Account Executive Fmcc Actimize jobs at Nice in United Kingdom

you will be driving new business growth within a designated set of accounts or territory.

How will you make an impact?

• Developing, implementing and maintaining individual sales plans
• Uncovering and creating new opportunities for named accounts
• Creating, driving and closing new business
• Achieving and exceeding annual sales quotas
• Cultivating and maintaining strong client relationships
• Driving new relationships especially in the C Suite and with adjacent lines of business
• Owning the customer experience with a strong focus on customer satisfaction and retention
• Applying best practice sales methodologies and tools
• Using Salesforce for opportunity, campaign and customer/opportunity management

Have you got what it takes?

• Experience in the financial sector in the sell-side or buy-side
• Familiarity with the associated regulatory requirements in EMEA
• Prior experience of sales, and sales leadership in Financial Services Enterprise software (applications and services) within the Sector.
• +6 years of Successful sales experience
• Experience of selling complex, large scale software solutions, directly and via partners
• Existing finance sector contacts, relationship and client management skills that effectively builds trust and credibly
• Ability to understand and position the value and compelling benefits a business can derive from NICE Actimize Compliance solutions
• Creative thinker. Commercially astute.
• Energetic and highly motivated. Very organised.
• Excellent sales competences – presentation skills, negotiation, planning, accurate forecasting
• Degree or MBA calibre required.

Reporting into:Director, Sales

Individual Contributor

How will you make an impact?

• Manage a number of projects for tier one clients of varying sizes utilising cross-functional Actimize teams distributed across multiple geographical locations.

• Establish effective governance according with best practice and common methodologies.

• Lead and manage a portfolio of client accounts, with multiple customer-facing software delivery engagements, delivered directly, and/or through a team of Senior Program/Project Managers.

• Provide effective, accurate and timely communications to all senior stakeholders. Scheduling and attend senior stakeholder meetings, including Steering Committees, and acting as a clear point of contact for client sponsors and senior management.

• Improve Customer Satisfaction (CSAT) returns for your portfolio of client accounts.

• Ensure effective Risk Management is proactively employed across the account portfolio. Actively collaborating with clients to ensure a rapid resolution, where necessary, avoiding, defusing, and managing escalations, should they arise.

• Ensure that scope is monitored and controlled on all projects and that any deviation is proactively addressed through change control, impact assessment, and re-planning to safeguard project baselines.

• Ensure that revenue forecasts, budgets and invoices are accurate and tracked regularly to ensure that Actimize projects meet their financial objectives.

• Manages cost, schedule and quality by overseeing project deliverables and ensuring project objectives are met.
• Assess and report the quality and efficiency of each stage of delivery of projects in your client portfolio. Proactively provide feedback on lessons learned, and contributing to the maintenance and development of project management resources, processes, and tools used within your Professional Services team.
• Proactively address performance issues within prescribed company guidelines. Top of Form

have highly developed soft skills, excellent stakeholder management and the gravitas needed to build long term relationships with clients and internal stakeholders alike.

be resilient and able to work well under pressure with challenging projects.

have experience of working in internationally distributed matrix-management structures.

have extensive previous experience of working in Professional Services and Financial Services / Capital Markets or Investment Banking.

be able to proactively guide the client through challenges while avoiding escalations.

be able to travel Internationally, if required.

• Minimum of 10 years + experience of managing complex IT software projects using established project/program management disciplines and methodologies. Recognized project management certification such as PRINCE2, PMP, MSP, etc… preferrable. While certification is important, candidates should be able to adapt to detailed processes and software delivery and project management practices & methodologies, such as Agile, Waterfall, Scrum, Kanban…

• Substantial experience of managing multiple concurrent IT/ software implementation and integration projects of varied size and complexity utilizing cross-functional teams in multiple geographical locations.

• Substantial experience of working with SMEs when developing scope/specification of large technical programs.

• Solid understanding of all phases of the Systems Development Life Cycle (SDLC), Data migration, Integration, Consolidation, Profiling, and Cleansing.

General

• Minimum relevant Bachelor's degree or equivalent of higher education.

• Able to build strong relationships across your portfolio of customers, and understand their business needs and priorities.

• The ideal candidate would be bilingual in fluently speaking and writing English and French, though this is not essential.

Reporting into: Director, Professional Services, Actimize

Individual Contributor

How will you make an impact?

