Executive Director of Sales

Company Description

Who Are We?

Sopra Banking Software is the partner of choice for more than 1,500 financial institutions worldwide. 

The rich variety of our solutions, the strength of our conviction, and our passion for innovation enable us to support our clients on a daily basis and in their future projects, as well as in their goals regarding financial inclusion. Our customers, based in over 80 countries around the world, benefit every day from our technologies and software, as well as the expertise of our 5,000 employees.

Sopra Banking Software is a subsidiary of the Sopra Steria Group, a European leader in consulting, digital services, and software development. With 50,000 employees, the Sopra Steria Group generated a turnover of €5.1 billion in 2022. 

For more information, follow us on LinkedIn, Twitter & Instagram, or visit www.soprabanking.com

Job Description

What role will you play?

At Sopra Banking Software, we help banks and lenders from around the world make financial services accessible to everyone, everywhere, at any time. The need for this technology and the service behind it is at its peak and you would have a vital role in capturing market leaders and solidifying our solutions as the best fit for them! As Executive Director of Sales in the Northeast Americas, you will need to be hands on, proactively driving and directing new leads! Your ability to manage existing relationships and prospects and to deliver on sales targets for various software solutions provided to financial institutions and lenders to the auto, equipment, and agriculture sectors will be crucial to your success in this role.

What will you be doing?

• Develop and execute a strategic sales plan to achieve revenue targets.
• Identify and build relationships with potential clients (lenders) and develop a pipeline of new business opportunities, that is equal to or exceeds 3x your annual sales revenue targets.
• Build and maintain long-lasting, strong relationships with clients while partnering with them to better understand their business objectives and needs.
• Collaborate with other team members on the pre-sales, demo and project resource securing processes to ensure that your new prospects expectations on a delivery date are meet.
• Collaborate with the marketing teams, Head of Direct Sales and Head of Automotive Strategy to develop positioning and messaging for the company’s software solutions in your regional area.
• Conduct presentations and demonstrations of the company’s software solutions to perspective clients in order to effectively communicate the value proposition.
• Negotiate and close contracts with prospective clients.
• Provide initial support to ensure satisfaction and future business opportunities.
• Partner with clients to understand their business needs and objectives.
• Stay up to date with changes in the auto and equipment finance industry and advice on ways to ensure the software solutions remain competitive.
• Report on forces that shift tactical budgets and strategic direction of accounts.
• Own and hit/exceed annual sales targets within assigned territory and accounts.

Qualifications

What do we require from you?

Knowledge & Skill Requirements:

• Proven sales executive experience, meeting or exceeding targets
• Proven ability to drive the sales process from plan to close within the automotive wholesale finance industry
• Proven ability to articulate the distinct aspects of products and services
• Knowledge of how to develop client-focused, differentiated and achievable solutions
• Proven ability to position products against competitors
• Demonstrable experience as head of sales, developing client-focused, differentiated and achievable solutions

Competencies:

• Self-starter within a high-performance sales team, taking responsibility for driving your own new business sales and increasing cross-sell ratios per lead conversion
• Confident in initiating and driving conversations with C-Suite decision makers of Banks, Captives, Lenders, and Brokers via email, phone, LinkedIn and at Industry events
• Strong leadership and management skills with a proven track record of building and managing C Suite relationships
• Excellent communication and presentation skills, both verbal and written
• Excellent listening and negotiation skills
• Ability to work collaboratively with cross-functional teams in a fast-paced environment
• Ability to travel up to 50% of the time

Education/Certification/License Requirements:

• Bachelor’s degree in Business Administration, Sales, marketing or a related field