Fiserv
Location
Mumbai | India
Job description
About the Business Fiserv, Inc. (NYSE: FI), a Fortune 500 company, aspires to move money and information in a way that moves the world. As a global leader in payments and financial technology, the company helps clients achieve best-in-class results through a commitment to innovation and excellence in areas including account processing and digital banking solutions; card issuer processing and network services; payments; e-commerce; merchant acquiring and processing; and the Clover® cloud-based point-of-sale and business management platform. Fiserv is a member of the S&P 500® Index and one of Fortune® World’s Most Admired Companies™.
What does a successful Director, Sales – Financial Institutions do at Fiserv? Manage existing customer relationships with key identified stakeholders across Business, IT, Risk Management, Operations, Audit, Legal and Infosec including CXO’s within assigned accounts, fosters new relationships, and works to identify opportunities and customer needs. Act as the “CEO” for the account by managing the Fiserv existing and new business with the client and should have “pulse of the account” driving Fiserv decisions and strategies for a win-win outcome Partners with customers to deliver customized solutions and provide comprehensive consultative support. Partners internally with key cross functional stakeholders/ departments to ensure that Key contacts / processes / escalation matrix are laid down between the two institutions for creating the depth in relationship across departments and should facilitate exchange of industry thought leaderships through such collaborations Responsible for pipeline management (disciplined in ECRM updates) at the account level for Fiserv Products and Services in the Payments and Fintech business What will you do: Deliver against new business and net revenue targets. Partners with the customer to establish, execute and report progress against annual business plans Designs strategies, messaging, and proposals for customers. Keeps a close eye on new industry use cases, regulatory guidelines, industry benchmarking and competitive analysis to be respected as a “specialist” in your field Partners to develop and implement new product /services GTM plans including business development, marketing and product management. For large new initiatives, partners with key stakeholders to create a Business Case and present to internal Deal Review Board for approvals Leads projects and cross-functional initiatives with an oversight on progress, challenges and management reporting Negotiates and executes on the customer agreement process and supports response for new BRD / RFP requests with the larger Fiserv team. Identifies and recommends products to drive new revenue and demonstrate value to customers. Business Ideas could cut across partnerships between Banks and Fintech eco system and driving such initiatives. Acts as the balanced representative between client and internal teams for any non-BAU requests that may come up from time to time and help drive positive resolution/ outcomes for both sides. Internal teams are expected to bring all non-BAU requests outside the purview of contract to AM’s attention. What will you need to know: 15+ Years of experience in managing large BFSI relationships for BAAS or PAAS players Broad understanding of financial institution structures, roles, products, priorities, revenue drivers, and decision processes; must be able to integrate knowledge across customer disciplines (e.g. digital, payments, operations, risk, etc.). Strong understanding of current payments marketplace, particularly digital payments concepts such as digital wallets, tokenization, authentication, provisioning, BNPL, etc Demonstrated track record of anticipating how products and solutions can help drive a customer’s business, and planning, managing, and closing complex, competitive sales efforts. Proven client relationship skills with solid negotiation, problem resolution and influencing skills. Superior presentation skills, communication skills. Good Working knowledge on PowerPoint, Excel, Word & Salesforce. Travel up to 40%.Job tags
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