Sales Director - Banking/Financial Services/Insurance

About the role

• Role: Sales Director
• Industry Opportunities: Banking/Financial Services/Insurance (BFSI)
• Location: East

What is the Role?

Telus

Digital, Salesforce Practice is on the lookout for driven Sales Directors who possess the grit and energy to help us grow and scale. The Sales Director is responsible for leadership and support throughout the customer engagement and solution implementation lifecycle. They are accountable for identifying and driving new opportunities with new and existing customers to meet revenue quota/targets.

They are an experienced sales leader in the Insurance/Banking-Financial services industry and have experience selling Salesforce solutions. They are strategic thinkers who tap into the motivations of our customers to carve out the right engagement that will meet their needs. They possess business analysis and critical thinking skills. They work closely with pre-sale, delivery experts and industry experts in order to effectively shape a deal.

Responsibilities

• Sales Directors to generate leads sourced through partnerships with Salesforce sales leaders or direct via strategic sales motions.
• Work with prospects and existing clients to identify, nurture and develop opportunities.
• You will own the opportunity and adhere to our sales processes including timely maintenance of pipeline and forecasts..

You will be responsible for working closely with the TELUS Digital Salesforce Practice presales and industry teams to bring the right points of views, solutions and proposals forward to customers ensuring timelines are being met. You will nurture relationships with aligned Salesforce sales teams supported by account planning, team building and enablement activities in order to help drive pipeline.

• Develop and execute an account and sales plan to grow business for TELUS Digital, Salesforce Practice Insurance/Banking-Financial services.
• Own a quota of $4M+ and be able to sell cross-cloud Salesforce services to meet/exceed quota across Enterprise, Commercial and SMB accounts

Perform business development duties, including but not limited to market and territory analysis, new business opportunity identification, marketing campaign and pre-sales leadership, pursuit and solution proposal leadership, contract negotiation and execution, post-sale customer success engagement, existing customer retention and growth, facilitation of long-term relationships with both customers and partners, with strong emphasis on nurturing Salesforce field sales relationships

• Execute daily pipeline management in Salesforce and provide weekly forecast, pipeline, and activity reports, as directed
• Collaborate closely and effectively with TELUS Digital Salesforce Practice
• Insurance/Banking-Financial services Practice leadership, marketing, business development, and consulting colleagues

Develop Statement of Work including defining business challenges and summarize recommended solutions in collaboration with Pre-sales and Delivery leadership. Knowing how Salesforce, AI, and unification of data all work together to draft a solution vision is expected

• Create a portfolio of new logos and existing customer expansion
• Maintain an in-depth knowledge ofTELUS Digital, Salesforce Practice credentials and Salesforce solutions and roadmap
• Transition the deal to the delivery team with the appropriate knowledge sharing sessions when fully executed
• Stay engaged with the Customer during the delivery to assess any new opportunities or contract extensions
• Successfully articulate TELUS Digital Salesforce Practice and Salesforce credentials, in the context of effective discovery regarding prospect/customer requirements, leading to proposed solutions
• Drives business development with the proper information, tools, and subject matter expertise to sell engagements within their solutions and offerings, partnering with industry sellers
• Builds and develops relationships with Salesforce executives, field sales teams, and owns account planning, including key pursuits
• Proposing accelerators to scale offerings while driving down cost to implement is crucial.
• Complete Trailheads and Salesforce Certification on the following within 12 months of joining: Salesforce Administrator, Agentforce, Data Cloud

Qualifications

3+ years of Salesforce Consulting sales experience specific to Insurance and/or Banking Financial Services

• 2+ years of systems integration sales experience
• 5+ years selling technology solutions
• Documented and sustained track record of sales success
• Must be authorized to work for any U.S. employer
• Approximately 30 percent trave
• Experience partnering with C-level executives as a trusted advisor
• Experience with end-to-end implementation of Salesforce solutions

Salesforce ecosystem experience highly desired

• Solid judgment and problem-solving skills
• Ability to manage multiple projects or priorities
• Strong influence, communication, and negotiation skills

Additional information

Strong experience collaborating with business process owners, program/project management leaders, and technical teams to develop solution proposals

Experience with large scale technology projects

Experience working with technical and creative project teams

Proficient in G-Suite and Microsoft Office apps and other collaboration and project management tools (e.g. - MS Teams, Quip, Slack, Smartsheet, Lucidchart, etc.)

Soft skills

• People leadership - Must have demonstrated leadership skills in developing and growing long term, high value client relationships
• Teamwork - Ability to effectively team with peers in a large, matrixed organizations, including significant experience with off-shore teams and delivery
• Client focus - Must apply a client-centric mindset and ensure that all projects keep clients’ stated needs and goals top of mind.
• Accountability - Must be willing to take ownership of and responsibility for clients success Communication and presentation skills - Must present complex information to both technical and non-technical audiences.
• Innovation, creativity, and problem-solving - Should be willing to think outside the box when confronting project challenges, building out practice assets and defining methods to train delivery resources.
• Strategy - Must be able to lay out a strategy or roadmap for clients onboarding or amidst a digital transformation anchored in Financial Services use cases
• Leadership Qualities: Must have a strong commitment to living in service to others
• Be of outstanding character; a leader who influences others to become the best versions of themselves and demonstrates wisdom, integrity and resilience even in tough times
• Be a keenly intelligent builder, dedicated doer, and empathetic leader who enjoys developing teams and creative strategies