Job Role: Solution Sales
Key Responsibilities
- Solution consulting & pre-sales: Understand client business/technical requirements, design and present solutions (core banking, payments, lending, risk, compliance systems) tailored to their needs.
- Product demonstrations & POCs: Conduct technical demos, proof-of-concepts, and pilot deployments to showcase solution capabilities to bank stakeholders (IT, operations, business heads).
- RFP/RFI response: Prepare technical proposals, solution architecture documents, and respond to tender/bid requirements, often working with pricing and legal teams.
- Client relationship management: Act as technical liaison between sales, engineering, and the client, building trust with CTOs, IT heads, and compliance officers.
- Requirement gathering & gap analysis: Translate business needs into technical specifications, identify integration points (core banking systems, payment gateways, APIs).
- Competitive positioning: Understand competitor offerings and articulate differentiation (security, compliance with regulations like RBI/MAS/PCI-DSS, scalability).
- Sales support: Support account managers/sales reps in deal closure by addressing technical objections, providing ROI/TCO justification.
- Post-sales handoff: Coordinate with implementation/delivery teams to ensure smooth transition after contract signing.
- Industry & regulatory knowledge: Stay current on Singapore/ ASEAN banking regulations and standards, and fintech trends relevant to BFSI clients.
- Internal collaboration: Work with product management to relay client feedback and influence roadmap based on market/client demands.
Required Qualifications & Skills
Sales & Business Development
- Proven track record in solution selling (not just T&M/staff augmentation) within BFSI or enterprise technology
- Strong hunter mentality — demonstrated ability to identify, prospect, and close new business independently
- Experience managing complex, multi-stakeholder sales cycles with strategic accounts
- Skilled in consultative selling — translating technical capabilities into business value and ROI
Technical Acumen
- Working knowledge of core banking systems, toolchains, and integration architecture (APIs, middleware, core banking platforms)
- Ability to understand and articulate technical solutions credibly to CTOs, IT heads, and enterprise architects
- Familiarity with banking technology trends (digital transformation, cloud migration, DevOps toolchains, regulatory tech)
Industry & Client Knowledge
- Experience working with or selling into major banks (e.g., UOB, DBS, or similar regional/global financial institutions)
- Understanding of BFSI regulatory and compliance landscape (MAS, RBI, PCI-DSS, etc.)
- Existing relationships or network within banking IT/procurement functions is a strong plus
Strategic & Account Management
- Ability to build and execute account expansion strategies across strategic accounts
- Skilled in navigating enterprise procurement, RFP/RFI processes, and long sales cycles
- Capacity to balance farming (existing accounts like UOB) with hunting (new strategic accounts)
