Job Description
Job Description

JOB SUMMARY

Scale the execution and effectiveness of the Sales strategy in North American region. Generate insights and drive Sales activities based on deep understanding of the markets Finastra is serving.

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Apply deep understanding of the market and competitor strategies to ensure continual growth of pipeline.
• Understand and continually enhance your knowledge of our markets and their changing dynamics.
• Develop an understanding of our competitive positioning and of our competitors' strategies.
• Partner with Sales Operations to ensure that actionable analysis of the overall health of the business is available to Sales and Sales Enablement functions such as Global Solution Consulting (Presales) Digital Sales, Marketing, Partners, and Customer Value.
• Achieve agreed level of pipeline coverage across Lines of Business on a rolling 4-quarter basis.
• Ensure pipeline matures appropriately, identifying and mitigating sources of stagnation or disqualification.
• Develop and manage the deployment of strategic sales campaigns to improve our wallet and mindshare through intentional, challenger-based engagement.
• Chair review meetings with regional leadership, always driving action and creating value.
• Drive the ongoing adoption and evolution of repeatable Sales Playbooks and Account-Based Marketing programs to make the success of the Sales function scalable and reliable.
• Maintain a leadership position within the Finastra organization in the use and effectiveness of Sales Priority Programs (SPPs), setting the pace for other business units and support functions globally.
• Provide structured & meaningful feedback from sales campaign and pipeline performance to the Product Management organization, ensuring roadmap alignment.

• Strong interpersonal, presentation and writing skills.
• Record of successfully driving teams of multiple stakeholders to the achievement of measurable outcomes.
• Ability to operate in an entrepreneurial high-growth culture.
• Proven ability to present compellingly in English at a minimum.
• Experience attaining internal buy-in and securing commitments from stakeholders.
• Strong commercial awareness, including familiarity with contract structures, opportunity qualification processes (e.g., Deal Desk), and competitors' current and emerging commercial strategies.
• Fluency in Salesforce.com, Microsoft PowerBI, and Microsoft Excel (PivotTables).
• Sales training in Miller Heiman and/or Challenger Sale methodology.

• Minimum of 5 years of professional experience in an enterprise software sales organization.
• Prior experience with commercial banking, on financial institution or service provider side, preferred.