• Establish and manage relationships inside NiCE Actimize partner ecosystem to drive strategic initiatives that deliver profitable revenue growth, innovation, and market expansion
• Develop joint business opportunities and execute development programs for ecosystem growth
• Collaborate with and support NiCE Actimize Partner and Alliance Leaders on their partnership growth initiatives
• Effectively build and manage ongoing relationships with partner executives, sales and client account teams
• Lead the orchestration of training and enablement for partners on NiCE Actimize company products, services, and Go-To Market
• Build and manage relationships with NiCE Actimize sales teams, ensuring they understand the value of your partners and how we jointly GTM
• Lead efforts to scale our partner sales activities, including pipeline generation and management
• Provide overlay sales support on partner co-pursuits
• Engage with clients onsite to establish various use cases and quantify the value behind them.
• Hold in-depth, value-oriented conversations with government agency leadership, architects, and line-of-business users
• Identify NiCE Actimize pipeline opportunities that are ideal candidates to be put through NiCE Actimize's AWS Marketplace then manage and assist in tracking and forecasting those opportunities in the Marketplace
• Work collaboratively with NiCE Actimize Customer Success Managers on issues and escalations that involve Partners, by coordinating necessary communication and escalation directly with the Partner to resolve the issue

Business Growth and Operational Efficiency

• Develop and improve processes to drive greater sales efficiency by aligning with other functions (marketing, sales engineering, legal) to reduce cost and remove delays.
• Produce a framework to measure sales productivity to help management make informed decisions around hiring and budgeting
• Understand the overall sales process and details of each stage to be a trusted advisor and provide insight and strategies to increase win rates, productivity, and profitability of sales through the opportunity process
• Own and manage the partner pipeline within your assigned territory, ensuring that partners are actively progressing opportunities toward closure with NiCE Actimize Field Sales in alignment with mutually agreed timelines
• Collaborate with NiCE Actimize Field Sales and Partners to accurately forecast Partner led deals
• Proactively surface and resolve Partner led deal blockers, both in resell and delivery motions for committed opportunities in the quarter. Partner closely with NiCE Actimize field sales teams to develop and execute effective close plans that ensure Partner led timely deal completion
• Collaborate with partners to develop and execute joint go-to-market (GTM) plans, tailored to business objectives and regional market dynamics. Plans should include clear deliverables for execution on a quarterly and semi-annual basis
• Serve as a strategic internal advocate for your partners within NiCE Actimize. Ensure that field sales teams fully understand the unique capabilities and geographic strengths your partners bring to joint sales motions and opportunity development

Have you got what it takes?

• 10+ years of technology sales experience
• 5+ Years working with partner channel sales
• 2+ years sales experience with AWS Services and Marketplace
• Comfortable with sales process including forecasting and working through deal negotiations
• 5+ Experience working with channel partners.
• Proven success in executing large, complex deals led by Partners in collaboration with Corporate field Sales teams
• Understanding of fundamental financial modeling for deal development and negotiation
• A. / B.S. from an accredited college; preference for Program and Project Management,
• Travel up to 30% of the time

You will have an advantage if you also have;

• Graduate degree
• AWS Sales or Technical Certification
• Sales experience selling through AWS Marketplace
• Channel experience with a Software SaaS provider in a Partner Sales or Development Role
• Comfortable presenting on stage and to executive leadership teams

NiCE Actimize is the largest and broadest provider of financial crime, risk and compliance solutions for regional and global financial institutions, as well as government regulators. Consistently ranked as number one in the space, NiCE Actimize experts apply innovative technology to protect institutions and safeguard consumers’ and investors’ assets by identifying financial crime, preventing fraud and providing regulatory compliance.

• Requisition ID: 8130
• Reporting into:Senior Director, Partner Sales, Actimize

How will you make an impact?

• You will be responsible for the AML Sales Strategy for the EMEA region and drive the AML business, pipeline and booking.
• Function as the AML SME for the Actimize Direct Sales team as well as our Customers and Prospects
• Liaise with internal Actimize teams (Product, services, SMEs) to identify industry trends, identify new offerings and align sales strategy/sales campaigns.
• Understanding the market and our customer’s focus and needs to drive the Actimize AML Strategy for EMEA.

Have you got what it takes?

