New Business Sales Executive - Frankfurt

Recruiter
BAE Systems.
Location
Frankfurt
Salary
Competitive
Posted
31 Aug 2018
Closes
04 Apr 2019
Ref
69537
Sector
Consultancy
Job Type
Permanent
The Applied Intelligence division of BAE Systems delivers solutions which protect and enhance the connected world. Everything we do creates a safer future.
We want to solve problems for our customers and by bringing together great minds, we can work together to make the world a safer place.
 
 
Job Purpose The New Business Sales Executive will be part of the Financial Services Continental Europe Sales team, focusing on winning business with both new and existing customers. The role will be focused on selling high-end software and consulting solutions which will be secured through a client-oriented solution selling approach. With a focus on Financial Crime and Data Consulting, target customers include Tier 1/2 organisations within the Banking & Capital markets, including retail banks, commercial banks, investment banks, private banks and payment providers/processors; Brokers, Asset Manager, Consumer Finance and Insurance. You will report to the Head of Sales - Continental Europe. Key Accountabilities
  • Achievement of agreed annual sales targets for operating income and licence.
  • Ensuring quarterly 'commit' numbers for operating income and licence are achieved.
  • Expanding BAE AI's solution footprint, both licence and services, within existing client accounts.
  • Day-to-day sales responsibility for the defined territory and all sales activities therein.
  • Define sales strategy for the territory including the annual preparation of sales plan for the territory.
  • Building a pipeline through telephone and other direct marketing methods of prospecting.
  • Build relationships with contacts across client organisations so as to ensure that BAE AI are best positioned.
  • Participation at exhibitions & seminars.
  • Build relationships with local and global technology, consulting and marketing partners.
  • Preparation for and demonstration of the solutions to prospects through sales presentations.
  • Supervising "hands-on" sessions with prospects as well as "trials" of the product.
  • Completion of RFP's and preparation of quotations and proposals.
  • Ensure customer requirements are understood and documented prior to proposal generation.
  • Ensure an appropriate solution is determined and designed for the customer to fulfil their requirements.
  • Ensure proposals are generated, validated and approved in accordance with defined procedures and revenue recognition parameters, prior to release.
  • Be aware of the functions of, and liaise with, other BAE AI groups to ensure customer expectations are met.
  • Reporting market information and new requirements back to the marketing and product development groups.
  • Gathering & filing of competitor information.
  • Maintain accurate sales lead, opportunity and client information in the CRM database, on a real-time basis.
  • Reporting on leads, sales opportunities, progress and activity on a regular basis including weekly forecasting, monthly pipeline development and annual territory plans.
  • Expand your knowledge of BAE AI and competitive products and the environment in which they are deployed.
  • Work to the company's quality standards and performance criteria.
  • Ensure health and safety standards are adhered to at all times.
  • Comply with the company's information security policy at all times.
  Qualifications/Experience
  • Proven track record of selling enterprise grade solutions into financial markets, preferably financial crime.
  • Knowledge of financial markets and capital markets and how they operate.
  • Min. 3 to 5 years sales experience with a proven track record of achievement in new business sales.
  • Proven, consistent, achievement of sales goals and meeting/exceeding financial objectives
  • Proven ability to manage a complex sales cycle and undertake structured sales processes.
  • Proven track record of selling complex solutions to 'C' level executives.
  • Strong commercial, client-facing skills with the ability to present & demonstrate a value-add solution sale.
  • Highly articulate with excellent presentation skills.
  • Forward looking strategic thinker with good judgment and a practical understanding of sales dynamics.
  • Entrepreneurial, energetic, driven to make a difference, resilient and focused and able to use initiative.
  • Good interpersonal skills and able to work as part of a team.
  • Able to make decisions accurately and quickly.
  • Exceptional written and oral communication skills.
  • Strong analytical, deduction and research skills.
  • Good organisational skills
  • PC literate with good IT literacy and knowledge.
  • German as primary language.  Strong English language is essential.
  General
  • On a day-to-day basis, work closely with other members of staff at BAE  AI, based at various locations.
  • Work, and build relationships, with BAE AI's business partners, customers, partners and third party vendors.
  • Although predominantly based at a BAE Applied Intelligence office, travel may be part of the role.  This may include travel outside of the normal working hours and being away from home for periods of time.
 
 
 
Security Clearance is required for this vacancy. If you are not currently Security Cleared, you will need to be eligible for this and willing to go through the process. For more guidance on National Security Vetting please click here.
 
About BAE Systems Applied Intelligence:
We help nations, governments and businesses around the world defend themselves against cyber crime, reduce their risk in the connected world, comply with regulation, and transform their operations.  We do this using our unique set of solutions, systems, experience and processes.
 
Our success is down to our people. The changing nature of our business means that we're constantly looking for the brightest talent to help us fulfil our ambitions. As an experienced professional, we'll entrust you with responsibility; this means that you'll have client contact, variety and support from day one.
 
We'll encourage and support you to develop your skills and reward you as you grow. Whatever your area of expertise, you'll be much more than just a job title; you'll be an integral part of the business where your individual contribution makes a difference every day. Great minds deserve great rewards, so we also offer a very competitive salary and benefits package.
 
Diversity and inclusion are integral to the success of BAE Systems Applied Intelligence. Staying competitive in today's global marketplace requires an organisational culture where employees with varying perspectives, skills, life experiences and backgrounds - the best and brightest minds - can work together to achieve excellence and realise individual and organisational potential. We also welcome discussions about flexible working.
 
Division Overview: Commercial Solutions
BAE Systems has been in the business of protecting some of the world's most important assets and networks for over 100 years. We apply the same techniques, intelligence and strategy used in defending nations and governments to businesses as well.  That's us - Commercial Solutions - a division of BAE Systems that specializes in providing businesses around the globe with the products and services they need to stay protected in today's connected world.

We offer a broad portfolio of on premise, managed and cloud-based products and services that are proven to protect our clients against financial crime and persistent cyber attackers. 
 
We aim to be a global industry-leading, cyber and financial crime products business and will do this by leveraging the BAE Systems brand and by delivering higher grade security solutions for our clients.
 

 
Help us secure a connected world by being an unseen hero. Apply now and be inspired.

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