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As Sales leader your role will be to purse end to end GTM strategy from pursuit to closure
Net New (Targeted list in the region/market aligned to Industry segment and Orion’s strategic growth objectives for FS vertical)
Named Accounts (Targeted list or accounts in particular industry segment of focus)
Prior MSA (Orion could have prior relationship) but no existing book of business
Leading sales and business development efforts including segmentation, demand generation, and sales progression
Developing, leading marketing campaigns designed to generate leads and new qualifies 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 qualified opportunities
Mapping of client/prospect business, their technology & operations needs to Orion’s capability areas.
A solid understanding of prospect’s IT spends aligned to business/technology priorities,
Competitor landscape and key winning propositions
Shaping Orion’s digital mindshare with prospect, messaging Domain led Digital solutions and services capabilities that address specific problem areas, challenges & pain areas.
Engaging with internal teams in constructing the solution scope, pricing estimates, presenting those solution proposals to client / prospect and consulting with client/prospect in explaining benefits, execution methodologies associated with the solution scope
Leading consulting/discovery/solution design/estimations/costs during the opportunity bid process
Own the entire prospect to opportunity closure operations process –
Business Development, Hunting Targets
Monthly / Quarterly forecasting,
Opportunity / Pipeline management process (P0 to P5)
NDA/MSA/contracts
SOW(s), Invoices
As a business development leader, he/she will be responsible for developing alliances & partnerships that may be required for teaming up for purposes of a sale / initiative to provide or augment) Orion’s capabilities in
Advisory/consulting
Solution design
Execution capabilities
e.g. partnership with Fintech/Insurtech provider or Platform provider (like Salesforce) or a consulting company
Account Growth: Client Services for these newly acquired logo’s (first 18 -24 months)
You will also be the key Go-to-client leader for developing further key account and customer relationship strategies, pertaining to newly acquired logos, identifying specific pursuit opportunities to build and expand Orion’s Financial Services footprint.
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 newly formed account/cluster
Account expansion & penetration strategies
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/amendments
SOW(s), Invoices
Engage with Delivery & Operations teams to manage project / program level margins (Cost’s)
Oversee the delivery of Orion’s commitments to clients by working closely with various service delivery teams, COI’s – Experience Design, Engineering, Data & Analytics, Managed Services, Cloud & Infrastructure, QA, etc.
Customer Success: This leader will be required to develop trust-based relationships, manage steering committee for engagements, overall account governance & customer satisfaction
Qualifications:
Requires solid understanding of Financial Services Domains – (Note: We are not looking for generalist sales but solution & consultative sales with focus on hunting and biz dev).
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 to Tier 1 /2 Financial Services relationships
Should have either worked or sold Fin Svcs products/platforms either as Services/System Integrator or from one of management consulting / professional services firms (Accenture, Deloitte, Slalom etc.)
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
Cards & Payments: TSYS, First data, Worldpay
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 a Sales Athlete, passionate about business development, opening new markets
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 highquality customer experience
Balance focus on hyper-growth and revenue generation with clear ability to meet BD targets & profitability goals
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(Targeted list in the region/market aligned to Industry segment and Orion’s strategic growth objectives for FS vertical)</li><li class=\"ql-align-justify ql-indent-1\">Named Accounts (Targeted list or accounts in particular industry segment of focus)</li><li class=\"ql-align-justify ql-indent-1\">Prior MSA (Orion could have prior relationship) but no existing book of business</li><li class=\"ql-align-justify\">Leading sales and business development efforts including segmentation, demand generation, and sales progression</li><li class=\"ql-align-justify\">Developing, leading marketing campaigns designed to generate leads and new qualifies opportunities within customer segments/micro verticals and named account list</li><li class=\"ql-align-justify\">Pipeline management - maintaining accuracy of sales management system to document the status of campaigns, leads, and qualified opportunities</li><li class=\"ql-align-justify\">Mapping of client/prospect business, their technology & operations needs to Orion’s capability areas.