Ness USA, Inc.
Sales and Marketing
Hybrid Remote, New York, New York; Charlotte, North Carolina; New Jersey, New Jersey
· The Sales Cluster Leader grows and expands relationships with strategically important customers and/or acquires new logo targets. The Account Manager is responsible for achieving sales quota and strategic account objectives, managing up to five named customers or new account targets. The Sales Leader builds strong client relationships and serves as the single point of service to the client.
· The Sales Leader represents the full range of company products and services to assigned customers and targets, leading the customer account planning cycle.
· The Sales Leader collaborates with colleagues in solutions, practices, delivery, and marketing.
Responsibilities
· Establish productive, professional relationships with key personnel in assigned customer accounts.
· Manage 3-5 priority accounts, delivering a minimum of USD 6 million in growth in bookings and revenue during the fiscal year, aligned with company GM/EBITDA goals.
· Coordinate involvement of company personnel across solutions, practices, marketing, delivery, and management to meet account performance objectives and customer expectations.
· Drive end-to-end sales for technology services in the financial sector, focusing on payments (real-time payments, card processing, merchant acquiring, digital wallets, etc.).
· Meet targets for profitable sales volume and strategic objectives in assigned accounts.
· Lead strategic account planning, setting mutual performance objectives, financial targets, and milestones.
· Build and maintain a sales pipeline to meet goals, adhering to internal sales processes for tracking, deal review, and negotiations.
· Continuously assess, clarify, and validate customer needs.
· Coordinate sales efforts to address customer needs, involving necessary company personnel to maintain a robust pipeline.
Key Success Factors & Measurements
· Achieve sales quotas and new logo acquisition goals.
· Meet profitability expectations.
· Develop and execute strategic account plans.
· Lead go-to-market strategies and lead generation campaigns.
· Seek new large business clients.
· Identify cross-sell and up-sell opportunities, positioning Ness and its services effectively.
· Maintain a sales pipeline typically 3-4 times the account revenue plan.
· Collaborate with internal teams to structure, negotiate, and close strategic deals and partnerships.
Experience & Expertise
· 15+ years of overall experience, with 10+ years in global IT services managing key clients in Financial Services, Fintech, or related fields.
· Experience in conceptualizing multi-year/multi-service deals.
· Managing accounts ranging from $5M to $25M.
· Proven success in acquiring and growing payment accounts.
· Technology sales experience with a focus on financial services or fintech.
· Knowledge of payment ecosystems (ISO 20022, RTP, SWIFT, card networks, gateways).
· Strong understanding of Product Engineering, Cloud Computing, Data Engineering, and Salesforce.
· Ability to lead structured consultations with multiple stakeholders to develop innovative solutions.
· Familiarity with modern tech stacks and services (cloud, APIs, AI/ML in finance).
· Proven track record in selling IT functions and business solutions.
· Experience in contract negotiations.
· Strong sales record in Financial Markets, including Financial Services, Information, Fintech, and ISV sectors.
· Entrepreneurial, innovative, and self-starting mindset.
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