Job Description:

Summary/Objective: The Sales and Account Executive role is a results-driven professional that will lead Managed IT solutions sales within the banking industry while maintaining executive relationships with existing clients. This role combines strategic sales expertise with proactive account management to ensure high engagement and overall client satisfaction while delivering secure, compliant, and innovative technology solutions. This position is a political role in nature and will navigate the sensitive discussion points both internally and externally to result in both the client and company’s desired outcomes.

Key Responsibilities include:

• Sales & Business Development

  • Identify and pursue new banking clients for Managed IT services.
  • Meet with prospective executive team members to determine needs
  • Present solutions that address cybersecurity, compliance (FFIEC), and operational efficiency needs.
  • Develop proposals and negotiate contracts aligned with company and client objectives.
  • Actively seek referrals from existing clients or other partners to leverage new business
  • Attend tradeshows and other sales events working to cultivate interest and new managed services opportunities
  • Maintain a robust sales pipeline and meet regular sales activity requirements
  • Maintain real-time information on all opportunities and activities within our business management solution

• Solution Knowledge: Work with key internal resources to understand our high-level technical strategies and be able to walk a client through those decisions and the value proposition and messaging around it.

  • Work to understand the root of client issues and seek information around our solution to help translate those findings to the non-technical client executive.
  • Recommend and propose enhanced solutions as needed to address gaps or fulfill a client’s expanded requirements.

• Relationship building: Develop and maintain strong relationships with the clients’ executive teams by understanding their business and desired outcomes and providing value to the client.

  • Continually identify key stakeholders, establish new relationships, and nurture existing ones.
  • Maintain professional relationships with the client’s IT team, navigating any potential conflicts while maintaining a direct communication path and primary point of contact with the executive decision maker(s).

• Strategy: Work closely with each client to understand key business drivers, challenges, and opportunities to create strategies to help customers achieve long-term success.

  • Continually work to assess, clarify and validate customer needs.
  • Work closely with operations to align the right data points for a strong executive dashboard.
  • Navigate client issues immediately by looking for long-term resolutions that reduce unnecessary time and increase efficiency and profitability of client contracts.

• Communication: Ensure strong communication at all levels of the clients and build respect and trust with the President/CEO and other key executives.

  • Execute a strategic communication plan with proactive recurring meetings and ad hoc check-ins.
  • Navigate difficult conversations-- both internally and with the clients’ executive teams-- to facilitate a strong partnership and desired outcomes.
  • Prepare and hold formal Quarterly Business Reviews with the client’s full executive and account team

• Retention: Proactively manage client renewals by ensuring discussions early while looking for areas of enhancements within our services.

  • Review current contracts and propose additions as needed.
  • Seek to increase short-term contracts to standard three-year terms or greater.
  • Proactively seek referrals from clients and ensure a high net promoter score.

Job Requirements:

• Minimum of three years’ sales experience (primary role)
• Strong sales skills to identify and facilitate resolutions to gaps in technology standards within existing accounts
• Ability to manage multiple existing clients, ensuring responsiveness, while maintaining a robust sales pipeline, meeting sales quotas, completing sales activities and expectations
• Background in technology, banking or other fintech-related industry
• Exceptional written and verbal communication skills with the ability to communicate effectively with executive decision makers
• Ability to handle difficult conversations and deal with challenging situations
• The ability to navigate client or internal conflict to successful resolution
• Strong analytical skills with the ability to identify issues and provide practical solutions
• The ability to understand customer pain points and navigate to resolution, fostering trust and loyalty
• Strong relationship-building skills to foster long-term customer engagements