It’s #TechTuesday – and Rostie & Associates is cooking with new roles across North America!
Looking to make a career change? Check out some of our #Hot Jobs!
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
Pre-Sales Engineer (Cyber Security)
- JOB ID: 3301
- Toronto, ON
Role Overview:
The Sales Engineer is a customer-focused, highly technical sales professional who provides support and guidance to prospective and current customers, while collaborating with Sales Account Managers and partner organizations to recommend and develop appropriate Security-focused solution offerings. The Sales Engineer (SE) acts in a consultative fashion and is looked to as an expert in the Cyber Security field by the account team, channel partners and customers.
Company Description
Our client is a global company redefining the future of cyber-security. The company’s open and native extended detection and response (XDR) platform helps organizations confronted by today’s most advanced threats gain confidence in the protection and resilience of their operations. Our client’s security experts, along with an extensive partner ecosystem, accelerate technology innovation through machine learning and automation to empower over 40,000 business and government customers.
Job Description
The Sales Engineer is a customer-focused, highly technical sales professional who provides support and guidance to prospective and current customers, while collaborating with Sales Account Managers and partner organizations to recommend and develop appropriate Security-focused solution offerings. The Sales Engineer (SE) acts in a consultative fashion and is looked to as an expert in the Cyber Security field by the account team, channel partners and customers.
What You Will Do:
- Understand the customer’s business requirements and how to map these to a solution that meets both their needs and budget
- Develop and present the benefits of products and services to both technical and non-technical audiences. Understand our clients differentiators. Research the technical requirements of an opportunity to scope and architect a solution that meets the customer’s needs
- Conduct Proof of Concept (POC) engagements on sales opportunities. This includes scoping the appropriate use cases in agreement with customer, installation and configuration of products. Provides POC report/findings once completed
- Collaborate with customer/partner network engineers, architects, operation support staff disciplines to determine the best comprehensive design, while supporting current and long-term needs of the infrastructure and related stakeholders
- Prepare and deliver customer presentations, including demonstration of products in-line with customer requirements and in support of marketing/partner activities
- Act as an interface between the Sales organization and technical staff to resolve outstanding issues, engaging product management/engineering as required
- Work closely with customers to grow and expand the implementation/integration of products
- If you feel you have 75% of the above and are confident you could learn the rest, please consider joining their team.
Day-to-day operations and interactions will involve some the following technology areas:
- Security Operations Center (SOC) Operations – SIEMs (ArcSight / Spunk), SOAR, xDR, Ticketing systems (Remedy), RBAC or similar
- Host-based Forensics and Windows Internals
- Network Forensics – Packet Capture and Analysis
- Cloud Infrastructure and Applications e.g. AWS, Azure, Openstack, Google cloud or similar
- Network Security – Firewalls, IDS / IPS, HTTP/SSL Proxies
Qualifications / Requirements:
- Experience in Cyber Security space and networking technology space
- Ability to collaborate and communicate with technical and non-technical personnel from deep geeks to top execs
- Excellent knowledge and experience with a wide variety of IT technologies and security solutions
- Overnight travel throughout the assigned territory/region is periodically required, very occasional long haul.
Additional Qualifications:
- Ability to independently prioritize and execute project tasks in a methodical and disciplined manner. Set and manage expectations with senior stake-holders and team members.
- Exceptional written and oral communication skills. This role requires an ability to understand and articulate both the business benefits (value proposition) and technical advantages of products and solutions.
- Familiarity with various hacking and exploitation tools and methodologies, common malware families, and Anti-Virus / IDS / IPS evasion techniques
- Knowledge of industry frameworks e.g. MITRE desirable
- CISSP or other security qualifications desired (but not mandatory)
Company Benefits and Perks:
Our client works hard to embrace diversity and inclusion and encourage everyone to bring their authentic selves to work every day. They offer a variety of social programs, flexible work hours and family-friendly benefits to all of their employees.
- Pension and Retirement Plans
- Medical, Dental and Vision Coverage
- Paid Time Off
- Paid Parental Leave
- Support for Community Involvement
Contact: John Anderson – john@rostie.com OR 1-800-647-0780 EXT 11122
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
Contact: Pam Inglis – pinglis@rostie.com OR 1-800-647-0780 EXT 11129