Client Director, Banking, Financial Services & Insurance DACH
The Client Director role requires a proven ability to sell professional services including digital, automation and sourcing offerings to senior management including CIOs, CDOs’, CFOs, Global Business Services Leaders, CPOs, Chief HRO and others, and the successful candidate will have a demonstrable track record of achievement.
Our Banking, Financial Services & Insurance (BFSI) vertical supports the world's leading financial services & Insurance organizations by helping them optimize their internal operations, modernize their legacy environments and meet ever-increasing customer expectations whilst ensuring regulatory compliance and control.
ISG (Information Services Group) (Nasdaq : III) is a leading global technology research and advisory firm. A trusted business partner to more than 700 clients, including more than 75 of the world’s top 100 enterprises, ISG is committed to helping corporations, public sector organizations, and service and technology providers achieve operational excellence and faster growth.
The firm specializes in digital transformation services, including automation, cloud and data analytics; sourcing advisory;
managed governance and risk services; network carrier services; strategy and operations design; change management; market intelligence and technology research and analysis.
Founded in 2006, and based in Stamford, Conn., ISG employs more than 1,300 digital-ready professionals operating in more than 20 countries a global team known for its innovative thinking, market influence, deep industry and technology expertise, and world-class research and analytical capabilities based on the industry’s most comprehensive marketplace data.
At ISG, we don’t just accept difference we celebrate it, we support it, and we thrive on it for the benefit of our employees, our clients, and our communities.
We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. ISG is proud to be an equal opportunity workplace and we are committed to creating an inclusive environment for all employees.
The more diverse and inclusive we are, the better our work will be.
The role also demands the generation of BFSI industry visibility by speaking at conferences, events, webcasts, writing articles, blogs, etc.
and other sales generating opportunities as required. Whilst support will be available from the existing BFS team, it is expected that the successful candidate will be able to :
Identify sales opportunities with both existing and new clients, across the entire ISG service portfolio.
Work with BFSI colleagues to develop appropriate solutions.
Lead and support sales pursuits.
Laser focused targeting of 15 clients and develop those opportunities.
Target predetermined list of clients within BFSI and build relationships.
Role & Responsibilities
Meets / exceeds annual sales, revenue and pipeline building performance quotas.
Actively calls on prospects to identify, qualify, manage and close opportunities in new and targeted existing accounts.
Creates and manages a robust pipeline of qualified new business opportunities sufficient to meet annual quotas.
Works closely with BFSI leadership to translates strategic objectives into market-specific messaging and go-to-market efforts.
Market calling, prospect selection, activity tracking, and reporting.
Determines optimal prospect contact strategies and develop approaches to achieve prospect and account goals.
Provides market expertise and direction to event marketing team to maximize lead generation and professionally manage follow-up.
Increases BFSI leadership visibility through speaking engagements, and writing articles etc.
Applies expertise to sales process management, contact administration and organizational effectiveness.
Participates in service provider dialogues for lead generation.
Regularly updates sales pipeline for reporting purposes.
Assumes the role of business owner for opportunity management on ISG’s proprietary tool.
Banking, Financial Services & Insurance industry experience is essential.
Experience carrying and meeting an annual sales and revenue quota for personal production.
10+ years of industry experience working in a strategic / targeted account sales environment managing global Clients and selling large consulting / professional services engagements.
Extensive existing network of potential Clients to be leveraged by ISG in this new role.
High energy and level of professionalism in working the market and building and cultivating relationships.
Effective team-seller, who can collaborate and orchestrate the roles of ISG SMEs and leadership in a sales cycle.
Identifies with and can communicate the unique ISG value proposition.
Able to align Client & ISG Strategic objectives as well as ISG integrated offerings to help achieve Client’s business goals.
Deep understanding of factors impacting the BFSI industry and how ISG can help address the Client’s business challenges.
Strong listening and consultative problem-solving skills with an ability to visualize and shape large integrated offerings from ISG.
Best in class executive C level sales & communications skills. Able to converse in business value terminology and appreciates the nuances between the BFSI sub-domains (retail banking, capital markets, asset / wealth management etc.).
Creative and strategic thinking with an ability to create and execute on effective account plans.
Effective leadership skills with demonstrable sharing of best practices.
Sincere integrity and ethics which builds trustworthy relationships internally and externally with an unspoken commitment to follow-up and follow through.
Proven communications skills for both writing, speaking and presentation.
Conveys a professional, polished image and the highest of professional ethics while maintaining a strong company attitude.
Key traits and characteristics include high energy, empathic, transparent, consultative, thick skinned, hungry to succeed, strong commercial skills, strong domain knowledge and a strong personal contact network.
Exceptional communicator in terms of verbal and written presentation skills. Able to effectively articulate a unique value proposition that resonates with client needs.
Excellent listening skills.
Strong BFSI network and understanding of workings within BFSI.
Experience as a team player in coordinating and implementing pursuit processes, including development of targeted and compelling proposals.
Conveys a professional image and maintains a strong company attitude.
Demonstrated experience of sound business judgment and superior business acumen.
Strong presence and influential traits to convince C level of value add.
Highly self-motivated, needing minimal support, training and guidance from management; however, keeps them appropriately informed.
Excellent time management, organizational and project management skills to maximize on time output and results.
Active participant in industry social networking, trade shows and corporate events.
Bachelor of Arts or Science degree in a technical or scientific field or equivalent.
MBA or another advanced degree (s) desirable.
Demonstrates strong knowledge with MS-Office suite of software applications and tools, including Microsoft Word, PowerPoint, and Project, MS-Outlook.
Travel 50% likely and required.