What are the responsibilities and job description for the Sales & Account Management Executive position at Finastra?
What will you contribute?
The Sales & Account Management Executive will develop and execute account strategies to drive client retention and growth within a defined portfolio of accounts and/or territory. As the strategic point of contact in selling Finastra solutions, it will require coordinating the involvement of internal stakeholders, including senior management, to meet account performance objectives and client expectations. This client-facing role will establish trusted, professional relationships with key leaders in the assigned accounts to build a deep understanding of the client’s business, the organization, strategic initiatives, operating environment, and key 3rd party influencers engaged with the client.
Responsibilities & Deliverables:
- Establish and maintain a deep understanding of the client operating environment, their business objectives, strategic initiatives, key stakeholders, and influencers in the relevant business domains.
- Identify new sales opportunities and build a pipeline for Finastra products and services, engaging and supporting internal stakeholders such as Solution Consultants and/or Sales Executives to advance the sales pursuit to close.
- Act as a point of escalation for client resolution on issues. Ensure client challenges are resolved in a timely and professional manner and comply with agreed-upon Service Level Agreements.
- Establish regular business update meetings with appropriate client personnel to provide visibility to Finastra products and solutions and align with client initiatives.
- Ensure and maintain sales forecasting data in the sales reporting system to allow for opportunity management and reporting.
- Close business to meet forecast commitments and sales quotas.
- Maintain well-documented knowledge about clients’ businesses via Account Plans and in the sales tracking system.
- Provide monthly sales status updates.
- Stay abreast of current industry trends, competitors, and current/new company products and services.
- Focus on cross-selling and upselling Finastra’s products and services to a defined list of clients to expand Finastra’s business.
- Develop and implement strategies to identify and pursue opportunities for growth within existing accounts.
Required Experience:
- 5 years of sales & account management experience
- Ability to build credible and influential client relationships.
- Demonstrates product and industry knowledge, including market trends and competitive intelligence.
- Ability to conceptualize and build value propositions that deliver a compelling message to clients.
- Ability to build and manage a sales pipeline and achieve/exceed quota.
- Strong written, verbal, and presentation skills with proven ability to effectively engage with and present to senior-level executives.
- Ability to collaborate with internal stakeholders in the pursuit of sales and account engagement objectives.
- Client-focused, self-directed, and motivated.
- Ability to navigate within Financial Institutions, understand current and future business requirements, and translate them into an understanding of customer needs and sales opportunities.
- Strong analytical and issue resolution skills.
