Senior Business Development Manager, B2B Hedging/Payments Solutions

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August 21

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Convera

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Finance • Fintech • B2B

Convera is a company that provides global payment solutions and risk management services to businesses and individuals. With a presence in over 200 countries and territories, Convera offers services like international vendor payments, currency conversion, and cash management. They cater to a diverse range of sectors including education, financial institutions, and healthcare. Convera is particularly focused on aiding global commerce through streamlined cross-border transactions and helping clients manage currency risks with strategies like forward contracts and options.

1001 - 5000 employees

Founded 2000

💸 Finance

💳 Fintech

🤝 B2B

📋 Description

• Contribute to sales strategic planning and business development initiatives • Develop and execute strategic sales plans to expand the client base and achieve sales targets • Manage the entire 360-degree sales process independently • Maintain knowledge of the FX market, compliance, legislative, and broader business/economic trends to anticipate and meet client needs • Surface and understand customer pain points to present/match Convera solutions to meet their needs or objectives. • Use market data and Convera’s value proposition to identify new leads and opportunities to build a continuous pipeline • Achieve key performance indicators (KPIs) such as revenue setting targets, and report them on a weekly, monthly, and quarterly basis, to drive revenue growth and retention as well as develop a sales strategy with key product partners. • Identify and engage new prospects in SME and Corporate sectors, aligning with Partners under the direction of the Head of Desk or Sales Leaders • Proactively seek new business opportunities through cold calls, networking events, referrals, exhibitions, and partnerships • Use sales tools like Salesforce, HubSpot, and ZoomInfo to generate leads • Present and demonstrate [international payment solutions and products] to key decision-makers • Introduce relevant support functions such as Customer Relationship Management (CRM), Corporate Hedging manager (CHM) and/or Sales Leaders/Heads of Desk to clients • Build and maintain long-term relationships with associated organizations, partners, and advisors of our prospective clients in the employer services industry • Collaborate with different partnership teams within Convera to develop a strong external network of Ideal Customer Profile (ICP) partners • Provide ongoing consultation and support to ensure client satisfaction and retention • Manage new customers until they transition to the CRM Team • Participate in industry events to promote solutions and network with potential clients • Lead and influence negotiations with clients of large established organizations (i.e., from the Owner of a start-up to the Finance Director or Chief Executive Officer), securing profitable agreements • Ensure contracts are compliant and monitor performance against agreed terms in collaboration with legal and finance teams • Maintain documentation of all relevant SFDC records (e.g., sales diary, prospect’s next steps, etc.) • Work closely with internal teams (i.e., including bid, customer assurance, pre-sales, and customer care) to ensure seamless service delivery • Provide market feedback to support product development and marketing strategies • Work with Global Segment leads and regional product partners to ensure product offering is competitive in service, function, and price • Support junior members of the team and support and/or lead training projects • Maintain accurate forecasts and insights on customer requirements, trends, and risks • Track performance metrics to measure success and identify areas for improvement, leveraging sales tool such as Salesforce

🎯 Requirements

• 5+ years of B2B sales experience in international payments or financial services • 3-6 years in FX (i.e., understanding of financial markets and their instruments, such as SPOT, FWDS, Derivatives), payments (i.e., understanding of payments & technology market), or financial markets • Extensive sales experience within a global organization with a network of senior contacts in the Growth Payments sector • Proven ability to navigate gate keepers to reach and influence C-Suite level relationships • Strong sales management, business acumen, and strategic account management skills • Knowledge of international payments and foreign exchange products • Financially astute with knowledge of business needs/concerns, as well as the commercial impact of global news and events • Proficient in CRM software (e.g., Salesforce, Highspot) and MS Office Suite • Ability to work independently to achieve or exceed KPIs and revenue targets • Willingness to attain Level 3 CISI Certificate (i.e., Introduction to securities and investments)] and/or Level 4 CISI Certificate (Investment advice diploma)] within 6 months of hire • Must be fluent in English (oral and written), as all internal communication is in English • Experience working in financial institutions, hedging solutions, and/or management consulting services a plus • Familiarity with the Miller-Heiman strategic selling framework or similar sales methodologies • Detailed knowledge of the geographical area of reference in terms of banking environment, including established professional networks, competition, and technology suppliers • Bachelor’s degree preferred, MBA is a plus

🏖️ Benefits

• Competitive salary • Opportunity to earn a bonus (dependent on performance) • Great career growth and development opportunities in a global organization • Corporate benefits