Promontory Financial Group Sales Principal

Job description

Promontory, an IBM Company, is seeking a dynamic, results-oriented sales leader to join our growing team as Sales Executive, responsible for business development and sales of financial services compliance managed services across Europe. The position is based in Milan.

This position will be responsible for identifying new business opportunities and selling Promontory business process solutions and managed services. The Sales Executive will prospect for new business, establish and manage business relationships and partnerships with clients and collaborate with internal team members on specifications and proposals to strategically win new business. S/he will also collaborate closely with Solutions, Operations to setup and operate new contracts.

Principal Responsibilities:

·  Developing and executing a comprehensive, business development plan for the managed territory, including:
·  developing a territory plan specifying the goals, strategies and prospect lists for each managed territory;
·  prospecting and qualifying the assigned territory and accounts including through the use of our qualification worksheet and account/win plans and entering the prospect and contacts directly into the CRM system;
·  maintaining a complete set of such qualification worksheets and account plans in CRM;
·  Performing a client needs assessment as part of consultative business development process;
·  Managing business development process from initial client contact to closing a deal.
·  Driving the Plan Participant's business development efforts by:
·  assembling and maintaining at all times, a full pipeline of accounts from within his/her managed territories and meeting the pipeline metrics as described in the Pipeline Objectives section of the Plan;
·  actively making calls and conducting face-to-face sales visits, as necessary to achieve the PFG Plan Participant's goals, including the revenue goals;
·  documenting business development activity in the CRM database, including weekly updates, call reports and pipeline modifications and communicating frequently with the rest of the PFG organization about business development opportunities and strategies;
·  Actively collaborating with the Promontory Solutions team to scope opportunities and to drive the final solution definition and commercial terms with a profitable outcome;
·  Developing and managing existing client relationships within assigned territory;
·  Where appropriate to the opportunity, actively selling Transformational Managed Services inclusive of PFG organizational and optimization services, IBM automation services and PRR Managed Services;
·  Adhering to IBM's Business Conduct Guidelines;
·  Orchestrating the efficient use of technical and consultative resources to enhance the business development process; and
·  Performing other duties as required.
PromRoW

Auto req ID

281957BR
Required Education

Bachelor's Degree
Role ( Job Role )

Solution Representative
State / Province

MILANO
Primary job category

Sales
Company

(0072) IBM Italia S.p.A.
Contract type

Regular
Employment Type

Full-Time
Is this role a commissionable/sales incentive based position?

Yes
Travel Required

Up to 75% or 4 days a week (home on weekends - based on project requirements)
IBM Business Group

Industry Plat
Preferred Education

Master's Degree
City / Township / Village

MILANO
Being You @ IBM

IBM is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.
Required Technical and Professional Expertise

·  Undergraduate degree in business, marketing, communication or a related field is required or equivalent work experience.
·  Previous experience of consultative sales and account management experience.
·  Experience selling risk and compliance-centric services or Business Process Outsourcing (BPO) solutions to banking and financial services institutions.
·  Experience in account strategy, planning, and relationship management.
·  Excellent computer skills; advanced proficiency in Microsoft Office products.
·  Must be able to travel extensively domestically and internationally.
·  Fluent Italian
Country/Region

Italy
Preferred Technical and Professional Experience

·  Familiarity with Financial Crimes regulations for European institutions.
·  Consistent track record of over-achieving quota (top 10-20% of company)
·  Demonstrated experience consistently closing transactions >$500K.
·  Prior experience with implementation and operational management of transactional based services preferred.
·  Ability to develop strong, long-lasting customer relationships with C-suite executives as well as key business contacts.
·  Superior knowledge of sales techniques including cold-calling, networking, lead generation, and presentations.
·  Multi-lingual with the ability to sell in multiple countries strongly preferred.
·  Ability to work independently in a growing, start-up environment.
·  Excellent computer skills; advanced proficiency in Microsoft Office products.
·  Must be able to travel extensively domestically and internationally.
·  Experience selling AML or forensic/compliance solutions, preferred.
Secondary Job Category

Solution Sales
Eligibility Requirements

*
Position Type

Professional
Early Professional Track

Not Applicable - Professional Hire
Location Statement

For additional information about location requirements, please discuss with the recruiter following submission of your application.
Introduction

At IBM, work is more than a job - it's a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you've never thought possible. Are you ready to lead in this new era of technology and solve some of the world's most challenging problems? If so, lets talk.
Your Life @ IBM

What matters to you when you're looking for your next career challenge?

Maybe you want to get involved in work that really changes the world? What about somewhere with incredible and diverse career and development opportunities – where you can truly discover your passion? Are you looking for a culture of openness, collaboration and trust – where everyone has a voice? What about all of these? If so, then IBM could be your next career challenge. Join us, not to do something better, but to attempt things you never thought possible.

Impact. Inclusion. Infinite Experiences. Do your best work ever.
About Business Unit

IBM Industry Platforms provides a range of strategic technologies to remove much of the cost and complexity of delivering core business functions. By delivering artificial intelligence, analytics, security, blockchain and cloud technology as a service, and in a complete platform tailored to the needs of each industry, IBM helps clients become more customer-centric, balance costs and mitigate risk.
About IBM

IBM's greatest invention is the IBMer. We believe that progress is made through progressive thinking, progressive leadership, progressive policy and progressive action. IBMers believe that the application of intelligence, reason and science can improve business, society and the human condition. Restlessly reinventing since 1911, we are the largest technology and consulting employer in the world, with more than 380,000 IBMers serving clients in 170 countries.