Head of Sales and Client Management
Hong Kong, Hong Kong, Hong Kong

Location : 100% remote initially, based in Hong Kong or Singapore preferable (but flexible)

Who is FNA?

FNA is a fast-growing, deep technology analytics company and leader in Supervisory Technology (SupTech) and Regulatory Technology (RegTech).

The FNA Platform allows analysts and data scientists to map and monitor complex financial networks and to simulate operational and financial risks.

FNA’s clients include the world’s largest central banks, financial market infrastructures, leading financial institutions and government agencies.

Why this role is important?

In this role, you’ll leverage your existing contacts and industry experience to manage and grow FNA’s client relationships to bring in new software and services business from across the Asia-Pacific region.

You will build relationships, drive go-to-market activities, client retention, and continually work to uncover opportunities to expand FNA’s business in our target client base.

This role entails both client account management and new business development.

What are the benefits of joining FNA?

  • Contributing to FNA’s mission of making our global financial system safer and more efficient
  • Opportunity to expand your career with additional duties and job titles as the company grows
  • Being part of a high-growth technology company developing and implementing the next generation of analytics solutions that is changing how businesses analyze their data
  • Being part of a team of collaborative, brilliant, passionate, hard-working & humble colleagues who embrace working from anywhere there is a solid internet connection
  • Entrepreneurial spirit at every level of the company
  • Fully supportive of your personal and professional growth with a £1k / yr annual stipend for continuing education
  • Twice per year company trips to very cool locations for all team off-sites
  • Key Areas of Responsibility :

  • In coordination with FNA’s President, develop an annual go-to-market strategy for our target market segments, including quarterly and monthly sales and revenue forecasts
  • Sell technology solutions and services to new clients
  • Expand existing client relationships through sales of new technology solutions and services
  • Prospect and develop new accounts while maintaining sales and relationships within existing accounts
  • Build relationships with key executives and decision-makers at institutions and technology providers
  • Develops effective and specific account plans to ensure revenue target delivery and sustainable growth.
  • Trusted advisor - Establish strong relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise).
  • Client Acumen - Actively understand each client’s technology footprint, strategic growth plans, technology strategy and competitive landscape.
  • Territory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles.
  • Business Planning †Develop and deliver comprehensive business plan to address customer and prospects priorities and pain points.
  • Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve.
  • Pipeline partnerships †Leverage support organizations including Marketing, Inside sales, Partners and channels to funnel pipeline into the assigned territory.
  • Maintain CRM system with accurate customer and pipeline information.

    Required profile :

  • 10+ years of experience in sales of complex business software / IT solutions, or in the consulting industry, focused on Financial Services clients.
  • Expert-level knowledge of one or more relevant Financial Services industry segments : Banking, Central Banking & Supervision, and / or Market Infrastructures.
  • Strong understanding of how data-driven decision-making and analytics are transforming the Financial Services industry
  • Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative and competitive market
  • Experience interacting with C-Level executives
  • In-depth knowledge of relevant financial software solutions
  • Proven ability to articulate value proposition and ROI to client accounts with multiple decision makers
  • Exceptional written, verbal, interpersonal and presentation skills
  • Business level English : Fluent
  • One or more local Asia-PacificLocal languages : Preferred Fluent, Business Level
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