Senior Sales Executive (Treasury & Capital Markets)

Senior Sales Executive (Treasury & Capital Markets)

Finastra USA Corporation Jakarta, Indonesia

Responsibilities

Finastra: Who are we?
Formed in 2017 by the combination of Misys and D+H, we provide the broadest portfolio of financial services software in the world today, spanning retail banking, transaction banking, lending, capital markets, and treasury.
Our solutions enable customers to deploy mission-critical technology on premises or in the cloud. With our scale and geographical reach, we drive valued solutions and opportunity for customers regardless of size or geography. Through our open, secure, and reliable solutions, we empower customers to accelerate growth, optimize cost, mitigate risk, and continually evolve to meet their changing needs.

Why work for Finastra?
At Finastra, we are changing the world of financial services. We unlock the potential of people and businesses in finance, creating a platform for open innovation through our incredible ecosystem and talent in more than 40 countries across the world. We revel in global knowledge sharing, diversity, and opportunity, putting Finastra in the best position to create client value as we cooperate and co-create, together. Each one of our 10,000 people is part of one team, leveraging the wealth of our collective knowledge, passion, and creativity. This is your opportunity to join a world-class team, working with people who are leading the financial services industry through innovation, growth, and value.

What will you contribute?
As part of the Treasury & Capital Markets (TCM) sales team in Asia South, you will report to the APAC South Regional Director and play a critical role in helping to grow the business in Indonesia to new heights. You will build fundamental account plans, operational strategy, and drive sales activities with direct customers and partners.

Responsibilities & Deliverables:

• Create and manage a strategic territory plan that includes sales to achieve or exceed financial targets.
• Analyze the financial position and challenges of prospects to determine the sales approach.
• Understand market drivers and collaborate with clients and internal stakeholders to overcome potential impediments.
• Use a consultative sales approach to develop account plans and identify specific needs for each prospect.
• Provide timely and accurate forecasting in Finastra format that enables short-term (sales), medium-term (revenue), and long-term planning.
• Identify market opportunities that develop and grow a strong sales pipeline to ensure annual targets are met.
• Establish agreed short and long-term account plans for customers to ensure clients' key requirements are met, leading to increased revenue.
• Initiate and manage the sales cycle to ensure adherence to Finastra standards.
• Lead in advising, preparing, and presenting proposals to new prospects to maximize opportunities.
• Build long-term relationships with senior bankers in our target segment to keep them informed of new developments within Finastra products.
• Assist in the sales cycle in terms of project definition for third-party/consultancy sales to optimize every sales opportunity.
• Establish and maintain contact with Product Centers and Marketing for additional market and product information that will lead to further sales opportunities.
• Initiate and coordinate management of joint marketing and sales initiatives to ensure consistent delivery & representation of Finastra to the marketplace.
• Maintain close contact with Pre-sales to ensure that sales opportunities have the appropriate level of sales support resource.

Qualifications:

• Possess a university degree with at least 10 years of enterprise software, SaaS, or Fintech sales experience.
• Strong understanding & customer network in the Indonesian banking industry (particularly Treasury businesses).
• At least 10-15 years of enterprise software or Software-as-a-Service sales experience.
• At least 10 years of selling into the financial services industry, such as banks, finance companies, or asset management companies.
• Ideally, prior experience in selling solutions in Treasury, Forex Trading, or Risk Management solutions to Banks or Corporates.
• Ability to engage & sell to C-level executives is a must.

Candidate Attributes:

• Proven track record in meeting and exceeding sales targets.
• Focused on execution to make things happen.
• Ability to acquire in-depth knowledge of a client's business, identifying challenges and opportunities as well as how to position solutions to address those needs.
• Demonstrates deep product and industry knowledge including market trends and competitive intelligence.
• Exceptional written, verbal, and interpersonal communication skills with stakeholders.
• Superior presentation skills.
• Ability to present compellingly and negotiate complex deals.
• Proven ability to articulate value proposition and ROI.
• Proven ability to manage sales with multiple decision-makers.
• Proven ability to manage internal resources to complete the sale.
• Proven record of building and managing a sales pipeline and achieving/exceeding quota.
• Proven record of matching customers' needs with solutions.
• Responsive, reliable, and results-oriented.