Description
As a leading financial services and healthcare technology company based on revenue, SS&C is headquartered in Windsor, Connecticut, and has 27,000+ employees in 35 countries. Some 20,000 financial services and healthcare organizations, from the world's largest companies to small and mid-market firms, rely on SS&C for expertise, scale, and technology.
Job Description
Sales Director, Asset Services
Locations: Sydney or Melbourne | Hybrid
Get To Know Us:
SS&C Global Investor Distribution Solutions (GIDS)
SS&C GIDS provides information processing and computer software services and products. The Company's operating segments include financial markets, customer management, professional services, and output solutions. SS&C GIDS serves the alternative investments, asset and wealth management, banking and lending, insurance, and real estate industries.
Why You Will Love It Here!
- Flexibility: Hybrid Work Model
- Your Future: Income Protection Insurance & Salary Continuance
- Work/Life Balance: Generous Bereavement & Compassionate leave
- Your Wellbeing: Private Health Insurance discount, Primary & Secondary Paid Parental leave, Death & TPD Insurance
- Diversity & Inclusion: Committed to Welcoming, Celebrating and Thriving on Diversity
- Training: Hands-On, Team-Customized, including SS&C University
- Extra Perks: Discounts on fitness clubs, travel and more!
About the Role
The role will suit an experienced, dynamic and results-oriented Sales / business development director with experience executing on a market sales strategy to achieve targets and growth objectives. The role will be responsible for driving sales results for new client logos, increasing revenue, contributing to the units' sales targets and executing strategic initiatives to further the company's growth objectives.
This will involve identifying and executing sales opportunities in the target markets through your own networks and existing unit networks, working collaboratively with relationship, commercial and sales colleagues.
The role will be required to develop and build networks from identification of formal targets, conversion to active pursuits, management of the sales cycle from executive level client engagement, through the proposal and deal stages. The role will be responsible for commercial elements of the deal, contracts and establishing an agreeable framework for scope of services and implementation working collaboratively with support from commercial, product and transition implementation teams to achieve the sale and establish a handover framework to delivery teams.
An expectation in this role is to collaborate with other SS&C global and local leaders within the immediate business unit and adjacent services to ensure a co-ordinated approach to sales opportunities, while developing opportunities in the region through these connections. This will include engaging directly with SS&C local, regional and global executive leaders to ensure the business has the right focus on pre-sales support for these opportunities and working on priorities aligned with SS&C's growth objectives.
Further, the role is expected to be connected within the industry, fostering relationships with industry peers & relevant stakeholders with active involvement in applicable market events and industry forums to develop
Opportunity snapshot:
We are looking for someone who loves to build pipeline and has a solid new business sales focus. This role is focused on a range of products with the portfolio predominantly consisting of:
- Unit registry / transfer agency Business Process Outsourcing clients
- Fund administration services.
- Collaborate with GIDS (business unit) and other units where aligned SS&C products, software and services may offer a consolidated solution for target clients.
- The scope of this fast-paced role predominantly covers TA and Fund Administration services targeted with Asset Managers, Wealth Managers Trustees, Custodian opportunities (across Melbourne, Sydney and other locations as required).
- Travel will be expected from time to time.
What You Will Get To Do:
Sales strategies and pursuit management
- Develop and execute pursuit plans for target clients with relationship matrices, revenue & growth objectives, whole of SS&C relationship, new opportunities and sales initiatives.
- Maintain and enhance relationships with senior leaders, executives and C level decision makers at the prospect, establishing strong, long-term relationships to cultivate new business opportunities.
- In-depth understanding of clients' business scope & strategic goals and how MFA can support and partner with them.
- Personal knowledge of the scope of services offered to clients and their current true satisfaction levels with “finger on the pulse” of the account at senior levels to escalate potential dissatisfaction or retention issues. Understand client needs, strategies and goals in order to recommend and sell appropriate product or professional service solutions.
- This will require being able to articulate the overall value proposition & strategic offering for MFA.
- Responsibility for revenue forecasts for new clients and commercial management of contracts.
- Keep management informed on new business activity in a timely fashion including reporting.
- Stay current with market trends and industry developments, gather intelligence on competitor activities to identify opportunities for growth and innovation and provide feedback to stakeholders.
- Understand the competitive landscape and customer needs, to effectively position SS&C.
