Summary of work
Responsible for building the business by identifying and selling to new prospects while maintaining relationships with existing customers.
Responsible for managing and developing a large client base, ensuring client growth as well as cultivating new relationships with potential clients
Duties and Responsibilities
Achieve annual SW license revenue goal – YoY.
Meet and exceed annual SW license revenue goals as assigned. Be responsible for developing and updating the client’s budget;
Achieve all annual maintenance revenue goals in assigned accounts.
Be responsible for understanding and aligning the internal buying process and customer budget with the FBU sales plan;
Must be able to meet weekly, monthly and quarterly quota goals and commitments to company management
Work in collaboration with the technical team to initiate and capitalize on opportunities in existing accounts;
Gain market share and integrate new customers for the Innovative Solutions activity.
Must have the confidence, sales experience and track record to prospect into existing accounts and surface viable business opportunities and leads.
Be able to identify new business opportunities in the industry that are not bespoke, off-the-shelf solutions.
Prepare and execute sales plans that will lead to our overall business goals;
Maintain a high level of knowledge of competitors in terms of products, prices, discounts, promotions and sales volumes;
Build a healthy pipeline of business opportunities for business continuity and growth.
Build a healthy and viable pipeline of opportunities 3x its target, in each given quarter.
Prospect new business opportunities, develop and grow customer base through daily sales calls;
Prepare and present regular business reviews to the Sales Manager;
Position FBU’s innovative solutions in the industry.
Have a high degree of knowledge of the ICT market and industry in the financial and non-financial sectors;
Must have multi-product sales experience and track record
Generate a viable pipeline of opportunities for non-core banking products that will be 3x the assigned target.
Protect the installed base of existing customers
Must be willing to go to great lengths to protect all current or existing installed base of FBU customers
Any other responsibilities assigned by management
First degree in any related discipline
Minimum of 3 years of account management experience in the IT industry.
Strong track record of excellence in achieving sales targets.
Strong ability to penetrate new accounts and work their way up to decision makers
Knowledge, skills and abilities required:
Key industry contacts and knowledge
Customer relationship management
PowerPoint presentation skills
Proposal design and development
Sales planning and closing
Consultative selling skills.
Analytical Skills / Problem Solving
Management of time
Meticulous approach to work
Attention to detail
Able to meet high standards
Good problem solving skills
Excellent command of Microsoft Office, in particular Excel.
Management of time
Problem solving skill