Regional Sales Director - ASEAN

Overview

The Regional Sales Director will be responsible for leading a team of Sales Executives and/or Account Executives to achieve or exceed sales quota. This includes developing new business as well as maintaining existing client relationships across all the Finastra product lines.

Responsibilities & Deliverables:

• Direct team to create and manage a strategic territory plan that includes activities for quota attainment.
• Ensure team manages territory to maximize sales resources and revenue opportunities and to minimize travel and selling-related expenses.
• Understand market drivers and collaborate with both the client and internal stakeholders to overcome potential impediments.
• Direct team to analyse financial position and challenges of prospects to determine sales approach.
• Ensures team uses consultative sales approach to develop account plans and identify specific needs for each prospect.
• Responsible for the management and submission of accurate data and reporting including territory analysis, pipeline, sales forecasts, budgets, sales system reporting, etc.
• Ensure team maintains appropriate sales development activity to ensure healthy pipeline management.
• Develop and maintain relationships with industry/professional individuals and organizations.
• Stay abreast of current industry trends, competitors, and current/new company products and services.
• Manage the development of team to ensure successful selling and territory management techniques, including territory management, needs analysis, financial analysis of prospect, travel schedules, and expense reporting.
• Interview, hire, and create on-boarding plans for new or transferred employees.
• Provide mentoring, coaching, and educational activities to support employee development that aligns with organizational goals and objectives.
• Create performance goals and objectives; track and communicate progress. Prepare and conduct regular performance evaluations and corrective action plans.
• Conduct regular staff meetings to maintain open communication and share information.
• Encourage others to seek opportunities for different and innovative approaches to addressing problems and opportunities; facilitate the implementation and acceptance of change.
• Other duties as assigned

• 15+ years successful sales experience representing enterprise software, SaaS or FinTech solutions.
• Familiar with Banking Industry in general and in one of the following areas specifically: Core banking, lending, payments, trade finance or risk management.
• 5+ years sales management experience in managing and achieving aggressive sales targets.
• Leading and inspiring a team of 5+ senior sales executives in a fast paced, complex environment
• Strong experience in solution positioning and consultative value selling to C Level executives .
• Strong personal network to C Level executives (Financial Services Industry is a plus)
• Familiar with at least 2 different sales methodologies and concepts (i.e. Solution Selling, Value Selling, Challenger Sale or similar)
• Proven track record of achieving and over-achieving compelling qualitative and quantitative business goals constantly and regularly

• Strong leadership skills and ability to successfully lead and inspire others to close and grow business in a territory.
• Ability to acquire in-depth knowledge of a client's business challenges very fast and translate business challenges into differentiators to position solutions to address those needs.
• Demonstrates deep product and industry knowledge including market trends and competitive intelligence.
• Exceptional written, verbal, and interpersonal communication skills with C Level Executives.
• Superior presentation skills.
• Ability to architect, present compellingly and negotiate complex deals.
• Proven ability to articulate value proposition and ROI.
• Proven ability to manage complex sales with multiple decision makers.
• Proven ability to manage internal resources in a matrixed company environment.
• Proficient with Microsoft Office, Salesforce (or similar CRM).
• Proven record of building and managing a sales pipeline and achieving/exceeding quota.
• Responsive, reliable and results driven.

• Master's degree or equivalent experience.

• Ability to receive, express, or exchange detailed information through oral and written communication.
• Ability to see and operate a computer.
• Ability to stand, walk, reach, stoop, bend, and lift and carry up to 25 lbs. of weight (laptop, projector, suitcase, etc.).

• Work is performed in a general office environment
• Home office work can be required
• Extensive travel is required.

• Direct team to create and manage a strategic territory plan that includes activities for quota attainment.
• Ensure team manages territory to maximize sales resources and revenue opportunities and to minimize travel and selling-related expenses.
• Understand market drivers and collaborate with both the client and internal stakeholders to overcome potential impediments.
• Direct team to analyse financial position and challenges of prospects to determine sales approach.
• Ensures team uses consultative sales approach to develop account plans and identify specific needs for each prospect.
• Responsible for the management and submission of accurate data and reporting including territory analysis, pipeline, sales forecasts, budgets, sales system reporting, etc.
• Ensure team maintains appropriate sales development activity to ensure healthy pipeline management.
• Develop and maintain relationships with industry/professional individuals and organizations.
• Stay abreast of current industry trends, competitors, and current/new company products and services.
• Manage the development of team to ensure successful selling and territory management techniques, including territory management, needs analysis, financial analysis of prospect, travel schedules, and expense reporting.
• Interview, hire, and create on-boarding plans for new or transferred employees.
• Provide mentoring, coaching, and educational activities to support employee development that aligns with organizational goals and objectives.
• Create performance goals and objectives; track and communicate progress. Prepare and conduct regular performance evaluations and corrective action plans.
• Conduct regular staff meetings to maintain open communication and share information.
• Encourage others to seek opportunities for different and innovative approaches to addressing problems and opportunities; facilitate the implementation and acceptance of change.
• Other duties as assigned

• 15+ years successful sales experience representing enterprise software, SaaS or FinTech solutions.
• Familiar with Banking industry in general and in one of the following areas specifically: Core banking, lending, payments, trade finance or risk management.
• 5+ years sales management experience in managing and achieving aggressive sales targets.
• Leading and inspiring a team of 5+ senior sales executives in a fast paced, complex environment
• Strong experience in solution positioning and consultative value selling to C Level executives .
• Strong personal network to C Level executives (Financial Services Industry is a plus)
• Familiar with at least 2 different sales methodologies and concepts (i.e. Solution Selling, Value Selling, Challenger Sale or similar)
• Proven track record of achieving and over-achieving compelling qualitative and quantitative business goals constantly and regularly

• Strong leadership skills and ability to successfully lead and inspire others to close and grow business in a territory.
• Ability to acquire in-depth knowledge of a client's business challenges very fast and translate business challenges into differentiators to position solutions to address those needs.
• Demonstrates deep product and industry knowledge including market trends and competitive intelligence.
• Exceptional written, verbal, and interpersonal communication skills with C Level Executives.
• Superior presentation skills.
• Ability to architect, present compellingly and negotiate complex deals.
• Proven ability to articulate value proposition and ROI.
• Proven ability to manage complex sales with multiple decision makers.
• Proven ability to manage internal resources in a matrixed company environment.
• Proficient with Microsoft Office, Salesforce (or similar CRM).
• Proven record of building and managing a sales pipeline and achieving/exceeding quota.
• Responsive, reliable and results driven.

• Master's degree or equivalent experience.

• Ability to receive, express, or exchange detailed information through oral and written communication.
• Ability to see and operate a computer.
• Ability to stand, walk, reach, stoop, bend, and lift and carry up to 25 lbs. of weight (laptop, projector, suitcase, etc.).

• Work is performed in a general office environment
• Home office work can be required
• Extensive travel is required.