Associate Vice President - Platform Sales

About the Role:

We are seeking a dynamic and motivated PreSales Consultant to join our growing team and take the lead in the UAE market focusing on the sales of Loan Origination Systems (LOS) and Loan Management Systems (LMS) and other Emerging Products of Yubi Group. This role is pivotal in driving business growth supporting client engagements and collaborating with the sales team to close new deals in the banking financial services and insurance (BFSI) sector. The ideal candidate will bring a background in tech sales solution selling and presales support along with a deep understanding of the financial technology landscape.

This individual will play a crucial role in generating leads conducting product demonstrations addressing client requirements and offering tailored solutions that align with the business objectives of potential clients. The position demands a blend of technical expertise client-facing communication and strong sales acumen.

Key Responsibilities:

Primary Responsibilities:

• Revenue Generation: Own the revenue targets for the respective product lines focusing on standalone sales of LOS/LMS solutions.
• Client Engagement: Manage initial and ongoing conversations with prospective clients across various platforms ensuring high-quality presales support.
• PUA Signing & Billing: Responsible for the signing of Purchase Orders (PO) and ensuring the timely billing and invoicing for closed deals.

Sales & Solution Engagement:

• New Business Development: Identify and target potential clients through market research networking and leveraging industry events.
• Tailored Sales Strategy: Develop and present personalized sales strategies to meet and exceed revenue goals ensuring alignment with client needs.
• Solution Selling: Engage with prospective clients to understand their pain points and propose relevant LOS/LMS solutions that deliver measurable value.
• Product Demonstrations & Presentations: Deliver clear and compelling product demonstrations highlighting the technical advantages ROI and business benefits of the LOS/LMS offerings.

Negotiation and Deal Closure:

• Pricing Discussions & Negotiation: Lead pricing discussions contract negotiations and ensure smooth deal closure in alignment with organizational goals.
• Internal Coordination: Collaborate with internal teams such as product tech support and delivery to ensure smooth transition and implementation of closed deals.

Market Insights & Strategy:

• Industry Knowledge: Continuously stay updated on industry trends competitor offerings and evolving client needs to refine sales strategies.
• Competitive Analysis: Provide insights into competitor activity and market trends offering feedback to the product team to improve solutions.

Key Account Management:

• Client Relationship Management: Cultivate long-term relationships with clients with a focus on top management and key stakeholders. Ensure regular follow-ups addressing concerns and offering solutions that deepen the client relationship.
• Strategic Account Planning: Develop and execute strategic account plans ensuring alignment with client goals and objectives to increase product adoption.
• Revenue Growth: Identify opportunities for upselling and cross-selling additional products or services within existing accounts enhancing overall customer lifetime value.
• Performance Monitoring & Business Reviews: Conduct regular business reviews tracking account performance and suggesting any adjustments to ensure optimal usage of LOS/LMS.

Internal Collaborations:

• Cross-Department Coordination: Work closely with internal teams such as product legal and finance to ensure smooth contract management billing and onboarding processes.

Performance Metrics:

• Achievement of the revenue targets (Plan vs. Actual) for LOS/LMS across the assigned accounts.
• Successful onboarding of new clients and securing long-term relationships.
• Contribution to client satisfaction and retention.
• Timely achievement of key milestones such as PUA signing go-live dates and client satisfaction metrics.

Requirements:

Experience & Qualifications:

• Experience: 10-15 years of experience in B2B sales specifically in technology sales SaaS fintech or platform sales within the BFSI sector. Prior experience in the UAE or GCC market is preferred.
• Sales Skills: Proven track record of managing end-to-end sales cycles in tech or platform-based sales (presales to closing). Experience with Loan Origination Systems (LOS) or Loan Management Systems (LMS) is highly desirable.
• Client & Account Management: Strong experience in managing and building relationships with senior client stakeholders and decision-makers.
• Negotiation Skills: Expertise in negotiation with a customer-centric approach to building mutually beneficial partnerships.
• Tech-Savvy: Familiarity with financial technologies digital banking and SaaS platforms. Knowledge of the specific technicalities behind LOS/LMS solutions is a plus.
• Communication: Strong verbal and written communication skills with the ability to present complex technical solutions to non-technical stakeholders.
• Educational Background: A Bachelor's degree in business finance computer science or a related field. An MBA or equivalent advanced degree is a plus.

Key Competencies:

• Strong ability to understand client needs and offer tailored technical solutions.
• Solid negotiation and deal-closing skills with the ability to influence at all levels.
• Customer-first mindset with a focus on long-term relationship building.
• Ability to work collaboratively with cross-functional teams to deliver a seamless client experience.
• Highly motivated with a drive to meet and exceed sales targets.