Who are we? At Finastra, we’re a global leader in financial services software, dedicated to expanding access to financial services and shaping what’s next for the industry. Our technology powers mission‑critical solutions across Lending, Payments and Universal Banking, supporting over 7,000 customers, including 80% of the world’s top 50 banks, in more than 110 countries.
What will you contribute? Reporting to the Vice President, Sales Payments, Large Enterprise (NA & EMEA), the Services Sales Director is a senior overlay role responsible for driving Services revenue growth across Large Enterprise Payments accounts in Europe through close partnership with Account Executives. This role does not carry an individual quota. Success is measured through increased services penetration, deal quality, strategic alignment, and support of AE‑led revenue outcomes.
Key Responsibilities & Deliverables
- Strategic Deal & Revenue Enablement: Partner with Payments Account Executives to identify, shape, and accelerate services opportunities across Large Enterprise accounts.
- Driving increased services attach rates, deal value, and win probability on AE‑owned opportunities.
- Leading the services strategy for complex, high‑value, multi‑stakeholder enterprise deals.
- Supporting pipeline creation through early engagement, opportunity qualification, and value positioning.
- Executive & Client Engagement: Acting as the senior services and payments subject‑matter expert in executive client conversations.
- Building trusted advisor relationships with C‑suite and senior stakeholders within assigned accounts.
- Positioning Finastra services as integral to clients’ transformation, modernisation, and operational goals.
- Internal Orchestration & Leadership: Orchestrating cross‑functional collaboration between Sales, Product, Delivery, Technology, and Business Lines to build compelling, credible client proposals.
- Influencing outcomes in a matrixed, non‑direct authority environment, working through aligned incentives and shared goals.
- Supporting Account Executives with account planning, deal reviews, executive preparation, and closing strategies.
- Governance & Insight: Ensuring accurate opportunity tracking, services qualification, and reporting through CRM.
- Providing market, client, and competitive insights to inform services strategy and offerings.
- Representing Services leadership in regional sales reviews and planning forums.
Travel: Approximately 20–25% across Europe.
Required Experience
- Proven experience in enterprise sales, services sales, or solution consulting within Banking, Payments, Financial Services, FinTech, or enterprise software/SaaS.
- Proven success in an overlay or specialist sales role supporting large, complex enterprise deals.
- Deep understanding of banking payments ecosystems, transformation programs, and delivery models.
- Strong executive presence and credibility in C‑suite engagements.
- Demonstrated ability to influence without direct quota or line authority.
- Advanced consultative selling and value‑based solution structuring skills.
- Experience operating within large, global, matrixed organisations.
- Fluency in English required; additional European languages advantageous.
Benefits
- Unlimited vacation based on location and business priorities.
- Hybrid working arrangements and inclusive policies such as paid time off for voting, bereavement, and sick leave.
- Medical, life & disability insurance, retirement plan, lifestyle and other benefits.
- Paid time off for volunteering and donation matching.
- Participation in multiple DEI groups for open involvement (Count Me In, Culture@Finastra, Proud@Finastra, Disabilities@Finastra, Women@Finastra).
- Access to online learning and accredited courses through our Skills & Career Navigator tool.
- Global recognition program Finastra Celebrates and employee surveys to shape the culture.
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