Business Development Manager: GRC Sales - Bengaluru, India - EliteRecruitments

Description

Nature of role: Full-time

Number of years of experience expected: 5+ years of relevant lead generation and sales experience for software sales in the operational risk, compliance management, internal audit, incident management, enterprise risk management, IFC / SOX / ICFR and other general GRC space

Areas of past experience required:

• Core requirement – Experience of creating leads and closing software product sales to financial institutions / large corporates for one or more of the following areas:

1. Operational risk and BCP
2. Compliance management
3. Internal audit management
4. Incident / case management
5. IFC / ICFR / SOX
6. Enterprise risk management
7. General GRC and other non-financial risk areas

• Desirable requirement – Experience of creating leads and closing sales for one or more of the below offerings to financial institutions or large corporate clients

1. Non-GRC software products for finance & risk functions, covering ALM (liquidity risk, IRRBB), credit risk, IFRS9, Basel III etc.
2. Consulting services for risk management, financial accounting, change and transformation programs, digital transformations etc.

• Experience in selling GRC software to financial institutions / corporates is mandatory.
• Experience in selling non-GRC software, consulting services etc. would be an advantage but is not the core requirement.
• Working with local partners: Track record of working with local partners to penetrate new accounts and sell software / consulting services. Partners could be System Integrators (SI partners) as well as management consulting firms like the Big 4 (Consulting partners).

Key responsibility areas:

• Create leads & sales opportunities by researching and identifying potential accounts, soliciting new client relationships, building rapport, providing information on Clients' products and services and facilitating subsequent discussions with Clients' BD and business teams.
• Create stable pipeline of opportunities and sold revenue to be delivered in future years.
• Understand the product and service offerings of Clients' verticals i.e., TechWorks, Consulting & LightHouse and position the same with clients.
• Actively build partner network for creating new leads, empowering them with the right collateral and sales messaging. Work with partners to create new client relationships and close opportunities. - Ensure correct & complete awareness of the on-ground facts for ongoing leads & opportunities and timely communication of such information to Market Leaders and business teams for action.
• Maintain relations with influencers and decision makers at client organizations.
• Maintain information relating to accounts, contacts, opportunities, incumbent providers etc. required to support sales and marketing activities.
• Track open opportunities and coordinate with internal stakeholders to move opportunities to closure.
• Be aware of client's decision makers / influencers and incumbent service providers / OEMs.
• Create impactful client interactions during pursuits to improve chances of success.
• Timely response to client requests in relation to an opportunity.

Qualifications:

• Educational Qualification: MBA or Graduate Degree.
• Technical skills expected: Good expertise in Microsoft PowerPoint, Word and Excel is required. The candidate will need to use Microsoft Word and PowerPoint to modify standard marketing collateral and work with the presales teams to tailor that to meet specific client requirements.

How to Apply: Interested candidates, please share your updated resume to