Orion Innovation is a premier, award-winning, global business and technology services firm. Orion delivers game-changing business transformation and product development rooted in digital strategy, experience design, and engineering, with a unique combination of agility, scale, and maturity. We work with a wide range of clients across many industries including financial services, professional services, telecommunications and media, consumer products, automotive, industrial automation, professional sports and entertainment, life sciences, ecommerce, and education.
The Role : Financial Services Business Development Leader (Director Level)
Reporting to : Financial Services Vertical Head
Location : Mexico / Miami
Region : LATAM (Top 5 countries Mexico, Brazil, Argentina, Colombia, Chile including Caribbean. Other countries opportunistic)
Job Purpose : As a Sales Lead / Director you will be responsible for :
Target Segment : Banks, Fintech and Payment Companies
Business Development & New Client Acquisition
- As Sales leader your role will be to purse end to end GTM strategy for from pursuit to closure Net New (Targeted list in the region / market aligned to Industry segment and Orion’s strategic growth objectives for FS vertical)Named Accounts (Targeted list or accounts in particular industry segment of focus)Prior MSA (Orion could have prior relationship) but no existing book of business
- Leading sales and business development efforts including segmentation, demand generation, and sales progression
- Developing, leading marketing campaigns designed to generate leads and new qualified opportunities within customer segments / micro verticals and named account list
- Pipeline management - maintaining accuracy of sales management system to document the status of campaigns, leads, and qualified opportunities
- Mapping of client / prospect business, their technology & operations needs to Orion’s capability areas. A solid understanding of prospect’s IT spends aligned to business / technology priorities,Competitor landscape and key winning propositionsShaping Orion’s digital mindshare with prospect, messaging Domain led Digital solutions and services capabilities that address specific problem areas, challenges & pain areas.
- Engaging with internal teams in constructing the solution scope, pricing estimates, presenting those solution proposals to client / prospect and consulting with client / prospect in explaining benefits, execution methodologies associated with the solution scope
- Leading consulting / discovery / solution design / estimations / costs during the opportunity bid process
- Own the entire prospect to opportunity closure operations process – Business Development, Hunting TargetsMonthly / Quarterly forecasting,Opportunity / Pipeline management process (P0 to P5)NDA / MSA / contractsSOW(s), Invoices
- As a business development leader, he / she will be responsible for developing alliances & partnerships that may be required for teaming up for purposes of a sale / initiative to provide or augment) Orion’s capabilities in Advisory / consultingSolution designExecution capabilities
e.g. partnership with Fintech / Insurtech provider or Platform provider (like Salesforce) or a consulting company
Account Growth : Client Services for these newly acquired logo’s (first 18 -24 months)
You will also be the key Go-to-client leader for developing further key account and customer relationship strategies, pertaining to newly acquired logos, identifying specific pursuit opportunities to build and expand Orion’s Financial Services footprint.Covering Orion’s Existing Clients and grow the firm’s business with these clients through consultative selling & adoption of the Domain Led - Digital Transformation & Digital Product Development Solutions & Services.This leader will be directly interacting with senior client executives (CXO’s and 2-3 levels down) to understand : Strategic business goals, Business / Technology / Operations prioritiesand help them design solutions, services to meet these goals by leveraging Orion’s capabilities & competency areas.Develop, own & lead Account planning, GTM within newly formed account / clusterAccount expansion & penetration strategies New Business Unit / LOB expansion,Geo / regional expansion Respond to and deliver on client requests, Respond to RFI’s / RFP’s, Technology & services needs.Proactively identify opportunities, digital transformation initiatives that align to Orion’s interest and capability areasMake solution proposals, pricing models, presentations to client(s) in line with account & client strategyOwn the entire account operations process – Account Budgeting / Targets,Weekly / Monthly / Quarterly forecasting,MSA / contracts / amendmentsSOW(s), InvoicesEngage with Delivery & Operations teams to manage project / program level margins (Cost’s)Oversee the delivery of Orion’s commitments to clients by working closely with various service delivery teams, COI’s – Experience Design, Engineering, Data & Analytics, Managed Services, Cloud & Infrastructure, QA, etc.Customer Success : This leader will be required to continuously develop trust-based relationships, manage steering committee for engagements, overall account governance & customer satisfactionQualifications :
Requires solid understanding of FS Domains – (Note : We are not looking for generalist sales but solution & consultative sales with focus on hunting and biz dev).Should have strong exposure to DIRECT and IN-DIRECT channel sales business / partnership-led sales model (either industry products or technology platforms)Should have sold to C-Suite in Banks. Proven relationships with Tier 1 / Tier 2 Banks in region is MUST HAVE.Should have either worked or sold Fin Svcs products / platforms either as Services / System Integrator or from one of management consulting / professional services firms (Accenture, Deloitte, Slalom, Veritran, Aspire, ITSS, Softek, Wizeline etc.) prevalent in the region, in LATAM for example. Core Banking Platforms : TEMENOS, ORACLE, Infosys, Fiserv, FISDigital banking, Commercial banking : TEMENOS, Infosys, Oracle, Fiserv, FIS, ACI, FinastraWealth / Investment Banking / Capital Markets : Calypso, Murex, Sungard, Temenos, Fiserv, FIS, Wall street systemsCards & Payments : TSYS, First data, WorldpayShould have either worked or sold through Tech enabled partnerships either as Services / System Integrator or from one of management consulting / professional services firms (Accenture, Deloitte, Slalom, Aspire, ITSS, Softek, Wizeline etc.) prevalent in the region, in LATAM for example. Cloud : AWS, Azure , GCPData : Snowflake, DatabricksSalesforce, ServiceNow, Mulesoft, AppianCISCOCommunication is key. Requires significant interaction with business, technical, operations stakeholders.Requires good understanding and prior experience of selling to Tier 1 / 2 / 3 - Financial Services relationships (Large and Mid-market relationships)Highly Networked, Thought Leader with deep experience in opening new markets, new logos or named accounts This role requires solid experience of hunting, passion to open new markets or Key industry segments within Financial ServicesThe role also requires being a strategic advisor, provide management consulting becoming a coach / guide to key Stakeholder’s to drive Digital Transformation initiatives.The ideal candidate is a leader who has
Demonstrated success in leading engagements of all sizes from inception through completion in a fast-paced entrepreneurial environmentIs a Sales Athlete, passionate about business development , opening new marketsIs articulate and readily adapt his / her style and message appropriately to their audienceUnderstands how to navigate complex client environments and situations. Is Skilled at defining, communicating, clarifying and driving change and actionIs a thought leader, adept at leading digital transformation journeyCan lead and engage with teams with diverse backgrounds and inspire performing teamsWorks with cross functional peers accountable for success in delivering outcomes and high-quality customer experienceBalance focus on hyper-growth and revenue generation with clear ability to meet BD targets & profitability goalsOrion is an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, gender identity or expression, pregnancy, age, national origin, citizenship status, disability status, genetic information, protected veteran status, or any other characteristic protected by law.
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