About CRISIL Limited:
- CRISIL is a leading, agile and innovative global analytics company driven by its mission of making markets function better.
- It is India’s foremost provider of ratings, data, research, analytics and solutions with a strong track record of growth, culture of innovation, and global footprint.
- It has delivered independent opinions, actionable insights, and efficient solutions to over 100,000 customers through businesses that operate from India, the US, the UK, Argentina, Poland, China, Hong Kong and Singapore.
- It is majority owned by S&P Global Inc, a leading provider of transparent and independent ratings, benchmarks, analytics and data to the capital and commodity markets worldwide.
About Global Research & Risk Solutions:
- CRISIL Global Research and Risk Solutions (GR&RS), is a leading strategy implementation partner that works across the globe with many of the world's biggest financial institutions in helping them grow revenues, minimize risk, enhance productivity, make better decisions and enhance returns.
- Globally, we provide Financial Risk (Model Risk, Traded Risk, Credit Risk) and Non-Financial Risk Services in addition to bespoke Research Services.
- Over the past two decades, we have served more than 200 institutions and over 10,000 stakeholders across banks and asset managers, pioneering the launch of new services in the process.
- Our consultative approach in providing "Run the Bank" and "Change the Bank" solutions & services help our clients achieve tactical and strategic goals, manage complex risks and transform with conviction.
- Our unique ability to combine our rich talent pool, with cutting edge analytics and technology helps us co-create winning experiences with our clients
Position Summary:
The role is a key position within CRISIL GR&RS (Global Research & Risk solutions) sales team to drive sales and business development activities in the region. The ideal candidate will develop relationships with decision-making CxO level executives at leading financial firms, as well as drive the sales cycle of all sales opportunities in his / her respective portfolio / territory from initial prospect communication through contract execution working along with Pre-Sales SMEs & Solutioning teams which are located both onsite and offshore.
The position’s primary responsibility is to achieve new business targets for CRISIL GR&RS services. The candidate will develop relationships with decision-making CxO level executives at leading financial firms, as well as drive the sales cycle of all sales opportunities in his / her respective portfolio / territory from initial prospect communication through contract execution working along with Pre-Sales SMEs & Solutioning teams which are located both onsite and offshore.
Role:
- Achieve quarterly and annual sales targets as established by the Regional Head of Sales
- Build a strong sales pipeline both on his / her own through lead generation, cold calling, prospecting, and other sales mechanisms, in addition to partnering with Inside Sales Team in India.
- Bring your rolodex and personally develop long-term relationships and referrals with CxO level / senior management at leading global financial institutions.
- Manage end-to-end sales process for all opportunities including initial client communication, presentations, RFI response, RFP submission, negotiation and deal signing in conjunction with CRISIL guidelines and Regional Head of Sales oversight.
- Work in close collaboration with pre-sales team & delivery teams to ensure that proposed offerings and services fully meet customers’ business needs.
- Be the point of contact to customers during initial and ongoing phases of an engagement. Follow up on delivery and ensure total client satisfaction through the life cycle of the relationship.
- Demonstrate strong personal communication and presentation skills to establish interest, credibility, and trust.
- Represent CRISIL at industry events and help promote CRISIL brand and thought leadership through social media in conjunction with CRISIL guidelines
Skills required
- 6-10 years of experience in selling business solutions and services to banks and financial institutions within the region with prior experience of collaborating with globally distributed teams
- Good understanding of Investment Management, Capital Markets, Regulatory Trends, Data & Analytics and Technology areas
- Good understanding of macro trends, customer wallets and buying centers, and competitors in Regulatory Transformation, Risk, Technology and Finance operations
- Local industry contact base
- Experience with vendor selection processes including RFI and RFP issuance and response management
- Understanding of customer decision making criteria as it pertains to offshore services, consulting, enterprise solutions
- Ability to maintain strong sales management focus and discipline during sales cycles
- Demonstrated ability (document deals) to manage often complex negotiations with senior-level business executives at leading financial firms
- Prior experience in relationship building with industry executives at trade shows, conferences, industry events and professional association meetings
- Strong analytical and negotiations skills
- Thorough command of English, both written and spoken
Travel Requirement
The candidate may need to travel to regional prospects and customer locations to support lead generation, sales presentations, contract negotiations, conferences, events, client visits to CRISIL GR&RS’s global research centers, and ongoing relationship building.
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