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Senior Business Development Manager - IT Services

Join an independent, award-winning payment and specialist technology provider to sell enterprise-level IT solutions to UK retail banks

Location London

Contract Permanent

Salary £55,000 - £65,000

Reference GB626

Added perk... + uncapped commission

A bit about this role

WHERE WILL YOU WORK?

Over the last 10 years, our client has grown 22% Year on year to a 135 person business with £26M turnover working with global financial service giants such as HSBC, BNP Paribas and Lloyds.  They now have full capability, structure and resource in place to accelerate growth to a vision of £50M turnover over the next 5 years.

THE MARKET


The market is being driven by legislative change from the European Parliament who adopted a revised Payment Services Directive, known as PSD2 and in August 2016, the United Kingdom Competition and Markets Authority (CMA) issued a ruling that required the nine-biggest UK banks - HSBCBarclaysRBSSantanderBank of IrelandAllied Irish BankDanske BankLloyds and Nationwide - to allow licensed start-ups direct access to their data down to the level of transaction-account transactions.

Key responsibilities include:

Principal responsibilities will include:

  • Educating clients on the service capabilities including thought leadership, architectural services, programme management / mobilisation, payments services and delivery.
  • Establishing and developing a pipeline of IT services business opportunities within new and established Tier 1 and Tier 2 financial institutions.
  • Establishing and refreshing preferred supplier relationships with target clients and entering into framework services agreements to secure a commercial platform for future success.
  • Ensuring that the company are invited to participate in formal procurement process such as RFIs, RFPs, ITTs where appropriate with core clients.
  • Maintaining regular contact with key client stakeholders (CIO, CTO, Heads of, and other Senior Management), establishing them as a reputable alternative to traditional global SIs, contractors and other consultancies
  • Engaging with clients at an early stage to qualify the opportunity, and develop a strong understanding of the bid process and competitive landscape.

WHAT WILL YOU NEED?

You will be an experienced IT services sales professional with a developing network and reputation in the financial services sector.  Your experience will allow you to appropriately navigate the procurement cycle, successfully tendering for IT Services engagements.

Ideally you should also be able to:

  • Understanding of the consulting and delivery services business in UK financial institutions. This should be evidenced by a track record of winning services business and an accurate view of the opportunities, constraints and threats in the medium and long-term.
  • Drive and capability to lead sales engagements and be accountable for delivering against targets.
  • Confidence, poise and credibility necessary to effectively engage with senior stakeholders in the establishment of commercial partnerships rather than vendor relationships.
  • Strong commercial awareness and the ability to manage a negotiation of complex IT services deals, typically seeking to establish a small footprint to demonstrate capability and a foundation from which to grow.
  • A good understanding of the IT services marketplace within the financial services industry, including changes affecting the industry including payments, regulatory compliance (AML, ringfencing, CMA compliance, Brexit planning), infrastructural changes and commercial opportunities (Digital Channels, and Digital Transformation).
  • Appreciation for modern methods affecting the way in which enterprise IT engagements are delivered, such as, agile delivery methods, the emergence open-source ‘fin-tech’ platforms, Dev/Ops and other delivery models.
  • Excellent time management and organisational skills supported by clear logical thinking with the ability to work with composure as a key member of the team in pressured situations.
  • Exceptional communication skills and confidence presenting at c-level. Excellent written skills, removing complexity where possible in both internal and external correspondence.

WHAT WILL IT DO FOR YOUR CAREER?

Our client offer three main pull-factors which will appeal; Earning potential, culture and ownership of the full
client account.

  • You will benefit from 12% commission on new deals and 6% on repeat business offering huge earning potential. Moreover, with a win & retain model, the individual keeps all client accounts meaning that should you bring on a large bank such as Barclays, you would nurture and keep this client promoting huge earning potential in repeat business in years to come.
  • The second aspect is that they offer a professional, but caring and supportive culture that is recognised internally as well as externally by clients. 
  • Lastly, you will be in complete control and have full autonomy to nurture, tender, pitch and close business plus and manage the on-boarding and delivery, which promotes a richer, holistic and varied job role.
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