Regional Sales Director - ASEAN

Who are we?

At Finastra, we are a dynamic global provider of open finance software solutions, dedicated to expanding access to financial services. Our innovative applications span Lending, Payments, Treasury and Capital Markets, and Universal Banking. Proudly serving over 8,000 customers, including 45 of the world's top 50 banks, we aim to boost financial inclusion for all. Join us and be part of a vibrant company that embraces diverse perspectives, and is committed to doing well by doing good.

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.

• 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.