FS Sales Lead - Business Development - US

Director

|

Hybrid

Meytier Premier Employer

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Key Responsibilities:

  • 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
  • Banking & Financial Services: Retail, Commercial, Cards & Payments, Wealth Management, Investment Banking, Capital Markets, Asset Management
  • Requires solid understanding of digital solutions areas and use-case based consulting/selling in select domains –
  • e.g. Front-Office, Middle-Office, Back-Office,
  • Marketing, Sales & Services, Customer Onboarding,
  • Payments, Lending, Retail /Digital Banking, Commercial Banking
  • 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 Fin Svcs products/platforms either as Services/System Integrator or from one of management consulting / professional services firms (Accenture, Deloitte, Slalom 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
  • 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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