Apply on Employer Site

ACI Worldwide · 2 weeks ago

Principal New Business Developer

Norcross, GA

Full-time

Hybrid

Lead/Staff

10+ years exp

ACI Worldwide is seeking a Principal New Business Developer who will build relationships and establish selling opportunities in Tier 2 and 3 territories. This role focuses on generating sales opportunities and understanding customer needs to drive ACI’s value proposition effectively.

BillingFinancial ServicesInsurTechMobile PaymentsPaymentsSoftware

Responsibilities

Establish net new logo customers in assigned territory and achieve individual sales quota expectations, escalating issues and challenges as necessary to geographic leadership

Take ownership and responsibility for prospect territory, identifying and managing ACI’s relationship with critical customer stakeholders, with emphasis on developing and maintaining effective relationships with the right executives and leaders at the customer who are influencers and decision makers

Act as the gatekeeper and expert for ACI’s relationship with the prospect, actively working with the cross-functional team to bring the right people to bear for relevant customer conversations

Be the absolute expert on the customer’s needs within the payment solutions space, their current and future business challenges, and potential intersects with ACI’s offerings

Identify opportunities to establish ACI’s footprint of products and services at the customer for assigned accounts, working creatively to define opportunities that will deliver high mutual value

Update and regularly maintain a master account plan that feeds ACI’s customer relationship and drive account strategy with cross-functional counterparts; this includes identifying circumstances to bring in ACI technical specialists

Perform regular due diligence on customer including but not limited to recent news, financial results, competitive landscape, organizational changes, emerging challenges, etc

Provide updates to leadership for the on premise organization, informing the sales leaders of any key developments and delivering a clear point of view of next steps to build the necessary trust that results in closed-won business

Develop short- and long-term selling strategies to maintain customer relationships and map the current stakeholder structure to align with ACI’s selling agenda

Manage the end-to-end process of bringing identified opportunities through the proposal, quote, contract, order, and post-sales support stages of the sales process. At every stage, the role is accountable for maintaining accurate records and notes of opportunity progress, risks, and updates

Report all administrative aspects of the assignment including but not limited to account profiles, sales pipeline records, current and prospective customer organization charts with decision makers, account plans, and value proposition materials consistent with ACI’s leading practices

Stay current on ACI products, enhancements, and movement in the marketplace, highlighting relevant industry news and trends, identifying competitive pressures to ACI, and addressing with customers in a form that underscores depth of knowledge

Perform other duties as assigned

Understand and adhere to all corporate policies to include but not limited to the ACI Code of Business Conduct and Ethics

Understands and complies with Risk Management program requirements including identification of risks, key controls, and control testing as applicable to their responsibilities

Qualification

Business DevelopmentSales StrategyCustomer Relationship ManagementMarket KnowledgeLeadership ExperienceCommunication SkillsAnalytical SkillsProduct ManagementTeam ManagementPresentation Skills

Required

Bachelor's degree or global equivalent

10+ years of experience in a related industry such as technical support, system administration or product development type roles with exposure to marketing

Leadership experience required

Preferred

MBA preferred

Excellent verbal and written communication skills needed while representing ACI in internal and external meetings as it relates to strategy and roadmaps for the respective business unit

Comprehensive knowledge of the field and the ability to complete specialized complex assignments

Knowledge and understanding of products, competitive offerings and market drivers

The ability to work on complex and diverse issues where analysis of situations or data requires an in-depth evaluation or analysis of variable factors

Creation of quality, easy to understand papers and presentations

Strong Power Point skills

Proven track record of Product Management success

Ability to manage with a global geographic focus

The ability to manage a team by encouraging focus on ingenuity and results and providing review of progress and evaluations