Senior Software Account Executive – Banking & Financial Services

Overview

Middle East And Africa (Mea)

Market Development & Growth

• Build and execute territory/account plans to drive ACV/TCV growth, new logo acquisition, and expansion within the MEA BFS ecosystem (banks, card issuers/acquirers, processors, fintechs).
• Develop pipeline through multi-threaded engagement, outbound prospecting, local partner collaboration, industry events, and executive networks.
• Map customer initiatives (e.g., real-time payments, authenticated debit orders, ISO 20022 migration, digital onboarding & KYC) to solution value and quantified outcomes.

Client Advisory & Executive Engagement

• Act as a trusted advisor to C‑suite and senior leaders (CIO, COO, CDO, Heads of Payments, Retail/Commercial Banking, Risk & Compliance).
• Lead discovery/value workshops; build business cases (ROI, NPV, payback) and outcome narratives tailored to MEA market realities (cost-to-serve, fraud loss mitigation, digital adoption, regulatory compliance).

Opportunity Management & Deal Orchestration

• Own the full sales cycle; lead solution shaping, bid strategy, pricing, negotiation, legal/commercial closure, and smooth handover to Delivery.
• Coordinate cross-functional teams (Pre‑Sales, Solution Architecture, Professional Services, Pricing, Operations, Legal, InfoSec, Finance) to secure internal approvals (P&L, risk, governance).
• Manage complex RFP/RFI processes, including regional procurement requirements; run executive readouts and win strategies.

Solution Development & Value Selling

• Craft compelling value propositions and measurable outcomes: improved authorization rates, lower fraud/chargebacks, higher digital engagement, faster time-to-market, operational efficiency.
• Present reference architectures, demo flows, and roadmaps aligned to local constraints (data residency, InfoSec, resiliency, payments integrations).

Commercial Structuring & Contracting

• Structure agreements (SaaS subscriptions, enterprise licenses, managed services, PS SOWs, MSAs) with attention to pricing models, SLAs, data protection, InfoSec, and regulatory obligations.
• Navigate procurement, vendor risk, and third‑party risk processes typical in Middle East and Africa BFS institutions.

Pipeline, Forecasting & Governance

• Maintain rigorous CRM hygiene (Salesforce or equivalent), accurately forecast, and meet cadence commitments (QBRs, weekly pipeline reviews).
• Track and improve KPIs: win rate, cycle time, deal size, attach/mix (software + services), forecast accuracy, margin.

Partner, Ecosystem & Thought Leadership

• Collaborate with local systems integrators, consulting firms, cloud providers, and payment networks to shape integrated solutions and expand market reach.
• Represent the company at MEA BFS events; leverage customer references to drive credibility and thought leadership.

Required Qualifications

• Bachelor’s Degree in Business, Finance, Computer Science, Engineering, or related field (Master’s preferred).
• 10+ years of enterprise software sales/business development experience in Banking & Financial Services, with consistent quota attainment and complex deal wins across the Middle East and Africa.
• Proven success selling one or more of:
• + Digital banking & onboarding/KYC, customer identity & authentication
• + Payments (card issuing/acquiring, merchant services, EFT, real-time payments, ISO 20022)
• + Risk, fraud & AML, dispute & chargeback management, case management
• + Cloud/SaaS, API‑first architectures, microservices, managed services
• Proficiency in value-based selling and executive-level storytelling.
• Strong financial acumen (P&L, TCO, ROI modeling), negotiation, and commercial structuring skills.
• Experience leading RFP/RFI efforts and orchestrating cross-functional deal teams.
• Excellent communication, presentation, and executive presence.
• Ability to travel 25–50% across your assigned territory.

Eeo Statement

Statement To Third Party Agencies

Eeo Statement

Statement To Third Party Agencies