Sales Leader - Capital Markets
Jersey City, NJ, United States
A global digital engineering company, is looking for a Sales Leader to drive the business and sales for the BFSI vertical in North America with a focus on Wealth Management and capital markets. Looking for sales professionals with a track record of hunting for new business and driving the process to generate net new revenue and grow client accounts in wealth management.
As a significant driver of revenue and growth, the ideal candidate will have a track record of driving a sales pipeline, performing strategic enterprise selling, and generating new logo business in Wealth Management and capital markets working closely with the Solution Architects and SME's. Interested in candidates based mainly in the New Jersey/New York City area.
Responsibilities
New business development, selling to strategic enterprise customers in specific areas of wealth management and capital markets.
You will be responsible for building a robust pipeline of new business and to qualify and close new business.
Develop thought leadership and a trusted advisory relationship with your partners, customers, and prospects.
Working closely with the CTO office and its architects to create potent service offerings aligned with customer's business needs.
Target business opportunities (partner channels and customers) that leverage high value use cases in financial services, with emphasis on wealth management and capital markets.
Develop and execute sales strategies and tactics to sell Grid Dynamics offerings, solutions, and services.
Ability to network with financial services institutions and key stakeholders and create a road map to prospect and/or organically grow existing financial service clients.
Develop partnership & alliances driven value-based client acquisition and expansion within the region.
Utilize client-centric, solutions-oriented selling strategies and hunter's mentality to identify, qualify, and convert enterprise sales, alongside partners as deemed fit.
Develop strong internal and prospect relationships, collaborate with internal CTO teams and partners channel owners.
Effectively articulate financial ROI/TCO value and build value throughout the negotiation process.
Maintain extensive account and opportunity detail in Salesforce CRM, including account win plans, customer touch points, sales inhibitors, etc.
Forecast and report revenue projections accurately to management.
Responsible for focused Go-To-Market strategy to drive sustained demand, accelerate growth and increase territory/regional revenue.
Collaborate with leadership, presales, solution & delivery to drive client specific pursuit strategy.
Establish C-suite relationships and robust networks to develop new business relationships.
Accurately forecast and achieve periodic revenue targets while embedding processes for monitoring and mitigating business risks.
Requirements:
A strong bachelor's degree Economics/Math/Liberal Arts or Engineering. A reputable MBA desired.
15+ years Sales and business development experience in Financial Services out of which at least 5 years post MBA if applicable
Successful track record (10+ years) of winning new logos in the wealth management and Capital markets space and within a professional services/ consulting/ technology services environment; Enterprise sales experience is a must.
Strong understanding of the financial services domain and technology landscape, especially in wealth management and capital markets with focus on Digital transformation powered by cloud, AI and Data.
A strong knowledge of the Technology ecosystem in the Wealth Management space and the ability to understand the gaps to frame the most appropriate "problem-solution" mapping.
Should have a clear understanding of the Business value chain including the understanding of different groups and stakeholders in a typical wealth management organization
Experience selling complex solutions to enterprise customers with a consistent track record of meeting and/or exceeding revenue targets.
Experience with proposal creation and leading proposal presentations along with the Solution Architects and pre-sales team.
Experience in creating Go to Market Strategy and value proposition.
Experience working in a virtual team environment, cross-functional team leadership across GEOs and time zones.
A very clear understanding of different types of engagement models and onshore-offshore and nearshore delivery models.
Highly accurate pipeline management and forecasting expertise.
Ability to travel as necessary to customers, channel partners, and company meetings/events.
Excellent interpersonal skills and ability to communicate clearly including but not limited to participating in the white boarding sessions while assisting the solution architects and pre-sales consultants.
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