• 10+ years of Experience in Financial Crime/AML at a Financial Institution, Software Vendor or industry consulting roles
• Experience in selling or implementing enterprise application software solutions (application plus services). Ideally payment processing solutions to compliance/operational risk departments in the brokerage/banking/insurance industries.
• Experience selling complex software with a long sales cycle
• Ability to position the Company, its products and services in the marketplace vis-à-vis competitor.
• Familiar with revenue recognition
• Contract negotiation skills and experience
• Excellent communication (written/presentation) and interpersonal skills
• Proactive and customer-focused

You will have an advantage if you also have:

• Experience/knowledge of Actimize solutions.
• Experience selling or implementing AML products is a plus

NiCE Actimize is the largest and broadest provider of financial crime, risk and compliance solutions for regional and global financial institutions, as well as government regulators. Consistently ranked as number one in the space, NiCE Actimize experts apply innovative technology to protect institutions and safeguard consumers’ and investors’ assets by identifying financial crime, preventing fraud and providing regulatory compliance.

• Requisition ID: 8114
• Reporting into: VP, Solutions Sales, Actimize

Account Executive - Strategic Accounts

How will you make an impact?

• Regularly close deals and build pipeline within or exceeding goals. Meets or exceeds assigned sales quota.
• Assist and support sales partners in sales efforts by participating in sales calls and closing efforts.
• Maintain product knowledge by attending continuous sales training.
• Attend industry events.
• Build and maintain relationships with potential and current customers and sales partners.
• Maintain a keen familiarity of CCaaS, Digital & AI competitors, especially strengths and weaknesses of each competitors' solutions.
• Be a trusted advisor to our customers by understanding their processes, requirements, and challenges.
• Engage customers in business, strategy, and ROI-based discussions to communicate how NiCE can help deliver value by changing the relationship they have with their customers.

Have you got what it takes?

• You’re consultative by nature, and can identify the problems your customers have, while skillfully positioning your comprehensive digital arsenal to solve those problems.
• You have a proven track record of success as an Account Executive selling software & winning new business at Enterprise Level (>500 Seats)
• You’re a hunter – Comfortable managing the full sales cycle for NiCE customers, from prospecting to close, through the consultative sales approach.
• You should have a multi-faceted background to succeed in this position including a deep understanding of the CCaaS market. Ideally this expertise would have been acquired in similar positions at other enterprise software companies or working within SI organizations while engaging closely with technology teams and customers.
• You’re motivated to exceed your quota & to chase the rewards on offer for successful Salespeople at NiCE
• You demonstrate success working with little to no direct daily supervision in a home office setting retaining a proactive ‘can-do’ attitude, mentality and output.

You will have an advantage if you also have:
Proven track record of securing new logos within the utilities and telecommunications sectors.

You will join a Gartner Magic Quadrant Leader (9 years in a row), delivering success to more than 25,000 + customers globally, with an impressive year-on-year growth.

Requisition ID: 7574

Reporting into:Director, Sales.

Individual contributor.

You will be responsible for:

