Sales Manager - BFSI

UST; Kuala Lumpur; On-site; MYR 180,000 - 300,000; Full time

Job summary

UST is seeking a Sales Leader – BFSI Solutions & Services to drive growth across Malaysia's BFSI sector. The role focuses on developing and executing sales strategies for technology services, digital transformation, and regulated solutions.

The ideal candidate will build executive relationships, lead large transformations, and expand UST's footprint with banks, insurers, and capital markets. You will shape engagements spanning consulting, platform, and managed services.

Qualifications

• 8–12 years in industry with 5+ years in BFSI technology, software, or IT services sales.
• Proven success selling services, solutions, and platforms to banks, insurers, and capital markets.
• Strong track record of meeting or exceeding revenue targets.
• Experience closing large, multi-million-dollar transformation or managed services engagements.
• Deep understanding of banking, insurance, wealth management, payments, and regulatory tech.
• Knowledge of digital banking, cloud, AI, risk/compliance, cybersecurity, data modernization, and CX.
• Excellent consultative, value-based selling and stakeholder engagement.
• Experience navigating long, multi-decision-maker sales cycles.
• Strong negotiation and presentation skills.

Responsibilities

• Drive revenue growth across strategic BFSI accounts in Malaysia.
• Build and manage a healthy pipeline across banks, insurers, asset managers.
• Lead cross-selling and upselling across the UST portfolio.
• Establish C-level relationships and develop strategic account plans.
• Lead executive conversations on digital banking, AI adoption, and regulatory initiatives.
• Shape opportunities spanning consulting, implementation, platform, and managed services.
• Lead complex bids, RFPs, proposals, and contract negotiations.
• Coordinate cross-functional teams across sales, pre-sales, delivery, and alliances.

Job description

We are seeking a highly accomplished Sales Leader – BFSI Solutions & Services to drive growth across Malaysia’s Banking, Financial Services, and Insurance (BFSI) sector. The role is responsible for developing and executing sales strategies that deliver sustainable revenue growth through the sale of technology services, digital transformation solutions, enterprise platforms, regulatory and compliance solutions, data & AI services, and managed services.

The ideal candidate will have a strong background in BFSI technology sales and IT services consulting, with a proven ability to build executive relationships, identify complex business opportunities, and lead large-scale transformation engagements. This individual will play a key role in expanding UST's footprint across banks, insurers, capital markets firms, digital banks, and financial institutions while positioning the firm's full portfolio of solutions and services.

Key Responsibilities

Business Development & Revenue Growth

• Drive revenue growth across strategic BFSI accounts within Malaysia.
• Build, qualify, and manage a healthy pipeline of opportunities across banks, insurers, asset managers, capital markets firms, and digital financial institutions.
• Proactively identify opportunities for cross-selling and upselling across the UST portfolio.

Strategic Account Management

• Establish and maintain trusted relationships with C-level executives, including CIOs, CTOs, CDOs, CEOs, CFOs, COOs, Heads of Digital, Heads of Operations, and business leaders within the BFSI sector.
• Develop strategic account plans that align technology investments with customers' business objectives and regulatory requirements.
• Lead executive conversations focused on digital banking transformation, customer experience, operational efficiency, AI adoption, core systems modernization, payments innovation, data modernization, and regulatory compliance initiatives.

Solutions & Services Selling

• Position and sell integrated solutions spanning: Core Banking & Core Insurance Transformation, Digital Banking & Omnichannel Experience, Data, Analytics & AI, Risk, Compliance & Regulatory Technology, Cloud Transformation & Modernization, Cybersecurity & Resilience Services, Managed Services & Application Support, Technology Transformation & Consulting Services.
• Shape and qualify opportunities that combine consulting, implementation, platform, and managed service components.
• Collaborate with alliance partners and platform providers to deliver innovative BFSI transformation solutions.
• Lead complex sales pursuits from qualification through contract closure.
• Manage RFPs, proposals, commercial negotiations, pricing strategies, and contract discussions. Orchestrate cross-functional teams across sales, pre-sales, delivery, alliances, and leadership stakeholders.
• Drive large-scale transformation pursuits involving core modernization, digital banking, payments, data & AI, cloud, cybersecurity, and managed services.

Requirements

• overall 8-12 years of industry experience with relevant 5+ years experience in BFSI technology, software, platform, consulting, or IT services sales.
• Proven success selling a combination of services, solutions, and technology platforms to banks, insurers, capital markets firms, asset managers, or financial institutions.
• Strong track record of consistently achieving or exceeding revenue targets.
• Demonstrated experience closing large, multi-million-dollar transformation, outsourcing, modernization, or managed services engagements within the BFSI sector.
• Deep understanding of banking, insurance, wealth management, payments, regulatory, and financial services technology landscapes.
• Strong knowledge of digital banking, cloud adoption, AI, risk & compliance, cybersecurity, data modernization, and customer experience transformation initiatives.
• Strong consultative and value-based selling skills with the ability to engage both business and technology stakeholders.
• Experience managing long and complex sales cycles involving multiple decision-makers, procurement teams, and regulators.
• Excellent executive presence, communication, negotiation, and presentation skills.
• Strong commercial acumen with experience in deal structuring and contract negotiations.

Preferred Qualifications

• Existing network of senior decision-makers across banks, insurance companies, capital markets firms, digital banks, and asset management organizations in Malaysia.
• Experience working within a technology services, consulting, system integration, fintech, cloud, or enterprise software organization serving the BFSI sector.
• Strong exposure to Banking, Insurance, Payments, Wealth Management, Capital Markets, Asset Management, and Digital Banking domains.
• Experience selling solutions involving core banking platforms, insurance platforms, digital channels, payments systems, data & AI, cloud transformation, cybersecurity, and managed services.