Responsibilities
Responsibilities & Deliverables:
• Be the functional expert on payments, including our Payments & Clearing gateway applications and be able to present the value proposition
• Critical to sales success is often a key differentiator in winning deals combining technical market knowledge with customer influencing skills.
• Key advisor/leader of strategic deals. Positions combined Finastra products as differentiated proposition.
• Supports and tailors regional specific and global campaigns. Drives value proposition and execution.
• Take leadership on challenging customer and internal interactions. Able to achieve Finastra goals in these situations. Confident across all levels (C-suite to user).
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• Establish credibility with the client, analysis of the client's need and position the Finastra product modules and release features appropriately to ease the sales process and optimize the efficiency
• Preparation of RFI/RFPs replies to assure the solution is presented according to the key criteria of the prospect/client
• Emphasis is on being leader on core tasks and opportunities, sharing knowledge on areas of expertise. Collaborate with sales representatives throughout the lifecycle of the sales campaign, including exploratory meetings, demonstrations, workshops, system audits and gap analysis to assure consistency of messages
• Manage opportunity and bid qualification assessment and coordinate key internal stakeholders involved in the sales process
• Develops/adapts advanced sales strategies to unique customer needs, Creates customer partnerships, able to x-sell Finastra Products to the customer
• Leads qualification approach for key/complex ops. Able to think around issues. Signs off on GSC (Global Solution Consultant) recommendation for go/no go decision.
Required Experience:
- At least 5 years Payments experience
- Previous banking experience is a plus
- Knowledgeable in ISO 20022
- Amendable to client visits