</li><li class=\"ql-align-justify ql-indent-1\">A solid understanding of prospect’s IT spends aligned to business/technology priorities,</li><li class=\"ql-align-justify ql-indent-1\">Competitor landscape and key winning propositions</li><li class=\"ql-align-justify ql-indent-1\">Shaping Orion’s digital mindshare with prospect, messaging Domain led Digital solutions and services capabilities that address specific problem areas, challenges & pain areas.</li><li class=\"ql-align-justify\">Engaging with internal teams in constructing the solution scope, pricing estimates, presenting those solution proposals to client / prospect and consulting with client/prospect in explaining benefits, execution methodologies associated with the solution scope</li><li class=\"ql-align-justify\">Leading consulting/discovery/solution design/estimations/costs during the opportunity bid process</li><li class=\"ql-align-justify\">Own the entire prospect to opportunity closure operations process –</li><li class=\"ql-align-justify ql-indent-1\">Business Development, Hunting Targets</li><li class=\"ql-align-justify ql-indent-1\">Monthly / Quarterly forecasting,</li><li class=\"ql-align-justify ql-indent-1\">Opportunity / Pipeline management process (P0 to P5)</li><li class=\"ql-align-justify ql-indent-1\">NDA/MSA/contracts</li><li class=\"ql-align-justify ql-indent-1\">SOW(s), Invoices</li><li class=\"ql-align-justify\">As a business development leader, he/she will be responsible for developing alliances & partnerships that may be required for teaming up for purposes of a sale / initiative to provide or augment) Orion’s capabilities in</li><li class=\"ql-align-justify ql-indent-1\">Advisory/consulting</li><li class=\"ql-align-justify ql-indent-1\">Solution design</li><li class=\"ql-align-justify ql-indent-1\">Execution capabilities</li><li class=\"ql-align-justify ql-indent-1\">e.g. partnership with Fintech/Insurtech provider or Platform provider (like Salesforce) or a consulting company</li></ul><p class=\"ql-align-justify\"><strong>Account Growth: Client Services for these newly acquired logo’s (first 18 -24 months)</strong></p><ul><li class=\"ql-align-justify\">You will also be the key Go-to-client leader for developing further key account and customer relationship strategies, pertaining to newly acquired logos, identifying specific pursuit opportunities to build and expand Orion’s Financial Services footprint.</li><li class=\"ql-align-justify\">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.</li><li class=\"ql-align-justify\">This leader will be directly interacting with senior client executives (CXO’s and 2-3 levels down) to understand:</li><li class=\"ql-align-justify ql-indent-1\">Strategic business goals, Business / Technology / Operations priorities and help them design solutions, services to meet these goals by leveraging Orion’s capabilities & competency areas.</li><li class=\"ql-align-justify\">Develop, own & lead</li><li class=\"ql-align-justify ql-indent-1\">Account planning, GTM within newly formed account/cluster</li><li class=\"ql-align-justify ql-indent-1\">Account expansion & penetration strategies</li><li class=\"ql-align-justify ql-indent-1\">New Business Unit/LOB expansion,</li><li class=\"ql-align-justify ql-indent-1\">Geo/regional expansion</li><li class=\"ql-align-justify ql-indent-1\">Respond to and deliver on client requests, Respond to RFI’s/RFP’s, Technology & services needs.</li><li class=\"ql-align-justify ql-indent-1\">Proactively identify opportunities, digital transformation initiatives that align to Orion’s interest and capability areas</li><li class=\"ql-align-justify ql-indent-1\">Make solution proposals, pricing models, presentations to client(s) in line with account & client strategy</li><li class=\"ql-align-justify\">Own the entire account operations process –</li><li class=\"ql-align-justify ql-indent-1\">Account Budgeting/Targets,</li><li class=\"ql-align-justify ql-indent-1\">Weekly / Monthly / Quarterly forecasting,</li><li class=\"ql-align-justify ql-indent-1\">MSA/contracts/amendments</li><li class=\"ql-align-justify ql-indent-1\">SOW(s), Invoices</li><li class=\"ql-align-justify ql-indent-1\">Engage with Delivery & Operations teams to manage project / program level margins (Cost’s)</li><li class=\"ql-align-justify\">Oversee the delivery of Orion’s commitments to clients by working closely with various service delivery teams, COI’s – Experience Design, Engineering, Data & Analytics, Managed Services, Cloud & Infrastructure, QA, etc.