Senior Sales Executive

Gresham is a global financial services technology company specialising in enterprise data automation. We help financial institutions ensure that their operational, regulatory and management data is complete, accurate, timely and fully auditable — particularly within complex environments where data is distributed across multiple systems.

Our solutions automate data controls, reconciliations, workflows and exception management, enabling clients to reduce operational risk, strengthen data governance and enhance confidence in reporting across highly regulated environments. Serving both buy-side and sell-side organisations worldwide, Gresham partners with clients to deliver trusted, transparent and resilient data operations.

The Sales Executive will drive sales and business development efforts across our enterprise customers and prospects. You operate as a key member of a global sales team, driving our growth agenda and you are primarily responsible for achievement of sales targets and the implementation sales strategy.

You are responsible for driving the sales cycle from initial contact to signing of the deal, maintaining good client relationships, driving up-sell and cross-sell opportunities, as well as taking part in market analysis and relationship building with senior management and key opinion leaders in the financial services sector.

Working closely with Marketing, the role involves a high degree of trend analysis, market monitoring, and result tracking, you use your knowledge and expertise about the market to accurately forecast sales predictions and shifts in the marketplace. You are responsible for selling our suite of data automation solutions to new and existing clients.

You provide credibility, champion a culture of performance and drive the commercial sales objectives, supporting the business in delivering short, medium and long-term business results.

• Perform sales activities to achieve sales targets established by sales leadership
• Preparing and executing territory sales plans to achieve sales targets established by sales leadership.
• Working in accordance with Gresham’s consultative sales methodology and general commercial strategy.
• Coordinating pre-sales and other specialist resources as needed to achieve sales targets.
• Generating pipeline within targeted accounts leveraging direct outbound efforts, marketing resources, and professional networks.
• Negotiating, or assisting with negotiations for terms and conditions or service agreement, dependent on deal size.
• Identifying and presenting compelling proposals on where Gresham’s solution will add value vs. existing systems or competitive options.
• Building long-term relationships and referrals with potential clients, establishing and maintaining relationships with primary alliance partners and identifying new market and growth opportunities/revenue streams to build a strong sales pipeline.
• Proactively communicating and prospecting with via phone, in person and using electronic channels.
• Maintaining weekly communication and reporting to senior sales management.
• Assisting in market research and building prospective client profiles with respect to their current systems, potential future software investments and strategies, and key decision makers.
• Performing competition analysis with respect to strengths, weaknesses, and opportunities and threats.
• 5+ years of previous sales experience with a successful track record of selling global enterprise deals in the financial services sector.
• Experience executing strategic sales plans across a defined territory; identifying prospects, evaluating position in the industry and targeting through varying mechanisms.
• Study industry trends to understand how to best penetrate the market. Research and cold call to identify potential customers and to find out their needs
• Proven ability to manage a large territory and follow a structured sales process from inception to closing deals at the executive level.
• Ability to deal with all levels within an organisation, in a consultative way and demonstrate strong negotiation skills.
• Exceptional communication, presentation and interpersonal skills; able to…