Lead Regional Business Development

hace 2 días

Guadalajara, México Finastra USA Corporation A tiempo completo

**Responsibilities**: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 leadsreview 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.

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