Job Purpose
Reporting to the Head Regional Sales for the Africa Region. To generate ongoing revenue for Temenos through the sale and delivery & support of high quality solutions to existing clients, while managing and ensuring high levels of client satisfaction and reference-ability across East Africa.
Responsibilities and Accountabilities
Sales:
Generating and managing revenue pipeline by identifying and winning profitable license, training, consulting and support business.
Proactively identifying ways to help clients reach their strategic goals through constant knowledgeable and informed communication regarding Temenos’ products, services and direction.
Engaging and managing a virtual team including pre-sales consultants, the Services Engagement Manager, Training Manager, other services personnel and legal as appropriate throughout the sales cycle.
Upgrading existing contracts (such as higher levels of maintenance) and up-selling and identifying new opportunities within existing clients but outside of the existing implementations.
Taking ownership of sales proposals for the nominated accounts and ensuring that they are provided to a high standard, in a timely manner.
Generating ideas and suggestions, writing proposals, refining the scope of work and budget, negotiating prices, and assisting in the drawing up of contracts.
Working as part of the account management team to identify and package new sales propositions. Each team member will, from time to time, be asked to research, write-up documentation and marketing pieces, or undertake other action items as defined in regular meetings.
Customer satisfaction:
Raise customer satisfaction for the nominated territory to the requisite corporate level.
Ensure that reference-ability within the nominated territory is at the requisite corporate level.
Services:
Managing Temenos deliverables including resourcing, and monitoring against an agreed plan.
Working with assigned Help Desk Manager to ensure quality and timeliness of Help Desk services and deliverables.
Overseeing Temenos services engagements and representing Temenos on related steering committees to manage profitability and risk to Temenos.
Obtaining required client and internal authorization and sign-off for services engagements.
Relationships:
Representing Temenos to existing clients, and representing clients within Temenos.
Maintaining and building customer relationships with the client’s services managers and stakeholders to promote customer loyalty, satisfaction and reference ability, and to expand outside of existing relationship.
Frequent and effective communication and interaction with client contacts at multiple levels.
Others:
Ensuring smooth and prompt invoicing and cash collection.
To undertake any other tasks or duties which are reasonable and requested by your line manager or a member of the senior management team.
Adhering to internal controls and systems such as deal sheets, time reporting, forecasting, etc.
Skills and Qualifications
Minimum of 10 years’ solutions sales and/or account management experience involving large, complex projects in the financial sector.
Proven sales experience in East Africa.
Proven sales success, client management, and service delivery experience.
Track record of working with multi-site/country clients within the region.
Proven stakeholder management skills, understanding of the sales process and methods, and profitability and risk management skills.
Strong consulting skills with excellent commercial awareness and negotiation skills.
Understanding Temenos’ products and services, its competitors’ offerings and the key differentiators.
Advanced interpersonal skills and excellent written and verbal communication skills.
Proven conflict and issue management skills.
Team-oriented leadership and management skills and a professional attitude to colleagues and clients.
Experience of working with audiences with varying levels of technical understanding in different cultures.
Thrive on working toward tough, high-pressure deadlines.
Must be presentable, articulate, reliable, committed and resilient.
