The Executive Director Sales develops, communicates, and implements the strategic direction for the sales function within designated territories and accounts; acting as a conduit for regional input. This role leverages advanced business and industry knowledge; while challenging the assumptions of potential customers in order to generate new sales opportunities through the creation of unique and compelling solutions, value propositions, messaging, positioning documents, and presentations that align CSG with our target markets.
Essential Job Responsibilities
Design, build, and implement a strategic plan with focus on enhancing business performance in the Australian Banking and Finance market with a primary objective of expanding into new accounts. Lead the execution of the plan across multiple internal functions such as marketing, product and business consulting teams.
Development and definition of a “go to market” partnering plan and the ongoing execution of the plan
Identify, qualify, and create account plans. Successfully execute against those plans through the creation and presentation of a complete value proposition, as well as the negotiation and pricing of contractual terms.
Teach the customer unique insights about how our products can help them compete in the marketplace and deliver ROI, tailor messaging to each decision-maker across the organisation, and influence the sales process while overcoming objections to customer aversion. Develop advocates and relationships across the customer organisation that can assist with building consensus on behalf of CSG.
Lead the sales management process for the defined territory and/or accounts
Track economic and industry trends as well as competitive threats and understand its implications on customer business with both existing and new target accounts. Shares knowledge and insights with both internal and external colleagues. Ensure the pre‑sales team is current with technology and industry trends.
Identify the customer requirements and partner with the pre‑sales and solution architect teams to design a product set or solution to meet those requirements, champion the proposed solution, and adjust the solution as necessary for the customer.
Experience
This is a quota carrying role in which you will identify and close opportunities for CSG business primarily with net‑new customer accounts
Minimum of 8 years of experience in sales of software products and services within the Australian Banking and Finance market - preferred experience selling into any of the 4 big banks in Australia.
Strong network at executive level within the banking sector
Must have experience selling similar CSG SaaS solutions into complex environment
Track record of exceeding quota Advanced financial management skills
Managing and closing large software agreements ($510+ TCV)
Forecasting and managing net‑new opportunities from identification to close
Establishing a trusted advisor role with banking and financial institution customers
Aggregating and collecting requirements from customers and craft the business case for investments in Pricing and Billing transformation
Expert ability to identify, qualify, and prioritise prospects with demonstrated results while leveraging SME to gain credibility with key prospects
Executive level presence with the maturity and strategic planning experience to lead large, complex sales opportunities
Established contact base within the leading Australian Banking and Finance community
Advanced verbal and written communication skills with the ability to influence and negotiate complex sales deals
Must have an entrepreneurial spirit, is a self‑starter, and innovative
Solid commitment to sales and customer service with good initiative and follow‑through
Ability to be flexible and adaptable to clients as well as business needs
Location Australia Remote
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