• The Senior Sales & Account Executive Africa – Corporate Banking Solutions position is a key member of Our Client’s regional leadership team and reports directly to the Regional Director Corporate Banking Sales Africa. The position will ideally be located in Johannesburg with travel requirements.
• As Our Client converts its global business model from license to subscription, and already substantially transitioned from a software solutions provider to a global software platform, they are seeking a high impact and visionary sales leader who is rich in operations and strong in driving sales process, cadence and discipline, and with a strong knowledge of the African Corporate Banking market.

RESPONSIBILITIES

Primary Objective: Our Client is looking for a senior sales & account executive with an exemplary track record to build upon their solid relationships and expand upon their foot-print. The ideal candidate will have a successful track record of navigating financial institutions and the ability to grasp complex concepts quickly. Multiple years of exceeding quota at other sales organizations into pan-Africa is a must. Experience in selling Trade & Supply Chain Finance & Lending management solutions strongly preferred.

General Profile

• Anticipates market and/or regulatory changes; provides market intelligence and the insights needed to anticipate competitor actions with Our Client’s impact
• Pursues key global or strategic accounts
• Nature of product portfolio and sales process typically characterized by:
• Strategic enterprise accounts– clients with products across multiple business segment’s with high levels of product penetration) or prospects (with currently low penetration)
• Requirement to leverage a deep understanding of the market, clients and competitors to shape sales strategy, negotiates and closes the largest and most complex opportunities
• Deals represent a significant portion of Our Client revenues globally
• Long sales cycle
• Is recognized externally as an expert in key client industries

Business Expertise

• Anticipates market and/or regulatory changes; provides market intelligence and the insights needed to anticipate competitor actions and changing industry dynamics. Identifies opportunities across the accounts/prospects and across all Our Client products in Corporate Banking

Leadership

• Co-operates with colleagues; leads accounts and prospects of such significance that the role requires ability to manage cross-functional relationships and resources

Problem Solving

• Solves unique and complex sales problems with a broad impact on the business; requires innovative thinking to develop sales solutions and influence the positioning of Our Client overall within the marketplace

Product Expertise

• Leverages product or service expertise to meet and anticipate complex client needs and develop new offerings that may be needed in the future
• Understanding and knowledge of banking domain areas which should cover at minimum the following: Trade & Supply Chain Finance & Lending management

Territory/Account Complexity

• Manages one or several existing large and most important global accounts or prospects that make up a significant percentage of the organization’s revenue
• Manages accounts of significant enterprise-wide risk or complexity

Influence

• Has a comprehensive set of relationships with decision makers in assigned accounts/ prospects and the market with the most challenging or complex selling situations

Negotiation

• Negotiates and closes the largest and most complex opportunities; helps create new offerings or combinations to meet client needs

REQUIREMENTS

EXPERIENCE

• 8-10-years of experience in outside sales representing enterprise software, SaaS or FinTech solutions. Knowledge of the banking vertical strongly preferred.

EDUCATION

• Bachelor’s degree in Business Administration or related discipline or equivalent experience.