering, UX, and information security.

Named Accounts / Sales – New Customer Acquisition

  • As Sales lead your role will be to purse GTM strategy for Named Accounts from pursuit to closure
  • Leading sales and market development efforts including segmentation, demand generation, and sales progression
  • Developing, leading marketing campaigns designed to generate leads and new qualified opportunities within customer segments/micro verticals and named account list
  • Pipeline management - maintaining accuracy of sales management system to document the status of campaigns, leads, and opportunities
  • Mapping of client/prospect business, technology, operations needs to Orion’s capability areas. Shaping digital solutions and services that address specific problem areas, challenges & pain areas.
  • Engaging with internal teams in constructing the solution scope, presenting those solution proposals to client / prospect and consulting with client/prospect in explaining benefits, execution methodologies associated with the solution scope
  • Leading estimations / costs related to the solution scope during the opportunity bid process
The role also requires being a strategic advisor, provide management consulting becoming a coach / guide to stakeholder in the process.
  • You will need to be a Thought Leader in the Financial Services space with good understanding of macro & micro trends, impact of various technologies and key enablers of Digital Transformation.
  • Strategic alliances & partnerships. This role may require teaming up with strategic partners or alliances for purposes of a sale to provide advisory/consulting/solution design and execution – e.g. partnership with Fintech/Insurtech provider or Salesforce or Appian.
  • You will need to contribute to Digital marketing to develop mindshare for Orion’s Digital Transformation solutions offerings / assets through Webinars, Campaigns, Seminar presentations, road-shows etc.
  • You will be required to continuously lead and manage C-Suite relationships, steering committee for engagements, grow & nurture the relationships opened through new client acquisition process.

Qualifications:

  • Requires solid understanding of FS Domains – (We are not looking for generalist sales). Requires high degree of domain led consultative selling
  • Requires significant interaction with business, technical, operations stakeholders. Communication will be a key
  • Requires good understanding and prior experience of selling & managing Tier 1 /2 Financial Services relationships
    • Banking & Financial Services: Retail, Commercial, Cards & Payments, Wealth Management, Investment Banking, Capital Markets, Asset Management
  • Required solid understand of digital solutions areas and use-case based consulting/selling in select domains – Front-Office, Middle-Office, Back-Office, Marketing, Sales & Services, Customer Onboarding, Risk, Regulatory & Compliance
  • Requires good understanding of Digital Transformation, relevant technologies, industry leaders in Sales & Services (e.g. CRM), Digital Experience Platforms, Cloud, Infrastructure Services, API Management, DevOps, Data/Analytics, Omni Channel Solutions, RPA/Automation, Customer Experience, UX, Managed Services, Application Services
  • Should have either worked or sold as a Platform/System Integrator or from one of management consulting / professional services firms (Accenture, Deloitte, etc.)
    • Core Banking: Fiserv, FIS, Hogan, Temenos, SAP, Oracle
    • Retail Banking platforms: Fiserv, FIS, ACI and new Fintech platforms (D3, Backbase)
    • Commercial banking: Fiserv, ACI, Bottomline, Finastra
    • Wealth / Investment Banking / Capital Markets: Calypso, Murex, Sungard, Temenos, Fiserv, FIS, Wall street systems
    • Risk & Regulatory Compliance: Actimize, BAE Detica, LexissNexis, RSA, SAS
    • Cards & Payments: TSYS, Firstdata, Worldpay


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