A. About the Company: Pelican AI is an industry leading global innovator in Payments, Financial Crime Compliance and Open Banking technology. Pelican AI deploys Artificial Intelligence in all its software platforms and targets banks, financial institutions and corporates. Pelican AI has been highly recognised as one of the market leaders by key industry analysts including Gartner, Celent and Forrester. With offices in New Jersey, London, Dubai and Mumbai, our global team of financial services and technology experts support large global banks, investment / fund management and corporates in over 55 countries. Every staff member at Pelican AI is focused on providing Payments and Financial Crime Compliance products, solutions and services, driving efficiency and profitability of existing and new customers. Close client relationships combined with our distinctive internal culture of nurturing expertise and knowledge sharing, has enabled us to deliver what we believe are the most powerful end-to-end payments and compliance solutions in the world. B. Aims & Goals: Sales Manager based in the USA / Europe A successful Sales Manager at Pelican AI will be accountable for regional sales performance, the achievement of revenue goals, alignment with the annual sales objectives in close harmony with the company’s global vision, mission and strategy. The role will be based in the US. We facilitate a sales and presales office in New Jersey. The Sales Manager US Region, reports to the global Sales head - US. The primary aim of the Sales Manager is to ensure: - · Achieve the agreed assigned Annual Sales Target. · Contribute to the Sales strategy for the region · Develop a healthy balanced pipeline by launching sales-driven, lead generation initiatives, using existing sales tools (e.g. Hubspot, LinkedIn Sales Navigator, Point Drive etc.). · Proactive plan and execute in close coordination with Pelican’s marketing team and marketing partners, market side activities (conferences, events, Teams meets, roadshows etc.). · Constantly improve the sales process and optimize and align with pre-sales and product management. · Manage multi-level selling and key sales conversions. · Accurately maintain sales forecast in HubSpot CRM HubSpot Sales Pro. · Identify risks and execute short and build up mid to long term plans. · Promote a trust and loyal attitude towards the company. · Effectively suggest and implement accordingly changes and innovations. · Develop in-direct sales (vertical) channels through various type channel partners and OEM’s. · Build long-lasting CXO/VP-level relationships with prospects and clients. · Exceptionally plan, prepare and deliver sales presentations and demonstrations in close coordination with pre-sales and product management teams. C. Key Responsibilities: · Understanding customer specific business needs and applying domain, product and solutions knowledge to meet those needs as and when required. · Identifying and developing new business through networking and courtesy follow-up calls. · Generate a targeted number of qualified leads in the territory. · Preparing and delivering customer presentations and demonstrations of the software, articulately and create a wide confidence within prospects and customers. · Manage the entire sales cycle from prospect identification to signing of Subscription and / or license agreements. · Enter and maintain current sales information in the CRM application HubSpot HubSpot Sales Pro. · Marketing and promoting the portfolio of products and solutions by co-organize and attend industry events and conferences. · Work closely with Marketing to create campaigns and generate revenue. · Assist prospective customers in building a business case by understanding the industry challenges and the value that Pelican products bring. · Maintaining awareness and keeping abreast of the constantly changing payments and financial crime compliance domain. · Meeting sales targets mutually agreed with Pelican’s Global Executive Management. · Lead and respond to RFI/RFP’s, proposals and questionnaires. D. Experience Level & Qualification: a. Experience Level · 7 to 10 years of experience within Financial Sector (b2b) Software Sales Functions in either Payments domain ( Banking, digital Payments, Corporate Payments) or Financial Crime Compliance Domain (Sanctions, AML/CFT, TBML and Fraud).. b. Educational Background · Bachelor University / Master University E. Essential Skills: Candidates need to show evidence of: · Proof of recent years on sales Target, or over sales Target achievements. · Excellent Network with solid Business Development & Lead Generation skills. · Excellent People management skills and Sound inter-personal skills. · Persuasive and influential verbal communication skills. · Strong interpersonal contacts within the financial services sector within India and the SAARC region. · Driven to succeed, organized and team player. · Self-starter, Self-motivated, conscientious, decisive, able to make a business sales case. · Displays a positive and trustworthy attitude and demonstrates flexibility in day-to-day work. · Sets high standards of performance for oneself. · Business awareness on financial crime compliance, payments and financial transaction banking processing awareness at banks, financial institutions and where applicable at corporates. F. Technical and Regulatory Knowledge: · Strong understanding of AI-driven solutions, SaaS platforms, and cloud-based financial technology for banks, with the ability to explain complex technical concepts to non-technical stakeholders · Familiarity with global and regional banking regulations such as OFAC, GDPR, PSD2, Basel III, and other compliance standards impacting payments and financial crime compliance · Proven track record of ability to align technology solutions with customer needs · Knowledge of the competitive landscape and evolving technology trends in banking · Experience working cross-functionally with product management, marketing, and customer support teams to develop tailored solutions and address client pain points. · Working knowledge of Microsoft office tools and CRM (HubSpot preferred). G. Additional Requirements: · Evidence of proven sales performance including arranging calls with acquired customers · Strong experience in creating quarterly sales forecasts · Good presentation skills