Services Sales Manager

So, what's the role all about?

As a Services Sales manager in Actimize, you will be responsible for managing an assigned territory and/or a group of Actimize clients. Leveraging your industry and domain expertise, combined with strong financial and business acumen, you will utilize a consultative sales approach to proactively position and close high-value Professional Services engagements in the financial crime sector.

Your target clients, both existing and new, will be medium-large financial institutions across the APAC region. As an individual quota carrier, you will manage the entire sales cycle from initial demand generation and pipeline building to crafting compelling value propositions aimed at senior stakeholders. You will also be responsible for proactively establishing, developing, and maintaining relationships with senior stakeholders within client and prospect organizations. Additionally, you will lead and contribute to Actimize industry events, including roundtables, webinars, industry panels, and tradeshows.

The role also involves partnering with NICE Actimize License/Product Sales, Pre-sales, and the broader Professional Services team to sell the value of Professional Services early in the License/Product sales cycle. You will respond to the services elements of RFIs and RFPs, prepare client proposals, and ensure a smooth handover to the delivery team.

How will you make an impact?

• Strategize and define a clear, comprehensive, and executable professional services sales plan for a defined territory and set of Actimize accounts.
• Proactively drive and lead strategic conversations with clients and prospects about industry trends and regulations to generate Professional Services opportunities.
• Apply a consultative sales approach to proactively identify and validate client challenges, priorities, and objectives, managing the end-to-end consultative sales cycle.
• Partner with and act as a trusted advisor to Actimize clients and prospects to ensure they maximize the value of their Actimize technology investment.
• Establish, develop, and nurture relationships with senior stakeholders, including C-suite executives.
• Meet and exceed quarterly and annual professional services sales targets.
• Articulate and promote the value of Actimize professional services both internally and externally.
• Collaborate with Product/License Sales and Pre-sales specialists in the designated region to provide services-related responses to RFIs and RFPs.
• Contribute to the Services RFP library.
• Work with Pre-sales specialists and Sales Managers to understand solution scope and recommend the most favourable positioning of services.
• Coordinate with service delivery teams to achieve early alignment in preparation for delivery.
• Maintain ownership of professional services opportunities.
• Prepare compelling client proposals for Professional Services using in-house developed templates.
• Lead, participate in, and contribute to Actimize events, roundtables, and webinars to raise awareness of Actimize Professional Services capabilities.
• Keep the Sales CRM system updated on a weekly basis.

Have you got what it takes?

• Financial services experience (banking, brokerage, or insurance) - A MUST.
• Extensive knowledge and experience within the financial crime domain - A MUST.
• External consulting and/or professional services experience with a vendor selling services - A MUST.
• Experience with consultative selling and associated methodologies.
• Excellent communicator, comfortable presenting to senior stakeholders and larger audiences at industry events.
• Experience with industry-standard sales forecasting methodologies.
• Strong business and finance acumen, experienced in building complex business cases.
• Able to work autonomously and independently, as well as being a strong collaborator capable of leading cross-functional initiatives.
• Excellent written and verbal presentation and communication skills.
• Comfortable with internal and external negotiations.
• Highly skilled at articulating the value of services both in lead roles where services are sold as stand-alone engagements and as part of an overall solution sale.
• Professional client-facing demeanour.
• Ability to problem-solve and thrive in a fast-paced, dynamic environment, managing multiple opportunities on strict deadlines.
• Strong work ethic and ownership of your work product.
• Team player.
• Ability to travel up to 50% of the time.

You will have an advantage if you also have:

• Strong, proven skills in client relationship management and people leadership.
• Customer-facing skills, including presenting and articulating prescribed messaging.
• Proven ability to effectively communicate with, and influence, all levels of an organization including C-level executives and decision-makers.
• Manage client relationships and individual engagements with a strong focus on excellence.
• Knowledge of core business domains such as strategy, operations, data analysis techniques, and artificial intelligence.
• Capable of working on multiple overlapping tasks in a fast-paced environment with a "can-do" attitude and a problem-solving approach.