Director, Sales (Boston, New York, Chicago, San Francisco or LA)

  • Competitive
  • Boston, MA, États-Unis
  • CDI, Plein-temps
  • Fidelity Investments
  • 15 déc. 17 2017-12-15

Director, Sales (Boston, New York, Chicago, San Francisco or LA)

The Director, Sales is responsible for developing and executing a sales plan that leverages strong knowledge of the corporate actions market, applies a consistent approach to identifying and engaging with prospect decision-makers, and effectively negotiates contracts that are mutually beneficial to both Fidelity and prospect. This individual will proactively consult to prospects, gaining a deep understanding of the prospect's business, and recommend solutions that will add value to their organizational objectives. The Director, Sales will also act as a key contributor to the competitive intelligence and business development.

The Expertise We're Looking For

  • Bachelors degree required; advanced degree preferred
  • 5 year's successful sales experience in the financial services industry. Institutional sales experience a strong plus.
  • Proven track record with consultative sales and success with long/complex sales cycles
  • Exposure to software products and tools in the data management space
  • Preferred experience in marketing products and services as part of a commercial business
  • Preferred experience with corporate actions and systems
  • Travel 50% depending on territory

The Skills You Bring
  • Ability to apply effective sales methodology in the development and execution of sales territory plans, pipeline management and contract negotiations
  • Exceptional consultative selling capabilities, with expertise in organizational navigation identifying decision-makers, understanding their business needs, and recommending appropriate solutions based on value of technology and service offering
  • Demonstrated strategic thinking, analytic and problem solving skills
  • Ability to collaborate effectively with multiple partners within FCAS and across Fidelity
  • Sense of urgency to meet client/prospect needs
  • Independent judgment to determine project guidelines, purpose, follow-through and completion
  • Strong organizational and project management skills
  • Effective time management skills
  • Ability to apply technology to business solutions
  • Outstanding effective presentation skills - written and oral
  • Demonstrated business savvy - capacity to balance multiple, sometimes competing demands and drive results

The Value You Deliver

Development and Execution of Sales Plan:
  • Build a high quality pipeline through a strong sourcing strategy with structured sales activities that yield results
  • Detail all interaction in Salesforce
  • Present knowledgeably on all aspects of FCAS's offering and its relative value to prospective clients
  • Demonstrate knowledge of the corporate actions space, with understanding of client's business and how to add value to client's existing organizational objectives
  • Define and manage strong sourcing strategy, one that leverages available resources and effectively identifies sales opportunities with relative value to the FCAS offering
  • Proactively follow-up on leads, with structured sales activities that yield results, bringing prospects to next step in decision-making
  • Consistently define (and redefine) success factors for prospect decisions, with course correction as needed
  • Effectively apply sales methodology to negotiate and close deals that will positively impact FCAS contribution margin

Consultative Selling:
  • Proactively consult to and engage prospect by gathering needs and wants, establishing credibility, recommending solutions and developing a contract that produces mutually beneficial results for FCAS and prospective client
  • Conduct prospect interviews with informed dialogue that demonstrates baseline understanding of prospect's business and enables us to further pinpoint potential value and determine appropriate solutions
  • Apply consistent approach to identifying and engaging with decision-makers at prospect organizations; demonstrate knowledge about the factors that influence these decision-makers

Competitive Intelligence & Business Development Strategy:
  • Increase the profile of FCAS within the industry; build and maintain relationships by partnering with prospects, clients and third parties (e.g., Asset Servicers, Consultants, Platform Providers)- understanding, anticipating and meeting their needs on a timely basis
  • Act as resource for marketing, product development, operations and relationship management teams by identifying new opportunities and reviewing the competitive landscape
  • Increase market awareness and enhance FCAS brand, by hosting and/or attending targeted industry events and conferences
  • Regularly provide feedback to FCAS and Fidelity leadership team on the market and competitive landscape in order to identify current and future business opportunities
Company Overview

Since 1997, Fidelity Corporate Actions Solutions, a wholly owned subsidiary of Fidelity Investments, has been a trusted source for global corporate actions data and workflow tools that streamline activities across the lifecycle of an event and give clients the confidence they need to effectively process this time-sensitive information. In addition to servicing many business units across the Fidelity enterprise our diverse client base includes banks, sell-side and buy-side investment managers, hedge funds, global custodians, broker-dealers, insurance companies, portfolio accounting platforms, brokerage platforms, asset servicers, trading platforms and specialty providers.

At Fidelity, we are focused on making our financial expertise broadly accessible and effective in helping people live the lives they want. We are a privately held company that places a high degree of value in creating and nurturing a work environment that attracts the best talent and reflects our commitment to our associates. For information about working at Fidelity, visit FidelityCareers.com