We are seeking an experienced and highly motivated Sales Manager to join our team and drive significant growth within the Financial Services sector. This is a key role focused on hunting new business opportunities, establishing and potentially building our sales function dedicated to FSIs. The ideal candidate will possess a strong understanding of the FSI landscape (banking, insurance, wealth management, etc.), a proven track record in selling IT consulting services, and the ability to develop compelling value propositions, execute effective market penetration strategies, and foster strong internal and external collaboration.
Responsibilities:
New Business Development (Hunting)
- Proactively identify, target, and acquire new clients within the Financial Services sector (banks, insurance companies, asset managers, FinTech's, etc.).
- Develop and manage a robust sales pipeline from lead generation and qualification through to negotiation and deal closure.
- Build and maintain strong relationships with key decision-makers and influencers within target FSI organizations.
- Conduct outbound prospecting activities, including cold calling, emailing, networking, and attending industry events.
Financial Services Industry Knowledge
- Strong understanding of Singapore's banking, insurance, and fintech ecosystem, including private companies and public agencies.
- Comfortable with banking business covering retail banking, corporate and investment banking and wealth management banking.
- Well-versed in regulatory trends, digital banking, ESG, compliance, and FSI innovation drivers.
- Familiar with core systems, including core banking, insurance platforms, digital engagement, risk & compliance tools, and API/open banking platforms.
- Knowledge on the banking ecosystem of software providers (eg Finacle, Temenos, Finastra, Murex).
- Familiar with transformation priorities such as modernization, automation, use of AI in development activities.
- Experienced in vendor onboarding and establishing MSAs to secure preferred vendor agreements.
Sales Strategy & Market Penetration
- Analyze market trends, competitor activities, and client needs to identify new service opportunities and refine sales approaches.
- Develop and execute strategic sales plans to achieve revenue targets and increase market share within the FSI vertical.
- Define and articulate clear value propositions tailored to the specific challenges and opportunities faced by FSI clients.
- Contribute to the overall go-to-market strategy for the FSI sector.
Collaboration & Solutioning
- Work closely with pre-sales, technical consultants, and delivery teams to understand client requirements and craft tailored IT consulting solutions.
- Ability to leverage alliances with vendors, and co-sell with technology and channel partners
- Ensure smooth handover of secured deals to the delivery team.
- Collaborate with the marketing team to align sales activities with marketing campaigns and collateral development.
- Provide accurate sales forecasts, pipeline reports, and market feedback to senior management.
Client Relationship Management
- Act as a trusted advisor to clients, understanding their business drivers and technology landscapes.
- Can confidently engage with CxOs, business heads, and procurement leaders
- Negotiate contract terms, pricing, and statements of work (SOWs).
- Ensure high levels of client satisfaction post-sale to foster long-term partnerships and identify upsell/cross-sell opportunities.
Profile
- Minimum Bachelor's level degree in IT or Business IT required
- Minimum 5-7 years of successful B2B sales experience, specifically selling IT consulting services, software, or custom digital solutions
- Proven track record of selling into Financial Service Institutions (Banking, Insurance, Capital Markets, Wealth Management, etc.) is essential.
- Demonstrable experience in new business development (hunting), full sales cycle management, and consistently meeting or exceeding sales quotas.
- Solid understanding of the business challenges, regulatory environment (e.g., MAS regulations if in Singapore), and technology trends within the FSI sector.
- Ability to understand complex client needs and articulate compelling business value derived from IT solutions.
- Excellent verbal and written communication, presentation, and negotiation skills.
- Proven ability to work effectively with cross-functional teams (technical, delivery, marketing).
- Proficiency with CRM software (e.g., Salesforce) and standard office productivity tools.
- Proactive, persistent, and results-driven with a strong desire to win new business.
- Self-starter comfortable with building processes, taking initiative, and potentially shaping a new team/function.
- Ability to analyze markets, identify opportunities, and develop effective sales strategies.
- Adept at building rapport and trust with senior executives and stakeholders.
- Thrives in a fast-paced, dynamic environment.
