Services Sales Manager, Actimize

What are we looking for in our Services Sales Manager, Actimize?

As the Services Sales Manager, Actimize you will be responsible for a territory for which you will be selling Professional Services to a portfolio of existing Clients. Furthermore, the Services Sales Manager, Actimize also owns the entire process of services engagement within the sales cycle related to new license opportunities. This includes selling the value of Actimize Professional Services early in the License/Product sales cycle, to responding to the services elements of RFIs and RFPs, preparing proposals, working closely with License/Product Sales and Professional Services delivery teams to produce a Statement of Work (SOW), negotiating with clients to close Statements of Work (SOW), and successfully managing a clean hand over to the delivery team.

How will you make an impact?

• Owning the end-to-end services sales cycle from lead- and pipeline generation, to crafting compelling value propositions based on Client/s and prospects needs to negotiation and closure
• Defining and executing the services sales territory plan and services sales account plans
• Net new pipeline generation for stand-alone services
• Developing and managing senior stakeholder relationships
• Managing services sales account
• Working with Product/License Sales and Pre-sales specialists in the designated region, to provide services related responses to RFIs and RFPs
• Contributing to the Services RFP library, any improved or new responses to the Services portion of an RFI/RFP.
• Working with Pre-sales specialists and Sales Managers to understand solution scope, and recommending most favorable positioning of services
• Working with the service delivery teams to achieve early alignment in preparation for delivery
• Demonstrating a high level of ownership of services opportunities.
• Developing effort estimates using an in-house developed estimating tool.
• Preparing proposals using in-house developed templates.
• Preparing SOW’s using in-house developed templates.
• Assisting the team in the creation, maintenance and distribution of Professional Services sales materials and templates.

Have you got what it takes?

• Native Singaporean OR PR – Required
• Financial services experience (banking, brokerage or insurance) – Required
• Knowledge of brokerage/deal surveillance, anti-money laundering (AML) and/or fraud prevention – Required
• External Consulting or Professional Services experience as a vendor with selling Services – Required

You will have an advantage if you also have:

• Experience with selling into senior stakeholders within the Financial Services industry including C-Level suite
• Strong business/finance acumen and seasoned in complex deal structuring and business case build
• Excellent written and verbal presentation and communication skills
• Comfortable with internal and external negotiation
• Able to articulate the value of services as part of an overall solution sale
• Client facing manner
• Ability to problem solve and thrive in a fast-paced and a dynamic environment on strict deadlines whilst managing multiple opportunities at once
• Strong sense of ownership for your work product
• Team oriented
• Ability to travel 20% of the time