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Lead Solutions Consultant Dubai - United Arab Emirates

Dubai - United Arab Emirates
2021-05-31 06:40:34
Lead Solutions Consultant Dubai - United Arab Emirates
The Global Solutions Consultants (GSC) group works with various Finastra teams to ensure that all pre-sales activities are executed to the highest possible standards and ensure that all proposals provide a compelling value proposition and truly meet the customer’s needs. Members of the Global Solutions Consultants group have a wide range of both business and technical skills and competencies, are highly motivated and drive best practice approach to all pre-sales activities, customer facing demos, customer workshops and RFI/RFPs management processes.

You are a proven and established leader in the world of Fintech, with a history of selling and implementing software and managed services offerings in the Financial Services industry, with a focus on Business Banking (SME).

In the role you will be expected to undertake discovery visits, qualify opportunities, answer RFI/RFPs create client specific value propositions and demonstrate the Finastra product set to the level identified in key... responsibilities.

Finally, your acute understanding of the timelines and important milestones of customer engagements combined with your ability to take ownership and drive a pursuit will enable you to proactively remove any barriers to a successful and timely conclusion of the engagements.

Responsibilities and deliverables
• Be the functional expert on Finastra business banking offer and be able to present the value proposition, with additional focus on the other Finastra corporate banking solutions
• Supports and tailors regional specific and global campaigns around business banking. Drives value proposition and execution.
• Take leadership on challenging customer and internal interactions.

Able to achieve Finastra goals in these situations. Confident across all levels (C-suite to user).
• Establish credibility with the client, analysis of the client’s need and position the Finastra product modules and release features appropriately to ease the sales process and optimize the efficiency
• Preparation of RFI/RFPs replies to assure the solution is presented according to the key criteria of the prospect/client
• Emphasis is on being leader on core tasks and opportunities, sharing knowledge on areas of expertise. Collaborate with sales representatives throughout the lifecycle of the sales campaign, including exploratory meetings, demonstrations, workshops, system audits and gap analysis to assure consistency of messages
• Manage opportunity and bid qualification assessment and coordinate key internal stakeholders involved in the sales process
• Develops/adapts advanced sales strategies to unique customer needs, Creates customer partnerships, able to x/up-sell Finastra Products to the customer
• Leads qualification approach for key/complex ops.

Able to think around issues, forward thinking. Signs off on GSC (Global Solution Consultant) recommendation for go/no go decision

Role and experience

The role requires you to drive external engagement and work collaboratively and closely with the sales, product management and services teams to be successful. The individuals will be expected to have a strong expertise in Business Banking (SME) such Cash Management (Payments, Collections, Liquidity, Fixed deposits, etc), supply chain financing (receivables / Invoice financing), SME lending, Factoring, Trade Finance business background, an understanding of system architecture and integration either through working with a Finastra customer or through similar work experience with another vendor, show a deep understanding of the business processes of both financial institutions and SME and be able to position the value of Finastra solution offerings (product and services) to help address those needs.
• Required experience of 10 years in selling, consulting and implementing software to answer Business Banking (SME) financial challenges
• Extensive knowledge of working in a financial software vendor environment and understanding of product life cycle management
• Demonstrable Business Banking (SME) experience, ideally as an ex-banker or experience in Business banking products or an equivalent vendors software
• Demonstrated skills of working collaboratively in a large cross-functional environment
• Forward thinking with adoption of Design Thinking methodologies.
• Participate to presentation back to client of Finastra proposal outlining tangible benefits and Finastra competitive advantages, adapting to various audiences.
• Contribute to the RFI/RFPs responses as needed.
• Develop and update regularly enterprise client-facing presentations to present Finastra solutions technology and strategic differentiators.
• Align with Product Management team on technology roadmap and provide feedback and inputs.
• Works independently, with guidance in only the most complex situations
• Support Account Management in their efforts to maintain customer retention and client satisfaction.
• Educate Sales and Sales Operation on basics of enterprise architecture and technology as well as industry trends to ease the collaboration when working on opportunities.
• May participate to industry conferences as needed
• Knowledge of Finastra product suite is desirable
• Ability to demonstrate accountability and commitment by making sound decisions
• Ability to understand customer business drivers and the synergies with the proposed solution
• Ability to work to deadlines and prioritize work in a demanding, fast-paced environment
• Ability to work with empathy and integrity, and to foster positive relations internally and externally
• Excellent communication skills, both written and verbal in English. Additional Arabic skills language would be advantageous
• Travel punctually required on very short assignment (please note all assignments are remote currently
Dubai - United Arab Emirates undefined undefined
Lead Solutions Consultant Dubai - United Arab Emirates Finastra Dubai - United Arab Emirates
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