Execute and further develop the sales strategy for LATRO’s Assure Fintech solution targeting Mobile Money wallet providers and other Fintech companies, aligning with our business objectives and revenue targets.
As an individual contributor, achieve set TCV sales booking targets from Net New, Renewals and up-sell, cross-sell (USXS)
Accurately forecast business on monthly and quarterly cadence and ensure continuous CRM updates to reflect the state of your business activities
Present biweekly and monthly at sales team and wider company meetings on the progress of your pipeline and initiatives
Understand and Articulate the Value Proposition
Leverage existing experience, relationships and knowledge of the Mobile Money and Fintech domain to position the solution to net new and existing clients
Translate the client’s needs into actionable opportunities and successfully convert these into profitable revenue streams for LATRO
Clearly communicate and physically present the business value of LATRO’s Assure Fintech solution to both technical and non-technical stakeholders on management and other decision maker levels
Acquire solution expert understanding of LATRO’s solution, while there will also be access to LATRO’s pre-sales support online
Contribute ideas to the solution’s future roadmap based on existing industry knowledge and market demand
Lead the Deal Cycles
Manage the end-to-end sales cycles for the solution sales including RFP responses, contract negotiation, and deal closure
Work closely with pre-sales, delivery leads, and operations teams to shape customer proposals and ensure deliverability as well as maintain existing customer satisfaction
Maintain accurate pipeline and sales forecasts using CRM tool (Hubspot), ensuring visibility and predictability for leadership
Oversee pricing, contract terms, and SLAs in collaboration with legal, finance, and commercial teams to ensure profitable and compliant deals
Build and Manage Client Relationships
Manage existing Mobile Money Provider clients to ensure overall client health, secure renewal bookings as well as up-selling and cross-selling to drive expected account revenue growth.
Maintain and grow established trusted relationships with all levels from operational to decision-makers and CxO level to secure new bookings and influence long-term contract health and renewals.
Ensure LATRO is invited to RFXs for relevant services.
Represent LATRO professionally at industry events and other relevant gatherings
Track Market Trends, Competitive Landscape, and Product Roadmap
Stay informed about Mobile Money and Fintech market trends and competitors’ moves to refine sales positioning
Provide ideas to management that drive revenue growth and innovation
Be the voice of the customer and market segment to LATRO’s strategy, identifying demand for unmet requirements into the company’s tech and product roadmap that translate to future business opportunities
JOB SKILLS AND QUALIFICATIONS
+10 years of experience within the Mobile Money and/or Fintech industry with a minimum of 7 years of sales and account management experience from a technology vendor selling into Mobile Money and/or Fintech companies
Bachelor’s degree in IT, Telecommunications, or a related field (master’s degree preferred)
Successful track record of own business development leading to closing of six figure TCV deals
Existing network of contacts and influencers within the Mobile Money and Fintech market especially in MEA, but also beyond
Knowledge of the telco landscape and particularly the Telco owned Mobile Money platforms is an advantage, especially MEA
Clear history of engaging at all customer management levels to develop and close new business
Track record of managing existing accounts and successfully closing up-sell and cross-sell business
Executive presence and credibility with exceptional communication, presentation, negotiation, and communication skills
Self-starter with a go-getter attitude, disciplined and focused
Experience working in international, geographically distributed, and multicultural teams
Willingness and ability to travel regionally and internationally (approx. 30% of the time)
Fluency in spoken and written professional English – French in addition is preferred with Arabic as a plus
Proficiency in CRM software and Microsoft Office Suite
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