Job: DACH Regional New Business Manager, Fraud/AML/FS Salary neg

Job Title: Senior DACH Regional New Business Manager

Role Summary: Territory New Business sales role responsible and accountable for the identification, qualification, and closure of new business sales engagements required to achieve or exceed individual sales quota.

Serves as a strategic partner to prospective customers, managing relationships and engagements. Sets vision and direction for engagement with prospective customers in a defined vertical, utilizing the entire suite of AI capabilities and solutions.

Combines and leverages best practices, industry trends, and experience to achieve the best result for the prospective customer. Contributes to the wider innovation and exploitation of the vertical, in line with specific objectives for the given year.

What You’ll Be Doing:

1. Promotes/sells/secure new business orders from new prospective customers and (via exception process) existing Customers, through a Challenger Insight led approach.
2. Differentiates AI products and services to existing/potential customers and guides them in selecting those best suited to their needs and to avoid or mitigate unsighted problems.
3. Competently demonstrates AI Compliance and Fraud products to Customers.
4. Establishes, develops, and maintains valuable business relationships with prospective customers.
5. Builds a pipeline of prospects sufficient to achieve and exceed sales quota.
6. Researches sources for developing prospective customers and for information to determine their potential as part of the Challenger sales methodology.
7. Owns the creation and delivery of clear and effective, winning written proposals/quotations for prospective customers which clearly articulate how AI is uniquely placed to solve the business challenges identified throughout the sales engagement.
8. Coordinates sales effort with marketing, sales management, and technical service groups.
9. Analyzes the territory/market’s potential and determines the value of prospective customers to the organization.
10. Creates and manages a customer value plan for target prospects highlighting profile, share, and value opportunities.
11. Plans and organizes personal sales strategy by maximizing the Return on Time Investment for the territory/segment.
12. Keeps up to speed and shares knowledge of competitive applications and technical services, market conditions, competitive activities, advertising and promotional trends, and consulting with regional advisory partners.
13. Participates in conferences and industry forums.
14. Continually learns about new products and improves Challenger selling skills.
15. Maintains up-to-date and complete SFDC records.
16. Maintains up-to-date internal training and compliance requirements.

What We’re Looking For:

1. Challenger sales vs. relationship sales mindset.
2. An understanding of how banks utilize and extract value from fraud and compliance technology solutions.
3. FS industry and market awareness.
4. Domain expertise in banking fraud and compliance (AML, KYC, WLM).
5. Account management and/or sales skills in a software, cloud, or managed service business.
6. Customer stakeholder management.