Senior Sales Executive – Front Office Trading Systems
- JOB ID: 3311
- Boston or New York City
As a member of the North American Sales organization and of the Asset Management Business Line, the Senior Sales Executive will be responsible for selling our Client’s complete suite of Commercial Asset Management solutions. This seasoned representative will focus on managing a pipeline, the sales process, and closing of deals. The successful candidate will display a strong understanding of the asset management industry, especially the institutional asset management industry. He/She will be comfortable positioning solutions and products to senior-level executives. In addition to having 8+ years of sales experience preferably in the financial software arena, the ideal candidate will possess excellent verbal, written, interpersonal, and relationship selling skills.
Essential Duties/Responsibilities:
- Generate demand to grow and maximize sales revenue
- Generate prospects and manage a sales pipeline
- Build pipeline across assigned territory through business development and networking initiatives
- Develop and communicate effective business and action plans to address opportunities
- Coordinate and mentor the more junior sales consultants and appropriate support resources to successfully deliver sales solutions to clients
- Effectively position products
- Conduct needs/solutions analysis
- Develop and maintain a database of potential and existing opportunities
- Develop and maintain high-level relationships with key decision-makers
- Identify and understand key decision-makers, users and influencers at assigned customer organizations
- Generate and follow up on proposals/offers to prospects
- Conduct the negotiation
- Finalize the contract until closing of the deal
- Mentor and coach junior sales executives
Competencies:
- Task Management – Organizing and prioritizing tasks. Managing time to maximize personal productivity. Estimating task duration and completing tasks when promised. Multi-tasking.
- Judgment and Decision Making — Considering the relative costs and benefits of potential actions to choose the most appropriate one.
- Critical Thinking — using logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems. Making good decisions and solving problems while under pressure.
- Attitude & Teamwork– Projecting confidence tempered with humility. Must be a team player willing both to steer the team towards success and to fully support the team when others are steering.
- Making Decisions and Solving Problems — Analyzing information and evaluating results to choose the best solution and solve problems.
Requirements:
- Minimum of 8+ years of successful direct selling experience to Asset Management industry
- Strong Asset management financial products industry experience, with the ability to talk on a peer-to-peer level with senior executives and business teams
- Highly energetic, pro-active, and creative
- Ability to close deals
- High performer
- Superior presentation skills, both oral and written
- Available and willing to travel up to 50% of the time
Sales Account Manager – Front Office Trading Systems
- JOB ID: 3312
- Boston or New York City
Our client has 20 years experience, 20 offices, covering 50 countries, more than 700 clients, they are close to 1300 employees providing global humanized technology solutions aimed at the investment management and credit community.
As a member of the North American Sales organization, the Account Manager is a hybrid role focusing on new business while also managing existing relationships. As a true “hunter, you will bring a proven track record of generating new business and expanding market share. You are comfortable positioning commercial asset management solutions and products to senior level executives and driving client retention, satisfaction, and management of commercial opportunities within client base.
This position requires an advanced client service approach, a high level of professionalism, strong analytical and problem solving skills and the ability to influence stakeholders and decision makers both inside the organization and within the assigned book of clients.
This is an excellent opportunity for a strong sales hunter with good command of the asset management, fin-tech space to have long-term, high earning potential through increased market penetration.
Essential Duties/Responsibilities:
- Generate demand to grow and maximize sales revenue
- Build pipeline across assigned territory through cold calling, business development, and networking initiatives
- Develop and execute sales strategy within assigned territory/market segment
- Identify prospects, build pipeline, and conduct effective, consultative meetings with prospects to assess needs/solutions analysis
- Develop and maintain a database of potential and existing opportunities
- Generate and follow up on proposals/offers to prospects
- Manage full sales cycle: Develop, advance, and close sales opportunities and software agreements
- Work in close coordination with executive management and other internal teams (Client Services, Marketing, Pre-Sales)
- Build strong and positive relationships with business owners, C-level executives, project sponsors, stakeholders, influencers, and decision makers to ensure highest level of client satisfaction and “referenceability” within assigned book of clients
- Proactively identify client’s needs and identify additional business/revenue opportunities using a consultative approach.
- Understand key initiatives, both short and long-term, at assigned client organizations and leverage that knowledge into business opportunities.
- Act as primary point of contact and escalation for assigned clients for all operational, commercial, contractual and service related deliverables (excluding day-to-day support).
- Develop and execute on action oriented tactical and strategic account plan for each client assigned.
- Assess customer satisfaction and value proposition achieved within client base on products and services retained by client.
- Actively contribute to knowledge sharing within the organization on client needs, trends and context as well as industry experience in support of the advancement of the entire suite of products and services.
Requirements:
- Bachelor’s Degree ( Finance/Technology Discipline or relevant professional experience).
- 8+ years of experience running the full sales cycle (cold call to close) of a complex solution; selling into traditional investment/asset managers, SaaS sales experience
- Must have exposure and proficient understanding of the asset management market, or a demonstrated ability to sell into this market
- Must possess a Hunter Mentality and exert an abundance of confidence
- A self-starter who is not afraid of taking the initiative and generating their own ideas on how to find and grow new business
- Persistent and motivated to overachieve against target
- Proven record of exceeding revenue targets, including achieving annual multi-million-dollar sales goals
- Demonstrated ability to foster strong relationships with key stakeholders, influencers, and decisions makers up to and including C-level suite
- Ability to analytically assess client satisfaction and value proposition.
- Proven ability to manage multiple priorities and balance client demands while meeting self-imposed deadlines for account management activities.
- Superior verbal and business writing skills.
- Superior presentation skills, both oral and written
- Excellent organizational and time management skills
- Ability to work independently but within a team environment
- Highly energetic, pro-active, and creative
- Ability to close deals.
- Travel is required for this position.
Contact: Pam Inglis – pinglis@rostie.com OR 1-800-647-0780 EXT 11129