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Summary Reporting to the V.P. of Sales (Americas), the Regional Sales Manager will manage direct new account sales in a North American territory to meet annual quota for software and services of CRD's front- and middle office Investment Management Solution comprised of enterprise software, hosted application management, data, FIX network and other services. Major components of the buy-side product suite include portfolio management, performance measurement/attribution/risk, compliance, order and execution management, post-trade processing and investment book of records/position keeping. The Sales Manager will be personally responsible for prospecting, working and closing deals. Responsibilities
30% - Prospect and work with assigned inside sales person to fully cover territory, build relationship and cover all sales opportunities
30% - Meet with prospective clients/working deals; Organize and run presentations, demo's, and pilots; Work throughout prospective client organization to understand the organization and its' players and decisions makers; Build high level relationships; Understand business and technical requirements and messages clearly; Articulate CRD advantages to best position CRD and close business
30% - Work through objections, pricing and contract issues to close deals
10% - Develop relationships with existing customers, industry consultants and complementary software vendors to leverage sales opportunities through references and referrals
Bachelor's degree from a leading university or college; Technical or Finance degrees preferred
Minimum of 3 years of significant strategic selling experience to C-level decision makers; 5+ years is preferred
Must have thorough understanding of strategic selling and demonstrated success against quota in a highly competitive environment
Knowledge of and experience with selling software and/or large consulting projects to the financial industry, preferably in investment management (buy-side)
Big-ticket software sales experience is required
Experience with large strategic enterprise-wide products such as SAP, PeopleSoft, and Oracle Financials is highly desirable
Must have technical acumen to understand requirements and objections, and to articulate CRD advantages
Experience selling managed services or solutions that include hosting, application management and data is preferred
Consulting sales experience desirable in addition to enterprise software sales experience