Senior Business Development Manager - LACA - Florida

Convera•Miami, FL

About The Position

Senior Business Development Manager (Financial Institutions) - LACA - Florida As a global leader in commercial payments that powers international business by moving money with ease, Convera is seeking a Senior Business Development Manager to support B2B sales across the LACA (Latin America and the Caribbean) region. The Senior Business Development Manager role, based in Miami, will be responsible for building a diverse and delivering pipeline of Financial Institutions in LACA, while offering superior customer experience through expertise and advise in cross-border international payments.

Requirements

Must be fluent in: English (oral and written - as most internal communication is in English), Spanish (oral and written) and Brazilian Portuguese to communicate with customers
5+ years of B2B sales experience in international payments or financial services
3-6 years in FX (i.e., understanding of financial markets and their instruments, such as SPOT, FWDS, Derivatives), payments (i.e., understanding of payments & technology market), or financial markets
Extensive sales experience within a global organization with a network of senior contacts in the Financial Services sector
Proven ability to navigate gate keepers to reach and influence C-Suite level relationships
Strong sales management, business acumen, and strategic account management skills
Knowledge of international payments and foreign exchange products
Financially astute with knowledge of business needs/concerns, as well as the commercial impact of global news and events
Proficient in CRM software (e.g., Salesforce, HubSpot) and MS Office Suite
Ability to work independently to achieve or exceed KPIs and revenue targets
Willingness to attain Level 3 CISI Certificate (i.e., Introduction to securities and investments) and/or Level 4 CISI Certificate (Investment advice diploma) within 6 months of hire

Nice To Haves

Experience working in financial institutions, payment solutions and/or management consulting services a plus
Detailed knowledge of the geographical area of reference in terms of banking environment, including established professional networks, competition, and technology suppliers
Bachelor's degree preferred, MBA is a plus

Responsibilities

Contribute to sales strategic planning and business development initiatives
Develop and execute strategic sales plans to expand the client base and achieve sales targets
Manage the entire 360-degree sales process independently
Maintain knowledge of the FX market, compliance, legislative, and broader business/economic trends to anticipate and meet client needs
Surface and understand customer pain points to present/match Convera solutions to meet their needs or objectives.
Use market data and Convera's value proposition to identify new leads and opportunities to build a continuous pipeline
Achieve key performance indicators (KPIs) such as revenue setting targets, and report them on a weekly, monthly, and quarterly basis, to drive revenue growth and retention as well as develop a sales strategy with key product partners.
Identify and engage new prospects in [Financial Institutions sectors], aligning with Partners under the direction of the Head of FI or Sales Leaders
Proactively seek new business opportunities through cold calls, networking events, referrals, exhibitions, and partnerships
Use sales tools like Salesforce, HubSpot, and ZoomInfo to generate leads
Present and demonstrate [international payment solutions and products] to key decision-makers
Introduce relevant support functions such as Customer Relationship Management (CRM), Key Account Managers (KAM) and/or Sales Leaders/Heads to clients
Build and maintain long-term relationships with associated organizations, partners, and advisors of our prospective clients in the Financial Services industry
Collaborate with different partnership teams within Convera to develop a strong external network of Ideal Customer Profile (ICP) partners
Provide ongoing consultation and support to ensure client satisfaction and retention
Manage new customers until they transition to the CRM Team
Participate in industry events to promote solutions and network with potential clients
Lead and influence negotiations with clients of large established organizations (i.e., from the Owner of a start-up to the Finance Director or Chief Executive Officer), securing profitable agreements
Ensure contracts are compliant and monitor performance against agreed terms in collaboration with legal and finance teams
Maintain documentation of all relevant SFDC records (e.g., sales diary, prospect's next steps, etc.)
Work closely with internal teams (i.e., including bid, customer assurance, pre-sales, and customer care) to ensure seamless service delivery
Provide market feedback to support product development and marketing strategies
Work with Global Segment leads and regional product partners to ensure product offering is competitive in service, function, and price
Support junior members of the team and support and/or lead training projects
Maintain accurate forecasts and insights on customer requirements, trends, and risks
Track performance metrics to measure success and identify areas for improvement, leveraging sales tool such as Salesforce