Head of Sales, Asia Pacific iGTB

Intellect Design Arena Ltd is a global leader in financial technology products for banking, insurance, and other financial services. A uniquely focused products business, Intellect specializes in applying true digital technologies and designing advanced technology products for global financial institutions.

Intellect’s Global Transaction Banking (iGTB) is the transaction banking division of Intellect and its biggest division. iGTB prides itself on its world-class domain knowledge, as evidenced by the stunning iGTB Oxford programme, its deep reserve of interconnected IP, its increasing client referenceability with measurable benefits, and its growing delivery excellence with its register of “zero defect in UAT” clients. It is underpinned by a flexible approach, an emphasis on passion, working across boundaries, and a mentoring learning culture.

Role Objective:

We are looking for a Sales leader to shape iGTB’s sales organization and scale revenue to the next level. The ideal candidate will be responsible for architecting and executing a sales strategy focused on the Asia Pacific region.

Scope of Role:

Reporting into the Business Head, in this high-profile senior management role, the incumbent will have overall responsibility for the sales and revenue targets and for the leadership and management of the sales team within the Asia Pacific region. This role will be focused on achieving aggressive net sales targets across the region as iGTB looks to capitalize on its strong market position.

Ideal Candidate:

- Currently heading sales remit in a large Tier 1 consulting or software product vendor for the Asia Pacific region.

- Able to demonstrate a very strong sales track record including the strategic management of large complex relationships.

- Handled end-to-end responsibility of diverse, regionally spread sales teams.

- Strong C-suite level contacts in banks within the GTB landscape.

- Multilingual – proficiency in English and at least one other Asian language is preferred.

Responsibilities:

- Provide leadership, inspiration, coaching, and career development to the Sales Team.

- Develop a regional sales framework and streamline diverse teams towards best practices with high levels of productivity across all channels.

- Meet increasing regional net sales targets across all product lines.

- Manage the team’s overall pipeline and forecast, ensuring timely updates and reporting when required.

- Act as a key member of the iGTB senior management team, developing strategy and ensuring effective sales execution.

- Appropriately leverage company resources and senior executives to achieve sales and revenue objectives.

- Drive pricing strategies to ensure parity with the marketplace and consistency within our customer portfolio and global operations.

- Ensure net sales from strategic accounts are maximized through effective regional account coordination.

- Partner with various business functions to create a “continuous learning mindset” in the sales organization through a comprehensive sales training curriculum, ensuring all sales personnel effectively present the full iGTB Solutions value proposition.

- Regularly engage with senior sales and business leadership on progress against defined objectives and business opportunities.

- Coach and support the team, and where appropriate, directly lead active engagement in negotiating and bringing sales to a successful conclusion.

- Develop and support account planning to further understand the client’s strategy, develop C-level relationships, and coordinate a high-touch relationship between iGTB executives and the accounts' leadership.

- Ensure quality customer relationship management by demonstrating customer-sensitive practices within accounts to support trust in iGTB and advance our account presence.

- Demonstrate a collaborative and open approach to internal communication, fostering trust and thought-leadership throughout the organization.

- Develop feedback and communication channels across the organization around product service and marketing to continually enhance the company's offerings.

- Build strong relationships both internally with the senior business relationship management function and externally with key influencers in the region, e.g., large customers, regulators.

Requirements:

- Minimum 25 years of successful sales experience in the financial services industry.

- Significant demonstrable experience (10 years) of success in managing a sales team in the Asia Pacific region in the information services space.

- A charismatic team builder with strong P&L and management skills in Sales, Marketing, Business Development, and Account Management.

- Experienced in driving product/services sales and marketing through the effective implementation of strategic business plans and sales/marketing action plans.

- Background in financial services institutions Digital Solutions with a strong personal network.

- Demonstrated consistent track records of significantly increasing the company’s sales and market share by creating/capitalizing on partner/channels.

- Significant experience in FSI understanding of up-to-date advanced technology solutions.

- Excellent team management skills, including the ability to hire, motivate, and inspire.

- Excellent knowledge of the rating agencies environment and risk management requirements in strategic decision-making, strategic business decision processes, and information management.

- Growth leader with a passion and track record of scaling a business at an accelerated rate.

- Past experience of driving large Corporate Banking Digital Transformation initiatives of $200M+ in a fast-paced, dynamic organization.

- Hands-on leader with a passion for managing complex digital transformations, sales, and marketing programs in fast-paced, dynamic organizations.

- Identify and execute strategic partnerships, working closely with the corporate strategy partnership team.

- Experienced in running a distributed sales team across the Asia Pacific region to build a healthy pipeline and convert it into sales meeting the defined targets.

- Shape a collaborative, transparent, and entrepreneurial culture that embraces coaching and a focus on the development of all its team members.

- Ability to frequently travel to key customers.

- Knowledge of product solutions or service offerings as well as competitors' offerings to be able to position iGTB to sell large solutions.

- Understands the industry and market in which key accounts are situated and integrates this knowledge into insight-based selling.

Intellect complies with all laws governing employment in each jurisdiction in which it operates and provides equal opportunity to all applicants and employees. All applications will be considered without regard to race, color, religion, gender, national origin, age, disability, marital or veteran status, sexual orientation, and other statuses protected by applicable laws.