• Work largely during the customers' core business hours, with occasional extended hours as needed
• Occasional on-call after-hours work may be required as needed by the customer
• As their account management professional, be the assigned accounts' single point of contact to our company, and engage resources across several teams as needed to resolve their issues and requests
• Develop and maintain an effective and productive relationship with assigned accounts, hold regular discussions to review open issues, understand their contact center and business, know how NICE CX's solutions meet their needs, share best practices, determine ways to increase their success, and become their trusted partner and advisor
• Excellent triage and troubleshooting skills, teaching peers those same skills to improve their success
• Personally resolve as many customer issues as possible while scheduling time for proactive activities
• Partnering with other NICE CX employees and teams (technical support, professional services, product management, engineering, etc.), ensure that all technical challenges and other issues/cases/requests are being handled properly, are within SLA targets, and are progressing toward resolution
• Demonstrate superior in depth knowledge of NICE CX products and associated technologies, especially those employed by assigned accounts
• Demonstrate subject matter expertise in one or more technical areas
• Demonstrate expertise and maintain currency in telecommunications, contact center, and related technologies
• Gain a deep understanding of each customer's environment, identify customer needs, propose solutions that will accelerate their success
• Demonstrate a working knowledge of competitive product lines, differentiators and industry trends through self-education and NICE CX's resources
• Develop and present customized presentations to assigned accounts that both quantify and qualify product/service usage, realized benefits, achievements, opportunities and next steps
• Provide training to accounts to ensure that they get the most out of their NICE CX investment
• Capture common questions, techniques and best practices in daily workflow, sharing that information by regularly creating and improving knowledgebase content
• Provide coaching to peers and demonstrate consistent and high-value participation in knowledge creation and improvement
• Ensure that all communication, interactions, assignments, details and actions are clear, effective, timely (within established SLA), and are logged into the CRM system
• Appropriately contribute to and take charge of meetings, calls and other discussions to convey ownership, organization, progress and direction
• Consistently and regularly update customer and account information, keeping it current in the CRM system
• Tactfully, confidently and professionally communicate with all stakeholders, especially in emotionally-charged and escalated situations, bringing people together with the common goal of resolving issues and accelerating the customer's success
• Communicate and work with customers in a way that they do not escalate and are confident that their issues and concerns are being properly represented and handled by NICE CX
• Assist the team by taking ownership of escalations in your area of expertise, exemplifying the effective handling of difficult situations
• Develop and drive business cases that outline problems, impacts, proposed solutions and outcomes that help NICE CX improve our performance and success
• Make and meet all commitments, building trust with customers and help others to do the same
• Present a professional image in communication, conduct, attitude and attire
• Demonstrates professionalism and leadership with customers, and helps peers to develop the same level of expertise
• Accountable for all actions, and tactfully reinforce accountability across all employees and teams in the company for delivering to OLA and SLA. Professionally and tactfully teaches proper process and methods that ensure customer service excellence
• Assist assigned customers in preparation for go-live, and build confidence with them as they begin using our products in a live environment
• Responsible for customer satisfaction, retention and referenceability for all assigned account
• Participate in team goal achievement and set personal goals that increase effectiveness and success
• Identify opportunities to improve or modify products and services to improve customer effectiveness and experience, and recommend those improvements through proper channels, driving product/services enhancements and development
• Employs an assertive yet positive attitude in working with others to improve process issues that cause inefficiency, risk, missed targets, and frustration.
• Add value to the company by participating in projects, tasks and initiatives that improve process, methods, tactics and success within the team and across NICE CX. Participation in these things does not detract from the service, value, and outcomes provided to assigned accounts
• Mentor Associate TAMs and other peers as appropriate toward increased success
• Provide technical and process training to others based on skills and expertise, which training improves others' effectiveness and efficiency
• Successful at turning struggling accounts into successful accounts
• Manage and document certain NICE CX technical projects with each assigned account to ensure that they are successful
• Occasional travel (up to 25%) required, visiting customer sites
• Perform other tasks and duties as assigned or needed
• Follow the company Code of Ethics and NICE CX policies and procedures at all times
• Communicate in an effective and professional way with customers in and outside of NICE CX

Have you got what it takes?

• 6+ years in a Technical/Service role in software, telecommunications or in customer service, call/contact center and/or service delivery
• Demonstrated technical problem solving proficiency
• Excellent analytical and advanced troubleshooting skills with end-users/customers
• Excellent customer service and communication skills, both verbal and written
• Ability to multitask and work well in a fast-paced environment
• Proficient in Microsoft Office applications
• Able to work with little supervision and complete projects
• Working technical knowledge of contact center software/design/functionality
• Demonstrated experience in a fast paced environment and meeting customer time constraints
• Implementation: broad skills in both technology & analysis; experience in communicating at a technical and functional level while managing business rapport

You will have an advantage if you also have:

• TCP/IP networking knowledge and VoIP technology exposure
• Comprehensive knowledge of TCP/IP, telecom circuits from DS0 through OC-48
• Understanding of network topology and telecommunications architecture (PBX, Carriers and VoIP)
• Understanding of basic scripting fundamentals
• Solid understanding of TCP/IP and internet fundamentals
• Extensive software, telecommunications and IP Telephony
• Experience using SIP signaling
• Competent in database and SQL concepts and scripting
• Analytical, inquisitive, service & team-oriented, friendly demeanor, early adopter

You will be responsible for:

