Director - Banking Solutions - IT

About Our Client:

Our client is one of the world's leading providers of IT solutions and services to retailers and retail banking. Their extensive portfolio is centred on optimizing business processes at banks and retail companies. It is aimed mainly at cutting costs and complexity and improving service to the end customer.

Job Designation:

Director Banking Solutions

Number of Position(s): 01

Location: Mumbai

Qualification: Any Graduate + MBA / Engineering / Engineering + MBA / MBA

Experience: 16 to 22

Industry: IT Consulting

Function: Sales & BD

Job Responsibilities:

- Sales Planning: Develop a SW sales plan for designated SW domain(s) and ensure integration in overall area sales and account planning of area. (SW sales planning and KPIs in place)

- Lead generation: Identify, verify and develop big software leads including customer verification: Identification and analysis of the strategic requirements of customers and prospects and development of strategies and solutions, particularly with regard to high complex solutions (Qualified leads)

- Opportunity Development: Define the opportunity strategy including target solution architecture (process & infrastructure), prepare opportunity review board Go/No-Go decision and identify bid manager for complex and / or international deals. (Qualified opportunities)

- Customer Management: Identify SW decision makers and key stake holders within client/ prospect organization, establish impactful relationships and understand their needs, in close alignment with account management. Assure an early - seat at the table- in definition and decision processes and be the lead contact for SW decision makers and stakeholders. (Customer understanding; Customer relationship)

- Analysis and Project design: Consistency check on target solution architecture and verification / mapping of customer requirements against it. [Not the detailed, just the consistency]

- Proposal Management: Drive the preparation and submission of proposals in collaboration with account management and lead SW bid team consisting of pre-sales and delivery, assuring technical and contractual regularity. Prepare and run risk review board in cooperation with account manager. (Winning bid)

- Negotiation and Closing: Define and drive negotiation strategy and assure customer commitment: Contract preparation and adjustment of SW solution contract as well as contract negotiations together with the key negotiator / contract manager. Implement and prepare contract reviews in the context of the applicable guidelines. And support deal reviews in cooperation with account management and delivery. (Contract signed; Margin and Net sales)

- Leadership: Orchestrate bid team and internal WN stakeholders during the sales process and assure the right resources are available, aligned and willing to go the extra mile to win the deal. (Excellent sales execution)

Skills/Expertise:

Hunger for profit:

- Is dissatisfied with status quo

- Recognizes new business possibilities

- Follows up and seizes opportunities

- Strives to increase profitability & margins

- Demands more

- Strives to reduce costs

- Focuses on KPIs

Customer Focus:

- Knows the customer's environment

- Listens and attends to customer needs

- Creates added value for customer

- Balances customer and WN interests

- Builds up positive customer relations

- C level communication skills

Leadership:

- Shows claim to be in charge

- Gives guidance and shows direction

- Impacts the flow and people in his/her direction

- Motivates others

- Pushes others

- Leads virtual teams effectively

Prospecting:

- Works effectively and efficiently in generating sources for leads

- Constantly maintains a supply of leads to feed the funnel

- Prospects for high probability customers at locations, industries, fairs,

- Properly defines leads

- Tracks leads from start to finish

- Successfully turns leads into sales opportunities

Qualifying:

- Accurately qualifies opportunities

- Identifies all forms of competition that could result in a lost sale

- Balances effort regarding opportunities according to their potential

- Creates a significant reason for making each sales call

Closing:

- Is comfortable and confident in "asking for the order-

- Does not over-commit resources or support just to get the order

- Persistently and step by step fosters the close of the sale

- Maintains a reasonable closing ratio

Additional Information:

Know how and Experience:

- Engineer or MBA from reputed institution with at least 15 years sales experience in banking industry

- Independent working and thinking level in a technical or operational economic discipline

- Strong industry know-how in either banking.

- Experience in selling mission critical application projects, managing customer expectation

- Extensive business knowledge, ATM knowledge (any customer process knowledge), SW domain knowledge

- Methods and tools (e.g. business case calculation)

- Fluent local language written and spoken in professional manner. Fluent spoken and written English, PC literacy, incl. MS Office

About Vitasta Consulting:

We are into the business of finding and helping align - human capital- with financial capital.

We are an India based full service executive search company that provides services in:

- Executive Search Services

- Contingency Search Services

- Search Advisory Services

- Recruitment Process Outsourcing

We are servicing this need for many national and international clients across various domains. We have been helping find a large number of our clients quite a few leaders, functional experts as also emerging precocious talent since 1997.

Apply To:

If you find the job profile as per your needs then apply as soon as possible.

Swapnil Sulakhe

Phone: 022-25476846 / +91 9987108883