Business Development Manager- Technical Pre-sales – Banking and Insurance

Closing Date: April 30, 2021

Job Summary

The Pre-Sales Lead is a client-facing role that creates clear and actionable strategic roadmaps supporting business cases that both delineate a broader end-game, while also prioritizing quick wins with near-term measurable impact, the candidate should have deep knowledge in the Banking and Insurance industry from a business and technologies point of view.

Job Responsibilities

  • Using a deep knowledge of the Banking and Insurance industry, ensure that all proposed solutions can be executed both functionally and technically, within the scope and timeline defined in agreement with the customer.
  • Improve negotiations and contract closing by providing support to the Sales Team.
  • Assist sales team members with sales efforts including the development of client proposals and pitch mechanics. Delivering sales presentations to clients, including designing and developing presentations and responding to RFPs.
  • Proactively and accurately identify prospect pains and propose creative solutions.
  • Own the development of custom presentations, demonstrations, and prototypes to articulate use-cases and value to prospective enterprise customers across verticals.
  • Document and communicate client feedback and new requirements from the field to drive cross-team collaboration.
  • Create quotes and sales proposals on behalf of the sales team.
  • Partner with the sales team to generate leads.
  • Respond to technical and/or functionality questionnaires.
  • Accompany sales representatives during the entire sales process, from RFI/RFP to contract negotiation and closing.
  • Detect functional gaps during scoping calls, analyze them and work with the technical/vendor Team to find a viable solution.
  • Provide scoping support to sales representatives, and substantiate the solutions offered to prospects, from both a business and technical point of view.
  • Assist in other tasks to help close deals, such as price tailoring, contract and SOW drafting, security Q&A, and customizing demo environments.
  • Interact with every area of GBM: Legal Team, Delivery Team, Bid Management Team.
  • Collaborating with management on sales goals, planning, and forecasting; maintaining short- and long-term business development plans.
  • Understanding different industries needs and trends
  • Achieve monthly, quarterly, and annual sales targets established by the LoB
  • Work in close collaboration with GBM’s architects & delivery teams to ensure that proposed offerings and services fully meet customers’ business and technology needs.
  • Develop or manage the technical and commercial proposals for all opportunities
  • Define the winning strategy for each opportunity

 Qualifications & Education Requirements

  • University Degree preferably IT Engineering or related to the job function
  • At least 5 to 8 years of aggressive IT sales experience (Solution selling, IT services, outsourcing, and managed services)
  • A bilingual candidate is a must (Arabic & English)

 Skills 

  • Pre-sales experience is essential
  • Experience working in the software world is essential
  • Effective interpersonal communication and strong project management skills
  • Ability to interpret technical documents and specifications.
  • Ability to be innovative and capable of critical analysis and problem-solving.
  • Results-oriented individual with the ability to effectively manage multiple priorities and timelines.
  • Capability to work independently and take full responsibility for opportunities.
  • Great communications skills, in order to work with several teams with very different backgrounds, as well as with customers, prospects, and other important stakeholders.
  • Commercial and negotiation skills.
  • Technical background (a degree in Systems Engineering or experience that is equivalent).
  • Fluency in English is a must.
  • Must have closed deals worth over $5 million
  • Strong experience in proposal writing and negotiation skills for deals worth over $5 million
  • Demonstration of a consistent over-achievement of client acquisition and sales revenue targets
  • Ability to achieve aggressive deadlines and sales targets
  • Program Management skills.
  • Relevant Experience and knowledge with the Banking  and Insurance industry and related technologies including Core Banking, CRM, Omni Channel,  Mobility, AML, Virtual Banking, Risk Management, banking analytics, combined with cognitive computing, Fraud Management, Wealth Management, Compliance requirements (BASEL III, CECL…) and Analytics
  • Technology selling exposure: Portal, Mobile, Digital, Modernization, IoT, AI, RPA, cloud (MS Azure, IBM Cloud, Google, and AWS), IBM products, Inscription, Authentication, Policy Management, and Big Data.
Main KPI’s:
  • Revenue
  • Inflow
  • Profit
  • Conversion Rate
  • Certification
  • Forecast Accuracy
Employment Type: Permanent