Senior Account Executive

General Profile • Applies deep understanding of the market dynamics and shapes the business segment's response to competitors • Pursues or manages large or strategic/key accounts • Nature of product portfolio and sales process typically characterized by: • Accountability for large integrated sales - requirement to bring together other internal stakeholders (finance, product, pricing, sales support, legal) in order to ensure the right resources are against strategic sales efforts • Requirement to negotiate and close large sales in increasingly complex selling situations - represents a significant portion of revenues for an product and business segment annually • Long sales cycles • Has external reputation in client industries, explains emerging trends and future directions Business Expertise • Requires deep understanding of the market or the needs of assigned accounts/prospects; provides useful market intelligence internally, helping shape responses to competitors Leadership • Develops and leads colleagues; acts as a role model within the sale function and in fostering cross-functional relationships Problem Solving • Partners with or leads others to solve complex client problems; exercises judgement and identifies innovative sales solutions Product Expertise • Applies deep product and industry knowledge to shape solutions to meet client needs and enable the sales process Territory/Account Complexity • Manages significant accounts and prospects (based on actual or potential revenues) • Leads teams to identify, pursue or manage accounts or opportunities that are extremely large, strategic or with significant importance due to revenue retention risk Influence • Has a strong network of relationships with critical decision makers in assigned accounts/prospects and in the market; anticipates their needs, feedback and objections, and identifies and explains solutions, often in challenging or complex selling situations Negotiation • Negotiates and closes large sales in increasingly complex selling situations using creativity and tools to removing obstacles, create the right combinations and structure the deal Individual Contributors Competencies: Customer Focus, Action Oriented, Drives Results, Self Development, Instils Trust, Situational Adaptability, Courage, Being Resilient, Tech Savvy, Cultivates Innovation, Collaborates, Communicates Effectively People Manager & Leader Competencies: Customer Focus, Action Oriented, Decision Quality, Plans & Aligns, Ensures Accountability, Instils Trust, Situational Adaptability, Strategic Mindset, Collaborates, Builds Effective Teams, Attracts & Develops Talent 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 stand for: Flexibility: Enjoy unlimited vacation, subject to local regulations and business priorities. Benefit from hybrid working arrangements and inclusive policies such as paid time off for voting, bereavement, and sick leave. Well-being: Access confidential one-to-one support through our Employee Assistance Program, connect with our network of Wellbeing Champions and Gather Groups, and take part in monthly events and initiatives designed to help you thrive-inside and outside of work. Health & Financial Security: Medical, life and disability insurance, retirement plans, lifestyle, and other benefits.* Sustainability: Paid time off for volunteering and donation-matching opportunities to support causes that matter to you. Inclusion: Get involved in our inclusion communities, such as Count Me In, Culture[redacted], Proud[redacted], Disabilities[redacted], and Women[redacted]-open to everyone who wants to participate and contribute. Career Development: Access online learning and accredited courses through our Skills & Career Navigator tool. Recognition: Take part in our global recognition program, Finastra Celebrates, and share your voice through regular employee surveys that help shape our culture and ways of working. *Specific benefits may vary by location. Applicants for this position need to be located in posted location or their immediate surrounding areas. Due to the requirements of this position, this job posting is not available for, and Finastra will not be considering any applicants who currently reside in New York City or California.