Donnelley Financial Solutions (DFIN) is a leader in risk and compliance solutions, providing insightful technology, industry expertise and data insights to clients across the globe. We’re here to help you make smarter decisions with insightful technology, industry expertise and data insights at every stage of your business and investment lifecycles. As markets fluctuate, regulations evolve and technology advances, we’re there. And through it all, we deliver confidence with the right solutions in moments that matter.
Summary:
The Global Investment Companies (GIC) business unit of DFIN provides software and services to investment and asset managers, alternative investment managers, annuity and insurance investment providers, financial advisors, and broker dealers for the creation, production and distribution of regulatory content and data compliance documents to investors and regulators across the globe.
The GIC business unit has an aggressive growth strategy that will involve direct selling and expansion of DFIN’s presence, market share, revenue and profit throughout accounts in the assigned region. This role will play a critical role in the successful execution of this strategy.
Responsibilities:
The Senior Sales Executive will be responsible for profitable net new revenue generation to an agreed budget / target basis, through the direct selling of software and services to the asset management, third party fund administrator and/or insurance markets. Specifically, the role will require advanced skills in all aspects of the sales process (approach, identify, pursuit and account management).
- This role is expected to have strong senior executive connections with relevant contacts in our target markets. Continue to develop and maintain strong client relationships with influential fund industry executives and decision makers
- Maintain and grow revenue base to meet and exceed targets including cross-selling and up-selling.
- Develop and execute the sales strategy for your accounts – including account and territory planning
- Maintain co-operation and collaboration with other DFIN divisions and departments, GIC colleagues and representatives throughout the US.
- The role requires travel in support of the territory sales efforts.
- Engage with GIC Operations to ensure regular bi-directional feedback on client performance
- Participate in competitive analysis
- Aid in product development requirement gathering and market positioning
- Progress reporting to management and sales team
- Representing DFIN within fund industry groups and forums (where relevant)
Qualifications:
- Deep domain expertise in Fund Reporting and Prospectus process specific to ‘40Act space from document creation to filing and distribution.
- Strong, proven network of contacts within Fund Reporting and Accounting positions, as well as Legal contacts from General Counsel to paralegals. Existing relationships with ICI (Investment Companies Institute) team and members.
- Adept at navigating the ‘new normal’ of virtual selling where face to face meetings may not necessarily be possible
- Industrious and relentless with high levels of self-motivation with a can do, will do attitude towards all work tasks and the ability to self-administrate
- Track record of achieving and exceeding net new sales revenue targets in B2B environments
- Experience in selling and developing relationships with senior fund industry executives and decision makers
- Able to grasp technology concepts relating to fund industry software solutions (first hand experience with ArcSuite or competitive solutions is a strong plus)
- Proficient in demonstrating software applications and services to small and large client groups
- Desire to be part of a high growth, fast paced business, where the team is responsible for new business
- Experience working with geographically dispersed, professional sales and operations teams
- Exceptional communication skills (written, oral and presentation)
- Excellent self-administration skills, Word, Excel, PowerPoint, Salesforce
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