- Provide input to the scope of services through knowledge of competitors, industry & regulations.
- Commercial management of opportunities including but not limited to; contractual engagement, quotation and pricing issuance, rate cards and revenue management.
Sales
- Achieving new sales for the business to generate revenue across allocated products.
- Responsibility for bids/RFPs for new clients as allocated by the company or generated by you.
- Manage, coordinate and answer tender documents (RFI, RFP etc.)
- Produce sales proposals and sales presentations for prospect meetings. Prepare and deliver presentations to prospects on company offerings and value propositions.
- Quotation of new services or professional services, maximising revenue and growth whilst achieving value for the client.
- Collaborate and coordinate with local & global SS&C teams to identify revenue opportunities & drive revenue growth.
- Attend industry events to network, generate leads and increase awareness of the SS&C brand.
- Lead generation via telephone calls, cold calls, warm introductions and social selling (LinkedIn), leveraging content that is produced to provide qualified opportunities to the sales team.
- Identify opportunities to upsell additional services and products to client targets.
- Cross sell relevant MFA services to local and global clients of SS&C to win new business for GIDS.
- Input into change management prioritisation for strategically important or revenue generating client activities to ensure the deal is closed.
- Adherence with SS&C sales processes to ensure CRM systems are updated in a timely manner to give a full picture of revenue opportunities, meeting notes and lead, prospect activities as required.
Additional responsibilities
- Support Client Relationship Directors at key meetings for clients as necessary where adjacent new sales opportunities exist.
- An expectation will be to develop relationships with relevant MFA clients, in addition to allocated sales responsibilities.
- Commercial projects may be allocated from time to time to drive revenue results and outcomes.
- Additional responsibilities as allocated by Sales and business unit leaders.
Key performance indicators
- Achievement of pipeline, sales and revenue growth targets.
- Meet or exceed sales targets and revenue goals set by the company.
- Effective management of quotations, maximise new service & project revenue while delivering value to clients.
- Demonstrate building the sales pipeline effectively and achievement of sales targets as allocated.
Skills and Competencies:
- Ability to constantly focus on solid pipeline development through a combination of targeted email campaigns, calls and market sector knowledge/intelligence.
- Lead generation sales experience via cold call meetings and social prospecting.
- Action and results oriented with strong drive, resilience and tenacity while demonstrating enthusiasm and passion.
- Ability to thrive in a fast-paced environment and self-start with high levels of autonomy.
- Ability to build strong senior relationships and influence/motivate people at all levels.
- Commercial experience and know how - extensive contract management experience with a good understanding of fund services commercial contracts.
- Experience in developing sales collateral and presentation material desirable.
- Strong people person skills with the ability to positioning complex technology and services solutions via the phone and at trade/networking events.
- Proven sales capability – hit goals and grow pipeline. Sales methodology experience desirable.
- Excellent written, MS powerpoint and presentation skills with the ability to articulate value propositions clearly and concisely.
- Multitasking and time management/organisational skills with ability to work under pressure.
What You Will Bring:
- 15+ years Financial Services/Wealth Services experience with registry, fund administration and custodial services experience an advantage.
- 5+ years senior sales experience.
- Proven track record of success and sales results within the financial services industry.
- Direct experience and knowledge of fund structures, the funds industry, relevant trends and clients that operate within the industry.
- Regional and Global experience and/or knowledge of the global funds industry is an advantage.
- Demonstrated understanding and experience in servicing Fund Managers and or Custodians to a high standard.
We encourage applications from people of all backgrounds to enable us to bring diverse perspectives to our thinking and conversation. It's important to us that we strive to have a workforce that is diverse in the widest sense.
Thank you for your interest in SS&C! If applicable, to further explore this opportunity, please apply directly with us through our Careers page on our corporate website @ www.ssctech.com/careers.
Unless explicitly requested or approached by SS&C Technologies, Inc. or any of its affiliated companies, the company will not accept unsolicited resumes from headhunters, recruitment agencies, or fee-based recruitment services.
Applications will be accepted on an ongoing basis until the position is filled.
SS&C Technologies is an Equal Employment Opportunity employer and does not discriminate against any applicant for employment or employee on the basis of race, color, religious creed, gender, age, marital status, sexual orientation, national origin, disability, veteran status or any other classification protected by applicable discrimination laws.
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