FS Sales Lead – Account Growth (Insurance)

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Account Growth: Client Services

  • Go-to-client leader for developing key account and customer relationship strategies, identifying specific pursuit opportunities to build and expand Orion’s Financial Services footprint.
  • FS Client Partner will manage approximately a cluster (2-5) key customers within the region
  • Covering Orion’s Existing Clients and grow the firm’s business with these clients through consultative selling & adoption of the Domain Led - Digital Transformation & Digital Product Development Solutions & Services.
  • This leader will be directly interacting with senior client executives (CXO’s and 2-3 levels down) to understand:
  • 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 & lead
  • Account planning, GTM within account cluster
  • Account penetration strategies
  • Land and expand,
  • New Business Unit/LOB expansion,
  • Geo/regional expansion
  • Respond to and deliver on client requests, Respond to RFI’s/RFP’s, Technology & services needs.
  • Proactively identify opportunities, digital transformation initiatives that align to Orion’s interest and capability areas
  • Make solution proposals, pricing models, presentations to client(s) in line with account & client strategy
  • Own the entire account operations process:
  • Account Budgeting/Targets,
  • Weekly / Monthly / Quarterly forecasting,
  • MSA/contracts
  • SOW(s), Invoices
  • Engage with Delivery & Operations teams to manage project / program level margins (Cost’s)

Domain, Thought Leader & Consulting

  • The role also requires being a strategic advisor, provide management consulting becoming a coach / guide to key Stakeholder’s to drive Digital Transformation initiatives.
  • You will need to be a Thought Leader in the Financial Services space with good understanding of
  • macro & micro trends,
  • regulatory impacts,
  • geo (US, EU, LATAM),
  • impact of various technologies & methodologies (Digital Experience, Cloud, DevSecOps, Data, Agile, Automation, AI/ML, IOT) and key enablers of Digital Transformation & Global Delivery
  • This leader will need to be well versed in any one or more of the below industry segments/domains with deep understanding of business processes, products/ platforms, and digital transformation in that particular segment:
  • Banking (Universal Banks, Super Regional and Regional Banks),
  • Cards & Payments and Fintech companies
  • Investment Management, Wealth Management & Asset Management, WealthTech
  • Financial Services Marketplace (Clearing Settlements, Credit Risk Agencies, Regulatory Institutions, Market Data, Clearing House), RegTech
  • Insurance (P&C) & InsurTech
  • This leader will need to contribute to Digital marketing efforts to expand mindshare for Orion’s Domain Led Digital Transformation solutions offerings / assets through
  • Digital Collateral (Blogs, Case Studies)
  • Industry Webinars, Podcasts
  • Account /Segment Campaigns,
  • Analyst Briefings, Seminar presentations, roadshows etc.

Qualifications:

  • Requires solid understanding of FS Domains – (Note: We are not looking for generalist sales but solution & consultative sales).
  • Requires ability to construct project bids, multi-year digital transformation deals, Digital POD’s with solid understanding of Design & Tech, co-development, co-innovation, co-sourcing models
  • 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
  • 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 Platforms: Fiserv, FIS, Hogan, Temenos, SAP, Oracle
  • Retail Banking platforms: Fiserv, FIS, ACI and new Fintech platforms (D3, Back base)
  • Digital banking, Commercial banking: Fiserv, FIS, ACI, Bottomline, Finastra
  • Wealth / Investment Banking / Capital Markets: Calypso, Murex, Sungard, Temenos, Fiserv, FIS, Wall street systems
  • Risk & Regulatory Compliance: Actimize, BAE Detica, RSA, SAS
  • Cards & Payments: TSYS, First data, Worldpay
  • Insurance Platforms: Guidewire, DuckCreek

The ideal candidate is a leader who has

  • Demonstrated success in leading engagements of all sizes from inception through completion in a fast-paced entrepreneurial environment
  • Is articulate and readily adapt his/her style and message appropriately to their audience
  • Understands how to navigate complex client environments and situations. Is Skilled at defining, communicating, clarifying and driving change and action
  • Is a thought leader, adept at leading digital transformation journey
  • Can lead and engage with teams with diverse backgrounds and inspire performing teams
  • Works with cross functional peers accountable for success in delivering outcomes and high[1]quality customer experience
  • Balance the focus on growth and revenue generation with clear ability meet account level targets & profitability goals

 

 


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