The Senior Sales Executive plays a critical role in driving revenue growth by acquiring net new clients within an assigned territory. This role is focused on selling Finastra’s innovative software solutions and services, with a strong emphasis on new logo acquisition and expanding market presence.
As a strategic sales leader, the Senior Sales Executive will proactively identify and engage high-potential prospects, positioning Finastra’s offerings as transformative solutions that address key business challenges. Through a consultative approach, they will build executive-level relationships, articulate compelling value propositions, and guide prospects through the sales cycle to successful closure.
Key Responsibilities
- Create and manage a strategic territory plan that includes activities for quota attainment.
- Manage territory to maximize sales resources and revenue opportunities and to minimize travel and selling-related expenses.
- Analyze financial position and challenges of prospects to determine sales approach.
- Understand market drivers and collaborate with both the client and internal stakeholders to overcome potential impediments.
- Use a consultative sales approach to develop account plans and identify specific needs for each prospect.
- Close business to meet forecast commitments and sales quotas.
- Maintain appropriate sales development activity to ensure healthy pipeline management.
- Ensure and maintain sales forecasting data in sales reporting system to allow for opportunity management and reporting.
- Develop and maintain relationships with industry/professional individuals and organizations.
- Participate in user group meetings and trade shows as approved.
- Stay abreast of current industry trends, competitors, and current/new company products and services and other duties as assigned
Requirements and Qualifications
- Minimum of 6 years of proven success in sales, primarily in core banking and banking transformation, alongside experience in financial software/services, enterprise software, SaaS, or FinTech solutions.
- Demonstrated ability to engage and sell to C-level executives, building trust and credibility at the highest levels
- Strong background in relationship-driven and consultative selling, with a focus on long-term client partnerships
- Skilled in understanding complex business environments, identifying client pain points and opportunities, and positioning tailored solutions that deliver measurable value
- Deep expertise in both product and industry knowledge, including awareness of market dynamics, emerging trends, and competitive landscape
- Outstanding written, verbal, and interpersonal communication skills, with the ability to influence and collaborate effectively across stakeholder groups
- Exceptional presentation and negotiation skills, capable of delivering persuasive pitches and navigating complex deal structures
- Proven track record of articulating compelling value propositions and ROI to diverse audiences
- Experience managing multi-stakeholder sales processes, aligning internal resources and navigating organizational dynamics to close deals
- Demonstrated success in building and maintaining a robust sales pipeline, consistently meeting or exceeding sales targets
- Adept at matching customer needs with appropriate solutions, ensuring alignment and satisfaction
- Highly responsive, dependable, and results-oriented, with a strong sense of ownership and accountability
- Experience in modern sales management tools, i.e. salesforce
- Mandarin or Cantonese language skills a plus.
Education:
- Bachelor’s degree or equivalent experience
- Work Environment:
- Work is performed in a general office environment.
- Travel is required.
