Product Sales Specialist – Risk Management Solutions

Position Overview:

The Risk Product Sales Specialist will play a critical role in driving the growth of risk management solutions within the banking sector. The role will utilize a strong consultative selling approach to develop and execute sales strategies, engaging with key stakeholders, managing client relationships, and ensuring the successful delivery of tailored solutions to clients. The risk specialist will also work closely with internal teams to move deals through the sales process and achieve overall business targets.

Key Responsibilities:

1. Sales Strategy Development

• Collaboratively develop go-to-market (GTM) plans, including value proposition, aligned with revenue and market share objectives with Product Management, regional Sales Management Marketing and Professional Services and move to execute with local sales teams.
• Identify and prioritize target banking clients for risk management solutions upsell or new logos.

2. Sales Execution

• Coordinate globally with sales teams to ensure effective execution of GTM strategies and identify opportunities with local sales teams in existing client base and new logos.
• Conduct needs assessments, communicate the value proposition tailored to customer needs and differentiated from the competition.
• Deliver presentations and workshops to potential clients identified by local sales teams or your own leads for both existing clients and new logos.
• Support proposal development, contract negotiations, and deal closures including on product subscription revenues and professional services
• Collaborate with cross-functional teams (e.g., Marketing, Product, Legal, Sales Operations) to shepherd the deal from inception to closure and alignment to drive deals through the process end to end and ensure alignment across departments.

3. Performance Monitoring

• Track and report timely on sales activities, pipeline progress, and performance metrics.
• Provide regular updates on sales progress and market opportunities and pivots that may be needed

4. Product Expertise & Market Insights

• Develop in-depth knowledge of the company’s risk management solutions and connectivity with regulatory compliance, reporting and finance offerings.
• Stay informed on regulatory changes, industry trends, and emerging risks and financial risks such as ESG in the banking sector.
• Provide feedback to product development teams to improve solutions based on market needs.

Qualifications and Skills:

• Bachelor’s degree in finance, Economics, Business, or a related quantitative field. A Masters degree in related field would be a plus.
• Minimum 5 years of experience in sales, business development, or consulting within the risk management or financial services software industry with an established network in the banking industry particularly in treasury or CRO offices.
• Proven success in achieving or exceeding sales targets in risk management solutions.
• Strong understanding of banking industry, risk management frameworks (e.g., Basel III/IV, stress testing, ALM, FTP), and regulatory compliance and related tools, technologies and analytics.
• Exceptional solutioning, communication, presentation, and negotiation skills
• Proficient in building relationships and networking within the industry
• Entrepreneurial mindset with a proactive approach to driving business growth.
• Ability to work independently yet collaboratively in a fast-paced environment.

Key Performance Indicators (KPIs):

• Achieving quarterly and annual sales target for new business and retention of existing book
• Expansion of client base and market penetration through successful closure of high-value deals.

For more details please contact Carl Rigby at carl.rigby@wolterskluwer.com