• Work largely during the customers' core business hours, with occasional extended hours as needed
• Occasional on-call after-hours work may be required as needed by the customer
• As their account management professional, be the assigned accounts' single point of contact to our company, and engage resources across several teams as needed to resolve their issues and requests
• Develop and maintain an effective and productive relationship with assigned accounts, hold regular discussions to review open issues, understand their contact center and business, know how NICE CX's solutions meet their needs, share best practices, determine ways to increase their success, and become their trusted partner and advisor
• Excellent triage and troubleshooting skills, teaching peers those same skills to improve their success
• Personally resolve as many customer issues as possible while scheduling time for proactive activities
• Partnering with other NICE CX employees and teams (technical support, professional services, product management, engineering, etc.), ensure that all technical challenges and other issues/cases/requests are being handled properly, are within SLA targets, and are progressing toward resolution
• Demonstrate superior in depth knowledge of NICE CX products and associated technologies, especially those employed by assigned accounts
• Demonstrate subject matter expertise in one or more technical areas
• Demonstrate expertise and maintain currency in telecommunications, contact center, and related technologies
• Gain a deep understanding of each customer's environment, identify customer needs, propose solutions that will accelerate their success
• Demonstrate a working knowledge of competitive product lines, differentiators and industry trends through self-education and NICE CX's resources
• Develop and present customized presentations to assigned accounts that both quantify and qualify product/service usage, realized benefits, achievements, opportunities and next steps
• Provide training to accounts to ensure that they get the most out of their NICE CX investment
• Capture common questions, techniques and best practices in daily workflow, sharing that information by regularly creating and improving knowledgebase content
• Provide coaching to peers and demonstrate consistent and high-value participation in knowledge creation and improvement
• Ensure that all communication, interactions, assignments, details and actions are clear, effective, timely (within established SLA), and are logged into the CRM system
• Appropriately contribute to and take charge of meetings, calls and other discussions to convey ownership, organization, progress and direction
• Consistently and regularly update customer and account information, keeping it current in the CRM system
• Tactfully, confidently and professionally communicate with all stakeholders, especially in emotionally-charged and escalated situations, bringing people together with the common goal of resolving issues and accelerating the customer's success
• Communicate and work with customers in a way that they do not escalate and are confident that their issues and concerns are being properly represented and handled by NICE CX
• Assist the team by taking ownership of escalations in your area of expertise, exemplifying the effective handling of difficult situations
• Develop and drive business cases that outline problems, impacts, proposed solutions and outcomes that help NICE CX improve our performance and success
• Make and meet all commitments, building trust with customers and help others to do the same
• Present a professional image in communication, conduct, attitude and attire
• Demonstrates professionalism and leadership with customers, and helps peers to develop the same level of expertise
• Accountable for all actions, and tactfully reinforce accountability across all employees and teams in the company for delivering to OLA and SLA. Professionally and tactfully teaches proper process and methods that ensure customer service excellence
• Assist assigned customers in preparation for go-live, and build confidence with them as they begin using our products in a live environment
• Responsible for customer satisfaction, retention and referenceability for all assigned account
• Participate in team goal achievement and set personal goals that increase effectiveness and success
• Identify opportunities to improve or modify products and services to improve customer effectiveness and experience, and recommend those improvements through proper channels, driving product/services enhancements and development
• Employs an assertive yet positive attitude in working with others to improve process issues that cause inefficiency, risk, missed targets, and frustration.
• Add value to the company by participating in projects, tasks and initiatives that improve process, methods, tactics and success within the team and across NICE CX. Participation in these things does not detract from the service, value, and outcomes provided to assigned accounts
• Mentor Associate TAMs and other peers as appropriate toward increased success
• Provide technical and process training to others based on skills and expertise, which training improves others' effectiveness and efficiency
• Successful at turning struggling accounts into successful accounts
• Manage and document certain NICE CX technical projects with each assigned account to ensure that they are successful
• Occasional travel (up to 25%) required, visiting customer sites
• Perform other tasks and duties as assigned or needed
• Follow the company Code of Ethics and NICE CX policies and procedures at all times
• Communicate in an effective and professional way with customers in and outside of NICE CX

Have you got what it takes?

• 6+ years in a Technical/Service role in software, telecommunications or in customer service, call/contact center and/or service delivery
• Demonstrated technical problem solving proficiency
• Excellent analytical and advanced troubleshooting skills with end-users/customers
• Excellent customer service and communication skills, both verbal and written
• Ability to multitask and work well in a fast-paced environment
• Proficient in Microsoft Office applications
• Able to work with little supervision and complete projects
• Working technical knowledge of contact center software/design/functionality
• Demonstrated experience in a fast paced environment and meeting customer time constraints
• Implementation: broad skills in both technology & analysis; experience in communicating at a technical and functional level while managing business rapport

You will have an advantage if you also have:

• TCP/IP networking knowledge and VoIP technology exposure
• Comprehensive knowledge of TCP/IP, telecom circuits from DS0 through OC-48
• Understanding of network topology and telecommunications architecture (PBX, Carriers and VoIP)
• Understanding of basic scripting fundamentals
• Solid understanding of TCP/IP and internet fundamentals
• Extensive software, telecommunications and IP Telephony
• Experience using SIP signaling
• Competent in database and SQL concepts and scripting
• Analytical, inquisitive, service & team-oriented, friendly demeanor, early adopter