</li><li class=\"ql-align-justify\">Customer Success: This leader will be required to develop trust-based relationships, manage steering committee for engagements, overall account governance & customer satisfaction</li></ul><p class=\"ql-align-justify\"><strong>Qualifications:</strong></p><ul><li class=\"ql-align-justify\">Requires solid understanding of Financial Services Domains – (Note: We are not looking for generalist sales but solution & consultative sales with focus on hunting and biz dev).</li><li class=\"ql-align-justify\">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</li><li class=\"ql-align-justify\">Requires significant interaction with business, technical, operations stakeholders</li><li class=\"ql-align-justify\">Communication will be a key</li><li class=\"ql-align-justify\">Requires good understanding and prior experience of selling to Tier 1 /2 Financial Services relationships</li><li class=\"ql-align-justify ql-indent-1\">Banking & Financial Services: Retail, Commercial, Cards & Payments, Wealth Management, Investment Banking, Capital Markets, Asset Management</li><li class=\"ql-align-justify\">Requires solid understanding of digital solutions areas and use-case based consulting/selling in select domains –</li><li class=\"ql-align-justify ql-indent-1\">e.g. Front-Office, Middle-Office, Back-Office,</li><li class=\"ql-align-justify ql-indent-1\">Marketing, Sales & Services, Customer Onboarding,</li><li class=\"ql-align-justify ql-indent-1\">Payments, Lending, Retail /Digital Banking, Commercial Banking</li><li class=\"ql-align-justify\">Requires good understanding of Digital Transformation, relevant technologies, industry leaders in</li><li class=\"ql-align-justify\">Sales & Services (e.g. CRM), Digital Experience Platforms, Cloud, Infrastructure Services, API</li><li class=\"ql-align-justify\">Management, DevOps, Data/Analytics, Omni Channel Solutions, RPA/Automation, Customer</li><li class=\"ql-align-justify\">Experience, UX, Managed Services, Application Services</li><li class=\"ql-align-justify\">Should have either worked or sold Fin Svcs products/platforms either as Services/System Integrator or from one of management consulting / professional services firms (Accenture, Deloitte, Slalom etc.)</li><li class=\"ql-align-justify ql-indent-1\">Core Banking Platforms: Fiserv, FIS, Hogan, Temenos, SAP, Oracle</li><li class=\"ql-align-justify ql-indent-1\">Retail Banking platforms: Fiserv, FIS, ACI and new Fintech platforms (D3, Back base)</li><li class=\"ql-align-justify ql-indent-1\">Digital banking, Commercial banking: Fiserv, FIS, ACI, Bottomline, Finastra</li><li class=\"ql-align-justify ql-indent-1\">Wealth / Investment Banking / Capital Markets: Calypso, Murex, Sungard, Temenos, Fiserv, FIS, Wall street systems</li><li class=\"ql-align-justify ql-indent-1\">Cards & Payments: TSYS, First data, Worldpay</li></ul><p class=\"ql-align-justify\"><strong>The ideal candidate is a leader who has:</strong></p><ul><li class=\"ql-align-justify\">Demonstrated success in leading engagements of all sizes from inception through completion in a fast-paced entrepreneurial environment</li><li class=\"ql-align-justify\">Is a Sales Athlete, passionate about business development, opening new markets</li><li class=\"ql-align-justify\">Is articulate and readily adapt his/her style and message appropriately to their audience</li><li class=\"ql-align-justify\">Understands how to navigate complex client environments and situations. Is Skilled at defining, communicating, clarifying and driving change and action</li><li class=\"ql-align-justify\">Is a thought leader, adept at leading digital transformation journey</li><li class=\"ql-align-justify\">Can lead and engage with teams with diverse backgrounds and inspire performing teams</li><li class=\"ql-align-justify\">Works with cross functional peers accountable for success in delivering outcomes and high\u0002quality customer experience</li><li class=\"ql-align-justify\">Balance focus on hyper-growth and revenue generation with clear ability to meet BD targets & profitability goals</li></ul><p class=\"ql-align-justify\"><br></p>","isHybridJob":true,"isRemoteJob":false,"exclusiveJob":false,"jobCatagories":[],"maxExperience":"15","minExperience":"12","isOnPremiseJob":false,"onBehalfOfName":"Orion Innovation","otherlocations":[],"experienceLevel":"Director","numberOfOpenings":"1","maxSeniorityLevel":8,"minSeniorityLevel":6,"otherJobReference":null,"sharpenedJobTitle":"Financial Services Sales Lead - Business Development - US","job_category_group":3,"growthOppurtunities":[],"portalLocationDisplay":"New York","expertise_coreskill_or_product":["Other"],"job_id":"2581"}
