The Role
As the Business Development Executive, you will be responsible for generating new leads and maintaining existing client relationships. You will also support strategic sales campaigns with the objective of growing revenue streams. Your role will be introducing and selling IT Services and Support Systems to Tier 1 Banks and Financial Institutions. These support systems will comprise of bespoke Trading and Risk Management Systems. Strong knowledge of the Banking sector is crucial to succeed in this role.

The Candidate
This role is an excellent opportunity for a self motivated, positive individual with a ‘can do’ attitude and is able to keep calm and professional under pressure. The individual must be confident and posses strong entrepreneurial abilities. The ideal candidate must also be decisive and be able to use their initiative to target opportunities that may arise.

This role pays a basic salary of £35,000 - £50,000 per annum, with an OTE of approximately £70,000. The ideal candidate should have a minimum of 2-3 years direct sales experience in Capital Markets and/or Finance & Insurance Industries.

Key Responsibilities

Sales Results

• New lead generation and new name business generation - Generating leads, identifying and closing new business opportunities within identified profile
• Build a strong network of business contacts
• Responsible for positioning and selling full managed service portfolio
• Achieving agreed sales KPI’s and targets within overall strategic business objectives
• Qualify prospects and take ownership for personal sales performance through the ability to accurately forecast
• Effectively prioritise work activities to ensure a balanced pipeline is in place at all times

Client Relationship Management

• Build a strong understanding of end-to-end solution capability and how the ‘value’ proposition differentiates the Company from its competitors and delivers against Customer challenges
• Build understanding, trust and intimacy at multiple levels within key named target accounts in London, influencing customer thinking and strategies in order to drive account development
• Pipeline management and maintaining maximum organisation levels at all times
• Working with the Global Sales Manager to develop and implement a strategic sales plan to include pipeline development, opportunity qualification, key activity focus areas and structured sales campaigns
• Qualify prospects and take ownership for personal sales performance through the ability to accurately forecast
• Effectively prioritise work activities to ensure a balanced pipeline is in place at all times
• Leveraging global networks and application management capabilities, hosting services, and unified communications capabilities to open up new areas of growth

Knowledge, Experience & Competencies

Collaboration

• Work effectively within a team whether as part of a department or virtual project team
• Contribute to all team discussions and decision-making
• Sharing knowledge and experience with team members to support team goals

Technical Competence

• Likely to have strong appreciation of technological and business challenges facing CIOs and IT Directors within the Capital Markets space, industry trends and developments and competitive landscapes
• Strong direct sales experience with solid and demonstrable experience in new business sales focussing on selling and closing complex solutions in the technology/managed services sector
• Credibility at dealing with C and C-1 Level individuals and also show experience of successfully handling/negotiating complex and demanding client relationships within the enterprise market

Relationship Development

• Develops and manages effective relationships with the key influencers at C Level across the Customer organisation
• Is aware of the cultural and political sensitivities and is able to achieve goals collaboratively
• Identifies and focuses efforts on the decision makers with the highest degree of influence
• Establishes empathy, strong credibility and trust
• Develops a business case to accelerate the decision making process
• Adjusts own style to address sensitivities within the customer organisation
• By engaging and dealing at C Level, is able to secure business through effective solution selling
• Delivers success through the presentation and deployment of compelling business reasoning

Commercial & Entrepreneurial Acumen

• Has a financial and business knowledge both internally and externally to ensure that there is an understanding of the bigger commercial picture for the customer and their market
• Has strong knowledge of business and its solutions portfolio and is able to see the bigger picture in support of the customers’ requirements
• Understands the market, the competitors and differentiators in relation to this role
• Establishes a personal network of business and industry experts
• Understands the Customers business drivers and is able to develop a compelling value proposition

Personal Motivation and Confidence

• Demonstrates a passion for sales achievement, setting high standards for self and others. Proactively looks for opportunities to make improvements to enhance personal and team effectiveness
• Customer service oriented
• Is personally driven to achieve the right results for both themselves and the customer
• Socially confident at all levels within the customer organisation at social events and in formal presentations
• Is a strong team player

Training

• All product training and support will be provided where necessary
• One month trip to India is part of training programme offered
• Event attendance in the United States will also be required when necessary

Summary

• Role Type: Permanent
• Start Date: Immediate
• Location: Bank, London EC4N
• Department: Sales
• Reports To: CEO
• Reference: SBDE-L