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About the role
Key responsibilities & impact- Lead, coach, and develop a team of Account Executives covering a national territory of installed-base regional banks and credit unions, along with select financial services, fintech, and insurance accounts.
- Analyze the territory/market potential and develop sales strategies to maximize revenue potential, with an emphasis on installed-base expansion, retention, and renewals alongside targeted new business.
- Achieve agreed upon sales targets and outcomes within quarterly schedule.
- Lead from the front - engage directly with customer executives on strategic opportunities, model value-based selling for the team, and personally sponsor key expansion deals.
- Evangelize UiPath's brand in the regional banking and credit union marketplace by presenting, promoting, and selling our solutions by leveraging a value selling approach, including visibility at industry associations and events.
- Educate customers on how our solutions can benefit them financially and professionally, with business cases built for financial buyers in a risk-aware, regulated environment.
- Establish, develop, and maintain positive business and customer relationships in the territory across multiple buying centers - COO, CIO, Heads of Operations and Lending, and compliance/BSA-AML leaders.
- Develop trusted relationships with local partners, core and digital banking platform providers, and global systems integrators to cultivate new opportunities and drive successful customer implementations.
- Partner with the CSM group to ensure the customers receive maximum value and expedite customer issues as they arise.
- Monitor our industry competitors, new products, and market conditions to understand a customer's specific needs.
- Supply management with reports on customer needs, problems, interests, competitive activities, and potential for new products and services.
Requirements
What you’ll need- Proven success selling into regional banks, credit unions, or the broader regulated financial institution market, with an established network and reputation in the community FI space.
- First-line sales management experience, or demonstrated readiness for a first leadership role as a top-performing strategic Account Executive with a track record of growing a regional banking and credit union territory.
- Deep fluency in how community and regional financial institutions operate, including regulatory and examiner pressure, board-level decision-making, resource-constrained IT organizations, and core-vendor relationships.
- Ability to sell to a financial buyer based on value and a business case vs feature and function, with consultative selling experience into operations and compliance buyers.
- Demonstrated success with installed-base expansion and renewals, not solely new-logo acquisition.
- Strong ability to navigate a client organization and develop key points of contact in multiple departments and multiple levels of leadership, from operational leaders through the C-suite.
- Ability to communicate new and complicated concepts - including AI and automation - in an easy-to-understand way that creates a high level of desire for the solution.
- High aptitude for cross functional collaboration and cross functional influence internally and externally, including partner and systems integrator ecosystems.
- Have a research and data driven approach to account planning, with the ability to proactively identify opportunities from business led discussions.
- Highly developed critical thinking skills to solve customer problems and to bring deals to fruition when roadblocks are present.
Benefits
Comp & perks- Offers Equity
- Offers Commission
- Offers Bonus
ATS Keywords
✓ Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
Value-Based SellingAccount PlanningCustomer Relationship ManagementBusiness Case DevelopmentSales Strategy Development
Soft Skills
Critical ThinkingCommunication SkillsRelationship BuildingProblem SolvingInfluencing Skills