Head of Existing Business, APAC

ABOUT TEMENOS

Temenos powers a world of banking that creates opportunities for billions of people and businesses everywhere. We have been doing this for over 30 years through the pioneering spirit of our Temenosians who are passionate about making banking better, together.

We serve over 3000 clients from the largest to challengers and community banks in 150+ countries. We collaborate with clients to build new banking services and state-of-the-art customer experiences on our open banking platform, helping them operate more sustainably.

At Temenos, we have an open-minded and inclusive culture, where everyone has the power to create their own destiny and make a positive contribution to the world of banking and society.

THE ROLE

This position reports to the Managing Director APAC. The incumbent is responsible for planning, driving and coordinating mid to long-term account management strategy in the APAC region as agreed with the MD of the region.

This Head of Existing Business is accountable to meet and achieve License, SaaS and Maintenance targets and ensure monthly, quarterly, and annual sales forecasts are in line with MEA's budget and pipeline. This role is responsible for driving sales deliverables, quality sales pitching, and client relationship management particularly with key stakeholders. In addition, it is pivotal that the incumbent exhibits strong leadership to mentor and enable the Sales team to qualify and win high-quality deals and contract terms. To be successful, it is imperative for the incumbent to work collaboratively and cohesively with all Business Heads and stakeholders from various divisions - Customer Success Management, Client Services, Business Solution Group, Legal, Finance, HR and other business units to jointly achieve, and exceed, the region's targets and objectives.

This senior individual has excellent commercial acumen, industry expertise, people management skills and know-how to articulate compelling value propositions especially in high value complex deal environments, drive competitive sales campaigns to expand our footprint and build strong, authentic long-term partnerships with Clients, Partners as well as local authorities/officials (where applicable).

OPPORTUNITIES

• You will define the account management sales strategy and priorities, growth plan and focus areas complementing APAC regional strategy and in alignment with corporate directive.
• You will have full responsibility for the sub-region sales forecasting, sales pipeline management, sales team performance and cash collections for all existing Temenos clients, both upsells and new footprints.
• You will focus on building strong and sustainable win-win relationships with Clients, farming existing accounts to generate continuous revenue streams; ensure strong accounts management plans are in place.
• You will act as the region's senior go-to person for sales case escalations, challenge/advice. Ability to provide quality subject matter insights, guidance, value proposition and countries' specific recommendations on various sales scenarios and challenges.
• You will be responsible for proactive and timely engagement with the region's Sales force as well as other business stakeholders to establish and qualify strong sales leads and pipeline to achieve the sub-region's sales target.
• You will provide leadership in client relationship management, addressing clients' business needs, gaps, and constraints.
• You will foster and maintain credible and sustainable win-win relationships with Clients, Prospects and Partners particularly at C-level.
• You will build trusting and long-term relationships with key and strategic Client contacts who will serve as positive referrals for new business opportunities.
• You will establish and nurture relationships with C-level clients, business partners and industry affiliates to identify growth opportunities within the market segment.
• You will lead, coach, equip and manage the region's sales team to enable them to operate at optimized efficiency and achieve quality sales closure.

SKILLS

• You should have Strategic Sales & Leadership skills: >12 years notable sales and leadership experience in the sub-region market. Proven track record in growing, nurturing, and running the sub-region sales organization in an international setup within banking and financial services sectors.
• You should have a good understanding of the market segment: Strong leadership and commercial sense to clearly identify the business' Strengths, Weaknesses, Opportunities and Threats.
• You should have experience in Relationship & Communication: Possess leadership eloquence, influence, and superior networking skills. Demonstrate good communication and interpersonal skills with crisp industry and market knowledge.
• You should have Business & Technical skills: good understanding of banking operations and relevant processes within the financial solution segment.
• Educational & Proficiency level: Preferably, a university education in relevant business disciplines.
• Attributes: Self-starter, Independent, Ambitious, Innovative, Collaborative, Focused, Tenacious, Authentic.

VALUES

• Care about Temenos, our people, customers, and partners.
• Commit to delivering a 1st class sales experience.
• Collaborate to maintain the highest standards of Temenos through self-motivation, ambition and focus.
• Challenge yourself to achieve targets and strive to keep Temenos at its highest level in the market.