Job DescriptionThe primary objective of the Senior Presales Manager is to manage the Presales operations to drive FIS Capital Market Treasury revenue targets objectives, as well as maintaining a high customer satisfaction level and strong motivation of employees.
This role operates at the intersection of sales, product, and client engagement, combining deep treasury expertise with strong leadership capabilities to win vanilla mid-market deals as well as complex enterprise deals with an effective presales organization.
This position builds on core presales responsibilities (solution qualification, demonstrations, RFPs) with a strong emphasis on:
• Strategic deal leadership
• Team management and capability uplift
• Executive engagement
• Go-to-market influence
As a key member of the Presales management team, you will drive strategic deal execution of treasury opportunities in North America across all verticals, Corporate; Insurance, Financial Institutions and non-financial institutions.
You will provide deal support, with strong coordination and collaboration with the sales leader and product manager.
As an experienced manager, you will guarantee the "One Team" objectives, establishing a strong collaboration and partnership attitude from the Presales team with the Sales organization.
Key areas of responsibility:
Regional Presales Activities:
- Simplified and relevant demonstration capabilities; themes, messaging and storytelling; develop strong deal leadership through solution captaining and competitive intelligence.
- Develop an organization focused on Presales best practices around business value-based selling and innovations; customer understanding;
- Actively participate to strategic sales cases and contribute to strategy and execution.
- Proactively manage and solve sales escalations on resource or support quality issues.
- Contribute to evolving the Presales support model (resources, skills, processes, etc.) to align with budget and productivity objectives
People Management:
- Be a role model in people management: develop trust and motivation of presales team;
- Ensure fair treatment of employees and continuous fact-based performance feedback
- Regular and open communication; strive to retain, reward and develop our best talent;
- Develop all presales resources to best support business needs;
- Continually attract new talent in support of our vision/goals, act quickly in addressing under performance situations; ensure excellence in all people related processes
Profitable revenue growth:
- Continually drive proactive management of resources and costs to maximize quality of support
- Drive win rate while optimizing presales engagement
- Execution of sales planning and activities to increase quality pipeline generation and maturation
- Collaborate with Sales, Product, Marketing, Strategy and other FIS functions on researching new market and sales opportunities.
Solution and industry excellence:
- Foster an environment of collaboration and development specific to solution and industry knowledge.
- Proactively collaborate with peers to share best practices and knowledge
- Drive learning always on culture
Experience and Requirements
- 7+ years in presales with ideally 3+ years of management experience (presales, product or professional services)
- Leadership, drive for results and "can do" attitude
- Experience in people management, performance management, sales and presales processes, vanilla as well as complex sales management and innovation selling, building and motivating high performing teams
- Experience within Treasury Management solution Industry knowledge on payment in a plus.
- Demonstrable results in leading teams within team-based sales environments
- True passion for delivering best results
- High level of accountability in a high growth environment
- Well above-average written and verbal communication skills in English, another language is a plus.
- Proven as an innovative thinker, self-starter, fast-learner, and agent of change
The successful candidate will be highly organized and can work independently in a fast-paced environment. Candidates should have flexibility to learn new products and technologies quickly and convey this knowledge to industry professionals. Familiarity with sales techniques and processes is required. This position requires domestic travel within North America.
