Sales Director

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Thought Machine, one of the UK's leading fintech companies, is undergoing a period of rapid expansion and is looking to hire a number of candidates in the role of Sales Engineer.


Our mission is to cure one of the banking industry's primary problems: its reliance on outdated IT infrastructure. Nearly every bank is stuck on a legacy IT platform, which cripples their ability to innovate and give their customers the type of service they deserve.


Our solution to this is Vault: a complete retail banking platform that is capable of being configured easily to suit the needs of any bank. We have built Vault from the ground up as a cloud native, microservice API architecture platform. Thought Machine has a deep culture of engineering excellence, and we believe it is this which delivers a solution compelling enough to engender a seismic shift in the banking industry.


Thought Machine is looking for highly talented individuals to help grow the company and achieve our ambitious goal. We pride ourselves on having an excellent internal culture, where we strive hard to create the best possible working environment; a healthy mix of great technical work, fast pace, supportive atmosphere, and of course our irreverent sense of fun.

Thought Machine hires team members of excellent calibre in every role. While a lot will be asked of you, you will benefit greatly from working in a world class team, with colleagues who excel. Working at Thought Machine is fast paced and team oriented with an emphasis in delivering the highest quality work in every role.


You will be responsible for a region and will own the full sales cycle for that Region. This will involve building and forecasting the pipeline, qualifying leads generated by yourself, the marketing team and our partner organisations, through to managing large scale contracts to close. You will need to be technically and commercially literate, but in addition you will have the full support of the sales engineering and marketing teams. This role will suit a candidate who relishes the opportunity to build a regional footprint from scratch, is able to work autonomously and is able to collaborate strongly across teams in the business.


DUTIES

  • Develop and deliver proposals that address customer and prospect priorities and critical needs.
  • Build and develop relationships at multiple levels – executive sponsors, influencers and decision makers across the Region to stimulate interest and feed into the pipeline.
  • Exceed annual Regional targets for software licencing and professional services contracts.
  • Partnering with sales engineers, the delivery and marketing teams to build targeted sales campaigns.
  • Managing your time between progressing the “good fit” leads that have a high chance / near term win and stimulating opportunities that will progress in the longer term.
  • Understand the needs and issues facing potential and existing customers and interacting with our in-house product and engineering teams.
  • Building and delivering on the Regional sales plan.


Requirements

Essential

  • Minimum 8+ years of exceeding enterprise software sales targets - during this time you will have built a reputation as an adviser and partner with your clients, building solutions that lead to real value creation and business transformations.
  • You are able to quickly understand prospective clients needs, to converse competently regarding both the technical and commercial aspects of the proposition.
  • You are confident in challenging the status quo and you engage customers in new ways of thinking.
  • You are able to manage and influence key decision makers, particularly at C-suite level in organisations through your ability to build credible, trusted and lasting relationships.
  • You have experience in fast moving start-ups and or enterprise software sales in more established businesses.
  • You have a good understanding of the issues facing retail banks regarding their legacy platforms; ranging from technological, regulatory and commercial pressures
  • Demonstrate excellent judgement and be able to determine the long and short term risks to the business and the known and potential benefits to potential new business and extensions. Be able to demonstrate having built sustainable contracts and put in place appropriate mitigation where required
  • You have knowledge and experience of Banking procurement practices and processes and overall typical sales lifecycle for selling enterprise platforms into banks
  • You are able to demonstrate consistently hitting and exceeding sales targets
  • Brings energy, gravitas and enthusiasm to the conversation

Desirable

  • You have knowledge and experience with cloud infrastructure technology
  • You have experience in consultative sales roles within the retail banking sector
  • Degree or equivalent educational background

Benefits

  • Competitive salary
  • Share options
  • Pension
  • Healthcare (including dental & optical)
  • Other perks like sports clubs, healthy (and sometimes not so healthy) snacks, tea and coffee
  • A talented & experienced team as your colleagues
  • An environment where you can learn and progress
  • Friday team wrap up with drinks and food!
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