Sales Manager (French) EMEA, Charles River Development, Vice President

Who we are looking for
With over half of the world’s top 100 money managers as customers and over $25 trillion in assets on the CR IMS, Charles River has a great reputation across customers in the EMEA region. 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 is seeking to recruit a Sales Manager to work with an assigned territory in EMEA to both grow the existing Client base (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
As Sales Manager you will be responsible for:

1. A mix of New Business Sales and existing customer Account Management.
2. The entire sales and account management process from inception, including research, identification and ‘upselling’ CRD modules and services in existing customer accounts, prospecting, relationship building, negotiation and contract closure, adopting a consultative/solution sales methodology.
3. Systematic prospecting and lead generation across the designated territory and vertical markets within the ‘buy-side’.
4. Selling the value proposition around a comprehensive SaaS solution to new and existing customers.
5. Consultative and strategic management of the entire sales process, including organising and running presentations/workshops, owning and contributing to RFI/P and tender processes, solution demos/pilots, and commercial proposals.
6. Understanding the prospective customer organisation to build high level relationships and clearly understand business and technical requirements.
7. Clear articulation of CRD advantages to position CRD as a strategic partner and close business.
8. Working through objections, pricing and contract issues to close deals.
9. Collaborating with CRD Client Managers to leverage penetration within existing CRD customer accounts.
10. Working closely with teams across State Street to position the value proposition of our combined technology and services.
11. Development of relationships with key industry partners including consultants and complementary service providers.

What we value

1. 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.
2. A record of overachievement against targets.
3. Knowledge and experience selling solutions, enterprise software and large consulting projects to the financial services industry, preferably in investment or wealth management (buy-side).
4. Understanding the culture and language of the sector as well as the issues facing Charles River’s customers.
5. Proven experience of developing accounts and relationships from ‘one of many’ to key trusted advisor status.

Education & Preferred Qualifications

1. University degree preferably in a technology or finance discipline is essential.
2. Fluency in English (oral and written) and excellent communication skills essential.
3. Fluency in French.

Additional requirements

1. A keen awareness of the political dynamics within the customer base.
2. Experience of growing existing accounts.
3. Experience selling complex systems which require in-depth understanding of the solution.
4. Ability to articulate CRD and the CRIMS value proposition.

About State Street
What we do. State Street is one of the largest custodian banks, asset managers and asset intelligence companies in the world. For more than two centuries, we’ve been helping our clients safeguard and steward the investments of millions of people.

Work, Live and Grow. We make all efforts to create a great work environment with competitive benefits packages.

Inclusion, Diversity and Social Responsibility. We believe our employees’ diverse backgrounds, experiences and perspectives are a powerful contributor to creating an inclusive environment. State Street is an equal opportunity and affirmative action employer.#J-18808-Ljbffr