REGIONAL SALES MANAGER – BANKING/FINTECH ACCOUNTS (NORTH/SAARC REGION)
Thales
- Noida, Uttar Pradesh
- Permanent
- Full-time
- You will manage, develop and grow strategic prospects and existing customer relationships.
- You will identify, qualify and quantify all opportunities within an assigned account(s).
- You will develop and deliver accurate and technically correct sales presentations to potential customers.
- You will manage all aspects of the sales cycle including prospecting, development of the customer relationship at all levels and the implementation of the account plans.
- You will deliver on set objectives to achieve revenue and growth targets.
- Excellent salesmanship in Direct Sales with Exhibited sales skills and go-getter attitude.
- Funnel and Territory Management & Ability to prioritize and meet deadlines.
- Domain expertise in Public Key Infrastructure, Data Encryption, and Cloud Security etc is preferred.
- Enterprise Security Architecture including System, Network, Virtualization, Database, Application, and Mobile is vital.
- Familiar with Secrets Mangament, Data Discovery & Classification and Ransomware Protection solutions
- Communicating security vulnerabilities to technical and non-technical audiences.
- Familiar with Security Operational Center (SOC) and Cybersecurity landscape.
- Experience with selling solutions into Virtual environments such as VMWare, AWS, Azure, Google, Oracle Cloud or HyperV will be preferred.
- Prior experience in bidding end to end solution for large banks (PSU and Private Banks, Financial institutions, M-Wallet, digital payment providers and players, internet Banking/Fintech initiatives is an important criterion.
- Prior Experience in selling Information security products around Key Management / encryption in the Banking/Fintech vertical will be an added advantage.
- To succeed at this job, you must have: capability to close complicated deals and multi-year deals from discovering sales opportunities to contract completion. You should be able to up-sell strategic / custom solution to a strategic account as well as penetrating and closing strategic targets.
- You must be fluent in English with good understanding of Sales Process, relevant regulatory and compliance framework that exist within Banking/Fintech vertical in India
- We would like someone to join our team who is having business and results-oriented mindset, excellent inter-personal skills, customer-oriented and a natural leader.
- You must have a Bachelor / Master’s degree in related field.
- We are looking for someone with 15+ experience in major account sales & at-least 7-10+ years of sales experience in Banking/Fintech domain for security solutions.
- Prior experience in doing techno-commercial engagements and sales with dealings in Private, PSU Banks, Financial services etc would be an added advantage.
- Prior relationship for solution selling in Large, mid-size banks, PSU’s Bank and Fintech accounts in North & SAARC region will be of added advantage
- Ability to interface with CXO / CIO/ CISO/ BU’s Head and Risk Management & Audit heads of Banking/Fintech vertical is essential
- Ability to Map the Infra team, Information security team separately and stich the solution for the business owner is key.
- Ability to identify key large scale projects across these region / accounts and decide the plan to focus to grow the business 10-15% YoY with a strategic go to market plan. Ability of put in place a program for both short term and long term projects
- Deliver on set objectives to achieve revenue and growth targets.
- 80% - To drive the project identification (project, budget, time-lines and current state) for focus, key stake-holder identification, and sales cycle within those identified projects.
- Responsible for submission of responses/proposal against RFQ/RFPs/EOI floated by companies. Ensuring that proposed solutions/model has a strong value proposition and is cost effective.
- Development and management of existing channel partner network across India and working closely with business partners to identify and maximize opportunities to enhance product and business processes.
- Effectively follow up on leads that generate from event / workshop participation & build strong funnel.
- To provide an ongoing visibility to the management about the health of business and revenue AND workout the timely gap plans to achieve any identified revenue gaps.
- USING SFDC as a sales tool is an absolute must.
- Effectively pitch Thales’s data protection solutions to Banking/Fintech customers for data integrity and non-repudiation of transactions using PKI technology standards (PKCS). e.g design and deployment of PKI solution for various banks
- 20% - Responsible for engaging appropriate Thales personnel to address customer problems when necessary.
- Responsible for maintaining a healthy relationship between Thales and the customer.
- Development of forecast and tracking of revenue attainment vs. forecast.
- Provides weekly reports on business development and sales activities, presents quarterly territory reviews and plans for next quarter.
- Working with existing Employees, Channel Partners and Distributors, Customers.