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Overview of the opportunity
Please also see Section 3 (Mandatory requirements) and Section 4 (Detailed expectations from role) before applying
- Nature of role: Full time
- Number of years of relevant sales experience expected: 5+ years
- Areas of past experience required:
- Sales experience: Sales and business development experience of selling the below offerings to financial institutions:
- Software products for the risk management, finance, compliance and CIO departments in banks and other financial institutions
- Consulting services for risk management, financial accounting, change and transformation programs, digital transformations etc.
Experience in selling software to financial institutions is mandatory. Experience in selling consulting would be an advantage but is not a mandatory requirement.
- Work with local partners: Track record of working with local partners in UAE to penetrate new accounts and sell software / consulting services. Partners could be System Integrators (SI partners) as well as management consulting firms like the Big 4 (Consulting partners).
- Sales relationships and contacts required:
- For software and consulting: Connects and relationships with some or all of the following departments in a financial institution is necessary – risk management, finance, compliance Business Intelligence (BI), analytics, regulatory reporting, MIS, performance mgmt. and IT teams.
- For working with partners: Relationships & connects with account managers, sales teams and country leaders of System Integrators and Consulting firms is required.
- For trainings: Relationships / connects with Human Resources (HR) departments and Learning & Development (L&D) teams of banks and other financial institutions would be an added advantage.
- Educational qualification expected:MBA or Graduate degree
- Preferred additional certifications:N/A
- Preferred geography of previous work experience: United Arab Emirates (Dubai / Abu Dhabi)
- Language requirements: Ability to write & speak fluently in English, knowledge of Arabic would be an added advantage.
Important information to note before applying for this position:
Mandatory requirements: Experience in selling software to financial institutions in UAE is mandatory. The candidate must specifically have strong relationships and contacts within banks and financial institutions, as indicated below:
For selling software products: Strong relationships and connects with the Risk, Finance and IT Departments of banks and financial institutions is a necessary requirement. In addition, contacts in the following departments in banks would be an added advantage:
Business intelligence / MIS
Treasury
Compliance
Working with local partners: Relationships & connects with sales teams and country leaders of System Integrators and / or Consulting firms is a necessary requirement.
For selling trainings: Strong relationships and contacts within the Human Resources / Learning and Development team would be an added advantage.
- Work permit requirements: Either UAE Citizen or with valid work permit to work in UAE
- Period of engagement: Full-time position
- Probation period: 6 months
- Compensation : Compensation varies depending on the skill, fitment and role played by the person. Compensation discussions will take place post the selection process.
- Performance incentives: Typically, all roles at Acies have a performance incentive. Specific aspects will be discussed during the compensation discussion
- 22 working days a year. Additional leaves for national holidays, sick leaves, maternity and paternity, bereavement and studies vary based on the city and country of engagement.
- Other benefits: Other employment benefits including medical insurance will be informed during the compensation discussion.
- Career growth for full-time roles: Acies believes in a transparent and data-based performance evaluation system. You are encouraged to clarify any questions you have with respect to career growth with Acies personnel you interact with during the selection process.
- Global mobility: Acies encourages mobility across our offices. Such mobility is, however, subject to business needs and regulations governing immigration and employment in various countries.
Other important information:
Mandatory requirements: Experience in selling to Banking and Financial Services in Vietnam is mandatory. The candidate must specifically have strong relationships and contacts within banks and financial institutions, as indicated below:
– For selling software products: Good relationships and connects with the IT and Business Intelligence (BI) departments is required. In addition, strong contacts in at least two of the following departments in banks is mandatory:
o Finance
o Risk management
o Analytics
o Treasury
o Compliance
– For selling trainings: Strong relationships and contacts within the Human Resources / Learning and Development team is required. In addition, good contacts are required in at least two of the following departments in banks:
o Finance
o Risk management
o Analytics
o Treasury
o Information Technology (IT)
o Compliance
o Audit
– Key responsibility areas:
Understand the product and service offerings of Acies’ verticals i.e. TechWorks, Consulting & LightHouse and position the same with clients
Create leads & sales opportunities by researching and identifying potential accounts, soliciting new client relationships, building rapport, providing information on Acies’ products and services and facilitating subsequent discussions with Acies’ BD and business teams
Actively build partner network for creating new leads, empowering them with the right collateral and sales messaging. Work with partners to create new client relationships and close opportunities
Ensure correct & complete awareness of the on-ground facts for ongoing leads and opportunities
Create stable pipeline of opportunities and sold revenue to be delivered in future years
Maintain relations with influencers and decision makers at client organizations
Maintain information relating to accounts, contacts, opportunities, incumbent providers etc. required to support sales and marketing activities
Track open opportunities and coordinate with internal stakeholders to move opportunities to closure
Be aware of client’s decision makers / influencers and incumbent service providers / OEMs
Create impactful client interactions during pursuits to improve chances of success
Timely response to client requests in relation to an opportunity
Key performance metrics:
- Leads generated and converted
- Leads sourced and converted from existing accounts
- New relationships developed in the marketplace
- Sales in new accounts
- Sales with SI partners
- Sales with consulting partners
- Cash revenue generated during the financial year
- Revenue sold for future years
- Adherence to internal sales operations processes
- Adherence to the organization’s policies
- Market awareness events participated in
- Revenue sold for future years
- Sales in new accounts
- New relationships developed in the marketplace
- Leads sourced and converted from existing accounts
- Adherence to internal sales operations processes
- Adherence to the organization’s policies
Selection process:
We seek to be transparent during the selection process. While the actual process may vary from the process indicated below, the key steps involved are as follows:
- Interview: There are expected to be at least 3 rounds of interviews. The number of interview rounds may increase depending on the criticality and seniority of the role involved.
- Final discussion on career and compensation: Post final selection, a separate discussion will be set up to discuss compensation and career growth. You are encouraged to seek any clarifications you have during this discussion.
Preparation required:
It is recommended that you prepare on the following aspects before the selection process:
- Landscape of the market in the UAE with respect to software used by the risk, finance, IT and Business Intelligence / Analytics departments at banks
- List down the client organizations where you have relationships and the functions / departments where the relationships lie
- Landscape of the market in UAE with respect to training providers / agencies and nature of courses offered by them
For any additional queries you may have, you can send a LinkedIn InMail to us, connect with us at https://www.acies.consulting/contact-us.php or e-mail us at [email protected].
How to reach us:
Should you wish to apply for this job, please reach out to us directly through LinkedIn or apply on our website career page – https://www.acies.consulting/careers.php
