Job Role: Solution Sales

Key Responsibilities

Solution consulting & pre-sales: Understand client business/technical requirements, design and present solutions (core banking, payments, lending, risk, compliance systems) tailored to their needs.
Product demonstrations & POCs: Conduct technical demos, proof-of-concepts, and pilot deployments to showcase solution capabilities to bank stakeholders (IT, operations, business heads).
RFP/RFI response: Prepare technical proposals, solution architecture documents, and respond to tender/bid requirements, often working with pricing and legal teams.
Client relationship management: Act as technical liaison between sales, engineering, and the client, building trust with CTOs, IT heads, and compliance officers.
Requirement gathering & gap analysis: Translate business needs into technical specifications, identify integration points (core banking systems, payment gateways, APIs).
Competitive positioning: Understand competitor offerings and articulate differentiation (security, compliance with regulations like RBI/MAS/PCI-DSS, scalability).
Sales support: Support account managers/sales reps in deal closure by addressing technical objections, providing ROI/TCO justification.
Post-sales handoff: Coordinate with implementation/delivery teams to ensure smooth transition after contract signing.
Industry & regulatory knowledge: Stay current on Singapore/ ASEAN banking regulations and standards, and fintech trends relevant to BFSI clients.
Internal collaboration: Work with product management to relay client feedback and influence roadmap based on market/client demands.

Required Qualifications & Skills

Sales & Business Development

Proven track record in solution selling (not just T&M/staff augmentation) within BFSI or enterprise technology
Strong hunter mentality — demonstrated ability to identify, prospect, and close new business independently
Experience managing complex, multi-stakeholder sales cycles with strategic accounts
Skilled in consultative selling — translating technical capabilities into business value and ROI

Technical Acumen

Working knowledge of core banking systems, toolchains, and integration architecture (APIs, middleware, core banking platforms)
Ability to understand and articulate technical solutions credibly to CTOs, IT heads, and enterprise architects
Familiarity with banking technology trends (digital transformation, cloud migration, DevOps toolchains, regulatory tech)

Industry & Client Knowledge

Experience working with or selling into major banks (e.g., UOB, DBS, or similar regional/global financial institutions)
Understanding of BFSI regulatory and compliance landscape (MAS, RBI, PCI-DSS, etc.)
Existing relationships or network within banking IT/procurement functions is a strong plus

Strategic & Account Management

Ability to build and execute account expansion strategies across strategic accounts
Skilled in navigating enterprise procurement, RFP/RFI processes, and long sales cycles
Capacity to balance farming (existing accounts like UOB) with hunting (new strategic accounts)

Solution Sales Manager