Account Director, Banking
3 weeks ago
Job Description
A b out In t r ali n ks
Intralinks is a leading financial technology provider for the global banking, deal making and capital markets communities. As pioneers of the virtual data room, our technology enables and secures the flow of information, empowering our customers to work more productively and with complete confidence. Intralinks facilitates strategic initiatives around secure document exchange of sensitive data such as mergers and acquisitions, capital raising and investor reporting. Our solutions enhance these activities by streamlining operations, reducing risk, improving client experiences and increasing visibility. We've earned the trust and business of more than 99 percent of the Fortune 1000 and have executed over $34.7 trillion worth of financial transactions on our platform.
Overview
We are currently looking for a high-energy, driven Account Executive covering our Banking & Securities clients with knowledge of the banking industry, technology and solid business-to-business sales and account management experience.
In this role you will work with our extensive client base of global banks and securities firms as well as with new clients and will develop account plans for communication and focus while collaborating with the wider Intralinks team. The job represents balanced customer relationship management, account planning, managing to both performance and quota targets, strategic selling, renewals management, creating new business and upselling existing business with our banking clients. You will be expected to establish and develop strategy for selling directly to targeted key banking accounts and new prospects across the banking and securities industries.
Today, banks are increasingly looking to digitalize their operations and adopt a more structured approach to their financing and other processes which typically require more technology solutions. Intralinks offers an integrated solution to address these needs by offering a unified document repository, collaboration tool, and process management resource and our solutions are typically used by banks for the secure exchange of sensitive information outside the banks' firewall, for instance when reporting to local regulators or external contractors.
The Account Executive enjoys prospecting daily and is skilled at qualifying new customer opportunities, capable of challenging a prospect's existing business practices, introducing Intralinks solutions, conducting deep discovery, and mapping customer business pains to the Intralinks solutions. This is a quota carrying direct sales position.
Th is is an excellent opportunity to leverage your finance and banking knowledge in a software sales role selling into banks.
About the Team:
The Hong Kong team is part of the Asia-Pacific business unit and has shown strong growth over the past 12 months and continues to meet expanding sales targets. As part of the Asia-Pacific business unit, the Hong Kong team is focused on increasing both revenue and market share and cementing a number one market position in the region. The Hong Kong team is currently made up of professionals from both the finance industry and from the IT industry, creating a unique mix of finance with technology.
Responsibilities:
- Establish and develop strategy for selling directly to targeted key accounts and new prospects across the banking and securities industries based on deep knowledge of the industry.
- Leverage your existing network in the banking industry to increase the market awareness of our solutions and continue to expand your network through marketing efforts, client outreaches including cold calls and emails, etc.
- Identify and establish relationships with key decision makers in banks and securities firms through prospecting, marketing leads and expansion of existing contacts within accounts.
- Identifies the need for, and collects, information to better understand customer pain points and priorities. Collects account history from all relevant Intralinks organizations and published sources.
- Identify trends in the marketplace and specific opportunities and create appropriate action plans.
- Develop account plans for targeted accounts to gain greater market share to include proactive research of potential deal activities and trends. Develop and manage a comprehensive territory plan addressing key banking opportunities.
- Discover potential client needs for secure file share use cases across our banking clients and work with our professional services team to offer customized solutions where requested.
- Deliver the Intralinks value proposition in the field, phone meetings and Zoom/WebEx. Employs value-based conversations to arrive at a highly differentiated solution.
- Engages customers in unscripted" dialogue that focuses on addressing the customer's problems.
- Articulates the value Intralinks solutions can solve, leveraging the strength of the Intralinks brand, scale, and market position to place Intralinks at a competitive advantage.
- Build and maintain strong sales pipeline and forecast, through discovery calls and meetings.
- Drive the sales process and manage the contract and approval process of new deals, including negotiating on price and getting approvals including contract terms.
- Manage renewal discussions with our banking clients and seek for upsell opportunities.
- Meet or exceed set Key Performance Indicators (KPI's), for example on number of calls and meetings and other sales-based activities.
- Conducts opportunity and account review sessions with manager using CoS tools. Completes required reports by deadline, maintains accurate forecast.
- Manage all information in our Salesforce.com CRM system related to the account(s).
- Bachelors' degree or equivalent experience required.
- 5-10 years of experience in finance or banking, or software sales into financial services.
- Experience in selling to clients within the banking sector is an advantage.
- Experience selling Software as a Service (SaaS) solutions is a plus.
- Track record of direct sales of over-achieving quota (top 10-20% of company) in past positions.
- Consistent earnings over-achievement in past Account Executive roles while carrying a minimum direct sales quota of USD$500K.
- Strong active listening skills, consultative style, excellent verbal and written communication skills.
- Strong interpersonal skills and collaborative style.
- Ability to work cross functionally to ensure customer success especially with teams overseas.
- Experience successfully applying a structured opportunity management methodology.
- Experience using a CRM system for lead tracking and maturation, forecasting and contact management.
- Ability to approach brand new target customers from scratch to deal close.
- Ability to work in a fast paced, team environment.
- Professional competency in English, Mandarin and Cantonese.
- Shows control and maturity in facing difficult situations, demonstrates creativity and resourcefulness, competitive, most successful in highly ambiguous situations, is driven for success, and has intellectual curiosity.
- Will go above and beyond" in their networking and client engagement efforts.
- Working environment: Demonstrated ability to work independently and efficiently.
- Proficient knowledge of and ability to work with general PC business applications.
- Creativity and resourcefulness.
- Demonstrated ability to work with all levels of contacts within our clients - typically from VP to Head of Departments
- Ability to work with technical teams and internal departments to overcome service delivery obstacles.
- Ability to participate effectively as part of a team.
- Ability to engage proactively with colleagues outside of Hong Kong.
- Value self-awareness, intellectual honesty, judgment, creativity and positive energy - often over career experience
- Evaluate candidates based on potential and the ability for one to grow their career with Intralinks long term
- Have almost 50,000 people login to our platform each day
- Are ranked #1 in the enterprise collaboration and social software suites market by Gartner
- We are the standard for trusted collaboration among networks of business professionals.
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