Sales Executive Senior-Client Management

Fidelity National Information Services•Philadelphia, PA

61d•$145,980 - $240,860

About The Position

As an Account Manager, you will collaborate with the Internal and External stakeholders within a global fintech environment with endless opportunities for success. Provide industry-leading solutions to prospective clients. The Capital Markets Account Management Team is comprised of team members each with specific market expertise that we leverage to better support our clients. The team covers the entire slate of FIS Capital Markets products spanning the front, middle and back office. Asset types include Equities, Derivatives and Fix Income. Each member of the team carries two quotas: A Renewal Quota and a New Sales Overlay quota. Both are measured on quarterly and yearly basis. Additionally, there are key metrics that are measured in order to ensure we are keeping close contact with our clients and keeping track of our expected communication levels. These metrics have proven to provide excellent visibility in the health of our client relationships.

Requirements

Bachelor's degree or the equivalent combination of education, training, or work experience.
Good understanding of FIS products and services
General knowledge of financial and/or payment solutions technology including systems, applications and banking practices
Requires expert negotiation and communication skills, both written and verbal
Communicates ideas both verbally and in written form via presentation in a clear, concise and professional manner appropriate to audience including executive levels
Requires solid decision-making and problem solving skills
Analytical skills are required to determine client business needs and requirements
Ability to remain calm under various levels of pressure
Ability to show established track record of involvement in industry trade groups preferred
Requires the ability to establish and maintain effective working relationships with all levels of management (internally/externally), employees, clients and public
Extensive experience as a Sales Executive in FinTech or financial services.
At least 10 years of experience interacting and partnering with senior management.
Understanding of investment banking operations, technology and change landscape.

Nice To Haves

Direct Capital Market experience
Previous Senior/Strategic Account Management experience

Responsibilities

Works to achieve assigned annual quota targets.
Manages, plans, organizes, leads and controls balanced sales growth, continued account penetration and customer satisfaction on a long-term multi-year focus.
Acts as primary liaison between client and FIS and understands client needs including financial expectations and restrictions.
Develops and executes account plans to ensure continued revenue growth from account base.
Performs detailed territory review for management (1st Quarter) providing information on assigned client base.
Demonstrates product and industry knowledge including various solutions, market strategies and competitive intelligence.
Prepares and presents proposals to clients utilizing FIS resources and tools. Garners sales management approval for proposal generation and may not apply discounts to proposals/contracts without obtaining FIS management approval.
Structures, negotiates and closes "deals" that meet customer expectations and FIS's ability to deliver; utilizes appropriate company resources per resources plan to provide product marketing support or specialized product sales expertise.
Negotiates terms and conditions of FIS contracts with client and ensures terms are within FIS standards.
Ensures accurate forecasting and pipeline management as well as accurate content and certification of information in EMS (Entity Management System for assigned clients.
Implements account coverage methodologies that ensure 100% renewal rates of current FIS clients.
Identifies and reports "at risk" clients and escalates to executive management; prepares, implements and executes "at risk" plan.
Listens and escalates concerns of customers with regard to current products/services.
Within client organizations, builds network of both operational and executive C-level users and maintains knowledge of products and services utilized.
Works directly with Corporate Briefing Team to plan, coordinate and facilitate client meetings at FIS offices and Executive and/or Sales Executive visits and presentations at client on-site facilities.
Prepares and submits Client Call Report after each client visit.
Other related duties assigned as needed.
Sell products and services
Manage relationships.
Ensure alignment of client technology and business strategies.
Focus on account retention and continued revenue growth.