Senior Sales Representative in London

With over 40 of the world's top wealth managers as customers and over $3 trillion in wealth related assets on the CR IMS, Charles River is a leading provider of investment technology for wealth managers, providing portfolio management, trading, compliance capabilities, and manager/sponsor connectivity. The company's SaaS-based, leading edge technology platform has been well received and the firm is seeing a number of significant uptake from existing customers as well as attracting new named customers who see it as the best in class.

CRD Wealth is seeking to recruit a Sales Representative to cover Europe to both grow the client base (net new business) and extend the footprint within existing clients in the region. For existing customers, the company has a Client Management team, whose primary role is to execute on a tactical operating plan and address day to day issues. This will enable you, the Sales Manager to focus on understanding the customer's strategy and business to create and execute on a plan that results in deployment of Charles Rivers' solutions to address the customer's strategic business objectives.

What You Will Be Responsible For

• A mix of New Business Sales and existing customer Account Management.
• The entire sales and account management process from inception, including research, identification and 'upselling' CRD modules and services into existing customer accounts, prospecting, relationship building, negotiation and contract closure, adopting a consultative/solution sales methodology.
• Systematic prospecting and lead generation across the Wealth Segment in Europe, covering decision makers across the prospect/client organization.
• Selling the value proposition around a comprehensive SaaS solution to new and existing wealth customers.
• Consultative and strategic management of the entire sales process– organizing and running presentations/workshops, owning and contributing to RFI/P and tender process, solution demos/pilots, commercial proposals and presentations.
• Working throughout prospective customer organization to understand the organization, the players, decisions makers, build high level relationships, clearly understand business and technical requirements and prescribe commensurate messaging and value proposition.
• Clear articulation of CRD advantages to best position CRD as a strategic partner and ultimately close business.
• Working through objections, pricing and contract issues to close deals.
• Working with CRD Client Managers to leverage penetration within existing CRD customer accounts.
• Development of relationships with key industry partners including consultants and complementary service providers to broaden CRD's reputation and ultimately leverage sales opportunities.

What We Value

• You must have an understanding and application of strategic selling, solution selling (e.g. Miller Heiman, SPIN, etc) and demonstrated success against quota in a highly competitive environment.
• You will have a record of overachievement against targets.
• Knowledge and experience selling solutions, enterprise software and large consulting projects to the financial services industry preferably in investment or Wealth management (buy-side).
• You will have proven experience of developing accounts and relationships from 'one of many' to key trusted advisor status.

Education & Preferred Qualifications

• University degree preferably in a technology or finance discipline is essential.

Additional Requirements

• A keen awareness of the political dynamics within the customer base.
• Experience of growing existing accounts - some active and others spending money but not fully committed.
• Experience selling complex systems which require the sales person to really understand the solution in detail and not superficially.
• Ability to understand key concepts, observations and articulate CRD and the CRIMS value proposition.