The Business Development Manager (BDM) Middle East & Africa –TLC will shape and drive the regional sales roadmap to achieve the financial targets (principally License sales) for the TLC suite.
Reporting to the Regional Sales Director and working closely with sales teams in the region and the TLC team, he/she will identify, develop new business opportunities and ultimately win market share for the TLC business line in Middle East & Africa.
The BDM will play a key role in ensuring our clients understand our available learning options. He/she must be able to describe how these will support a successful implementation of Temenos products by ultimately increasing employee adoption and maximising the functionality of the products a client has licensed. A successful candidate must have a clear understanding of the impact around changes to business processes, systems and technology, job roles and organisation structures and to be able to articulate the business benefits of the TLC offerings.
The ideal candidate will also likely have a strong understanding of the banking industry and of training and e-Learning platforms within it. In-depth product knowledge of Temenos products would also be an advantage but not essential. The role demands a candidate to demonstrate a deep and broad understanding of how to position the use of both software and training services to ensure project success. The role also requires a sound understanding of the use of technology in the banking sector and the successful candidate should be a key contributor to setting out the strategic direction and solution leadership for the TLC product suite.
This role can be based out of our offices in Dubai.
Frequent travel is required.
Responsibilities and Accountabilities
Developing, implementing and executing with strategic vision the Go-To-Market plans for key focus countries/territories
Driving new business opportunities within a given product suite to address client challenges using Temenos’ technology and eco-system
Being the public face of the TLC Business line Sales in the region with respect to thought leadership and speaking at marketing and internal/external events as an industry authority on behalf of Temenos
Building the Temenos brand in the TLC product suite and building a referenceable client base
Working in collaboration with Temenos sales teams, regional management, product directors and partners to create winning solutions for our clients and prospects
Lead complex sales engagements from inception to closure using advancing solution selling techniques
Present Temenos TLC solutions in a compelling way that is customized for the unique challenges of each customer
Contribute content and collateral to showcase our product investments, strategy and roadmap
Skills and Qualifications
10+ years of working with high value software license engagements within the Banking sector, specific to education and training on an international scale
Deep technical and analytical skills with 5+ years in sales management, business development or technology consulting within the banking sector, within the specific target product / suite area.
Proven track of over achieving against high value sales targets with thorough understanding of the process of building pipeline, forecasting, deal reviews through salesforce
Solid understanding of the business of banks and the broad technology, the business and human capital challenges, the opportunities and the competitive landscape for clients and Temenos
Regarded as an Industry figure or experience of speaking at relevant Fintech events
Excellent communication and business relationship skills, with an ability to manage C-level contacts, understand business drivers and establish buy in at all levels
Broad business and technical experience in current training solutions, including how, when and why they are adopted by customers
Exceptional business judgment to forecast, identify, qualify and develop and close deals in a complex and competitive environment
Able to work autonomously in an intense and rapidly changing environment
A passion for working with customers who can use our technology to transform their business
What is TLC? TLC is the Temenos Learning Community – TLC is the Temenos offer to deliver a blended learning experience to our clients and partners. TLC delivers content through both digital and traditional channels to allow the creation of unique, tailored training and certification programmes.
TLC comprises of three key components: these are namely TLC-Classroom, TLC-Online and TLC-Engine.
About TLC-Classroom: TLC Classroom provides training by our highly experienced and qualified Temenos Trainers, who are able to deliver in excess of 100 Temenos standard instructor-led training courses available for all Temenos products and Technologies. Our e
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