What We Do :
Temenos Group is a market leading banking software provider, partnering withbanks and other financial institutions to transform their businesses and stayahead of a changing marketplace.
Temenos only creates software for banking andfinance. And we've been doing it for 25 years. This makes us true bankingsoftware specialists with deep domain knowledge and razor-sharp focus.
We placeour clients at the core of what we do. Everything starts and stops with ourclients' goals we can't meet our goals without meeting theirs.
RecentlyTemenos has created a brand for digital products called Infinity, focusing onthe digital Front Office, managing the marketing, sales and servicingcomponents of the customer lifecycle, with the experience of the bank’s customerbeing key.
Job Purpose :
This new role is to maximize revenue from the Infinity product portfolio. Thisrole will require close collaboration with the marketing and inside sales teamto develop qualified opportunities.
The successful candidate will act asa business consultant as well as a salesperson, being able to discuss businessissues with senior executives in their own language within their targetaccounts.
He / she will research the business objectives of the targetaccounts and be able to map the capabilities of the Infinity product set to thestrategy, initiatives, challenges and critical capabilities of thecustomer.
He / she will operate as member of a wider sales team responsible fordelivering against sales targets for Temenos’ digital proposition.
He / she willdevelop a go-to-market strategy and proposition in conjunction with salesmanagement and product management.
He / she will be responsible for drivingthe sales cycle from initial contact to signing of the deal, and thenmaintaining a good client relationship, as well as take part in market analysisand relationship building with senior management and key opinion leaders in thebanking and financial services sectors.
Responsibilities and Accountabilities :
Achieve sales targets established by the Territory Sales Manager or RegionalDirector.
Prepare and execute a territory sales plan in accordance with Temenosstrategy. Maintain a rolling digital pipeline of at least 3x annualtarget.
Maintain a territory analysis, assist in market research and build perspectiveclient profiles with respect to their current systems, potential futuresoftware investments and strategies, and key decision makers.
Performcompetition analysis with respect to strengths, weaknesses, and opportunitiesand threats. Help to identify target champions within target accounts.
Focus on understanding and solving the customer’s business problems bydeploying the capabilities of the Temenos organization.
Has strongproficiency in delivering outcomes based on the people, process tools and datarequired.
Start and manage the full sales cycle, coordinating pre-sales and otherspecialist resources as needed. Work with the lead pre-sales resource to ensureprofessional engagement with the prospect to fully understand their requirements,deliver quality proposals that emphasize Temenos strengths.
Manage the sales cycle in accordance with the TAS methodology and ensureT-Force (Salesforce.com) and TAS Dealmaker are up to date at all stages.
Submit accurate forecasts
Negotiate, or assist in the negotiations (depending on the deal size), onterms and conditions of the sales and service agreements. *
Build long-term relationships and referrals with potential clients in thebanking and financial services sectors and establish and continue relationshipswith primary alliance partners and identify new market and growth opportunitiesto build a strong sales pipeline.
Perform such other duties, functions and services, consistent with status orvocational ability, as may from time to time be required.
Skills and Qualifications :
Has a minimum of 10 years’ experience in B2B enterprise software sales, andhas sold 7 figure deals to European banks
Is experienced in the CX and financial services market, especially in thedigital space
Has a business consulting approach to engaging with customers
Has engaged with C-Suite in previous roles and has maintained C-suitecontacts
Is hard working, action-oriented and full of energy for the things he / she seesas challenging
Plans and prepares for every engagement though can respond to rapidly changingneeds
Is effective in a variety of formal presentation settings : one- on-one, smalland large groups, with peers, direct reports, and bosses
Is effective both inside and outside the organization, on both cool data andhot and controversial topics
Commands attentions and can manage group process during the presentation
Can change tactics midstream when something isn’t working
Can be counted on to exceed goals successfully
Is constantly and consistently one of the top performers
Very bottom-line oriented
Steadfastly pushes self and other for results
Can learn new skills and knowledge
Is good at learning new industry, company, product, or technicalknowledge-like Internet technology