We are currently seeking a Professional Services Sales Manager for our Brokerage and Clearance Segment. The successful candidate will identify, qualify, progress, and close consulting opportunities with the Segment's strategic customers, primarily but not exclusively around the Stream product. Often, but not exclusively, the incumbent will work with other members of the BCS Sales team as the champion of Professional Services. 
 

Responsibilities

Develop New Business

• Meet with client “C” level and other executives to identify and subsequently sell consulting and professional services. The primary focus will be selling integration, support and custom development services around Stream.
• Be the Professional Services expert on strategic sales teams targeting large, multi-year Tier 1 and Tier 2 consulting opportunities, often, but not exclusively, around Stream.
• Work with Segment client facing and sales staff to educate staff and clients, with a goal of maximizing revenue and profitability.
• Identify additional future opportunities with existing clients during and after implementation/integration.

Manage Scope of Projects

• Identify and assist in developing clients' business requirements. Assist as appropriate in execution of projects.
• Provide leadership, often with other BCS sales staff, to both internal and client teams to identify, quantify, implement and measure success of projects.
• Identify additional future opportunities as projects and assignments progress - “land and expand” model.

Client Communication/Satisfaction

• Communicate effectively with all levels of client management, including C level client leadership.
• Meet and manage client expectations surrounding delivery of generated results.
• Communicate regularly with client's management to assess satisfaction with the implementation process and address issues, questions and concerns.The Director will have a call on all of the Segment's expertise and resources to staff projects, working closely with Product Line management. Additionally, the Director will need to work with SunGard Consulting Services and other resource sources with SunGard on Segment and Cross Disciplinary initiatives.

Position Requirements:

Substantial experience working in the financial securities industry, some of which have been in a Professional Services/Consulting selling capacity.

• Strong and established track record in shaping and selling large, complex long-term engagements.
• Demonstrated ability to identify and pursue potential new strategic opportunities.
• Demonstrated success in expanding existing relationships creating “annuity” revenue flows.
• Demonstrated strong leadership and teamwork skills, particularly with highly diverse, cross functional global teams.
• Senior Executive Presence - Experienced and comfortable with Senior Level (e.g. CIO/COO/ Business Head) executives—presenting the SunGard value proposition and identifying short and long term opportunities for consulting solutions.
• Deep knowledge of Information Systems/Business Consulting Methodologies.
• Experience preparing and negotiating contracts.
• Ability to provide targeted communication, both verbal and written, to internal and external constituents.
• Proven analytical and process redesign skills, including problem solving, quantitative reasoning, workflow process, etc.

Possess the following skill sets:

• Sales orientation
• Detailed oriented, strong documentation skills
• Excellent interpersonal, verbal and written communication and presentation skills
• Ability to work independently as well as in a team environment
• Desire to do meaningful work and make a difference
• Project Management experience, including creating work plans, budgets, managing budget to actual, goal setting/benchmarks and delivering on client expectations.
• Network of contacts and relationships.