Lead Regional Business Development

Who are we?

At Finastra, we are a dynamic global provider of open finance software solutions, dedicated to expanding access to financial services. Our innovative applications span Lending, Payments, Treasury and Capital Markets, and Universal Banking. Proudly serving over 8,000 customers, including 45 of the world's top 50 banks, we aim to boost financial inclusion for all. Join us and be part of a vibrant company that embraces diverse perspectives, and is committed to doing well by doing good.

The Regional Business Development Manager (BDM) is a member of the global Sales Business Operations team, reporting directly to the Global Head of Business Operations and supporting the Regional Sales Managing Director.

The BDM acts as a deputy and trusted advisor to the Sales Leadership team and is responsible for business operations, strategy and facilitating the productivity of sales activity.

Main Tasks

Sales Strategy

• Create and review the sales strategies for the Business, positioning Finastra Payments Portfolio to play to its strengths
• Create and manage execution plan for Go To Market’s (SPP) within the region and ensure there is accountability and clear R&R between each one of the team members (account executive/ Pre Sale Services and Customer Support)
• Understand the support required to make a success of all new business activity and identify and which appropriate resources are required to win the business
• Identify product and territory trends within the region and drive appropriate meaningful actions to build on or modify SPP approach to maximize pipeline growth
• Participate in SPP planning and create a regional SPP plan (aligned to corporate SPPs)
• Create and manage execution plan for SPPs within respective sub-regions and ensure there is proper Seles Exec accountability

Pipeline Generation

• Pipeline Generation and Sales Priorities Program (SPP) Planning
• Overseeing the reporting of the Pipeline generation
• Manage SDR inputs and Marketing leads to ensure progression through the pipeline
• Be accountable for future quarters’ rolling pipeline, to ensure a sustainable business and well forecasted deals that have momentum

Campaigns

• Build and create campaigns e.g VisaDirect / PAS (proactive Support) MT2MX
• Implement focused pipeline generation campaigns for all sales executives, with cross-functional alignment and accountability
• Review campaign performance on a minimum of bi-weekly frequency, in order to keep campaigns on track against target and to identify where evolution is required to improve performance
• Challenge the activity and efficiency of the campaign team
• Ensure accountability for success of the campaign activity

Sales Management

• Analyze the performance and outlook of sales executives’ individual businesses, and provide action-oriented insight to drive improvement e.g how many new meetings / how many new leads … review Plan vs Actual
• Lead and drive all Quarterly Business Review preparation
• Ensure all actions from forecast calls are executed
• Accountable for ensuring sales and sub-regions take action on maturing deals in future quarters and improving overall pipeline heath
• Ensure all new opportunities are represented with realistic values and move through the sales stages correctly, in order to achieve MD visibility and management
• Keep abreast of the status of key deals

Business Operations

• Interrogate SFDC on a daily/Weekly basis to understand the region’s mechanics and performance
• Lead activity to improve sales performance based on above analysis
• Prepare and present region activity, status, trends and underlying causes at senior level meetings
• Keep MD informed of region status and meaningful dynamics
• Communicate and lead the fast turnaround of senior management requirements of the MDs, RSMs and the sales execs
• Regionally specific activities and projects as required by the MD
• Implement new processes that improve efficiency
• Build relationships across all functions in Finastra to provide meaningful feedback and collocation between entire groups.

We are proud to offer a range of incentives to our employees worldwide. These benefits are available to everyone, regardless of grade, and reflect the values we uphold:

· Flexibility: Enjoy unlimited vacation, based on your location and business priorities. Hybrid working arrangements, and inclusive policies such as paid time off for voting, bereavement, and sick leave.

· Well-being: Access confidential one-on-one therapy through our Employee Assistance Program, unlimited personalized coaching via our coaching app, and access to our Gather Groups for emotional and mental support.

· Medical, life & disability insurance, retirement plan, lifestyle and other benefits*

· ESG: Benefit from paid time off for volunteering and donation matching.

· DEI: Participate in multiple DE&I groups for open involvement (e.g., Count Me In, Culture@Finastra, Proud@Finastra, Disabilities@Finastra, Women@Finastra).

· Career Development: Access online learning and accredited courses through our Skills & Career Navigator tool.

· Recognition: Be part of our global recognition program, Finastra Celebrates, and contribute to regular employee surveys to help shape Finastra and foster a culture where everyone is engaged and empowered to perform at their best.

*Specific benefits may vary by location.

At Finastra, each individual is unique, bringing their own ideas, thoughts, cultural beliefs, backgrounds, and experiences together. We learn from one another, embrace and celebrate our differences, and create an environment where everyone feels safe to be themselves.

Be unique, be exceptional, and help us make a difference at Finastra!