Solution Sales Manager

Job Role: Solution Sales

Key Responsibilities

• Solution consulting & pre-sales: Understand client business/technical requirements, design and present solutions (core banking, payments, lending, risk, compliance systems) tailored to their needs.
• Product demonstrations & POCs: Conduct technical demos, proof-of-concepts, and pilot deployments to showcase solution capabilities to bank stakeholders (IT, operations, business heads).
• RFP/RFI response: Prepare technical proposals, solution architecture documents, and respond to tender/bid requirements, often working with pricing and legal teams.
• Client relationship management: Act as technical liaison between sales, engineering, and the client, building trust with CTOs, IT heads, and compliance officers.
• Requirement gathering & gap analysis: Translate business needs into technical specifications, identify integration points (core banking systems, payment gateways, APIs).
• Competitive positioning: Understand competitor offerings and articulate differentiation (security, compliance with regulations like RBI/MAS/PCI-DSS, scalability).
• Sales support: Support account managers/sales reps in deal closure by addressing technical objections, providing ROI/TCO justification.
• Post-sales handoff: Coordinate with implementation/delivery teams to ensure smooth transition after contract signing.
• Industry & regulatory knowledge: Stay current on Singapore/ ASEAN banking regulations and standards, and fintech trends relevant to BFSI clients.
• Internal collaboration: Work with product management to relay client feedback and influence roadmap based on market/client demands.

Required Qualifications & Skills

Sales & Business Development

• Proven track record in solution selling (not just T&M/staff augmentation) within BFSI or enterprise technology
• Strong hunter mentality — demonstrated ability to identify, prospect, and close new business independently
• Experience managing complex, multi-stakeholder sales cycles with strategic accounts
• Skilled in consultative selling — translating technical capabilities into business value and ROI

Technical Acumen

• Working knowledge of core banking systems, toolchains, and integration architecture (APIs, middleware, core banking platforms)
• Ability to understand and articulate technical solutions credibly to CTOs, IT heads, and enterprise architects
• Familiarity with banking technology trends (digital transformation, cloud migration, DevOps toolchains, regulatory tech)

Industry & Client Knowledge

• Experience working with or selling into major banks (e.g., UOB, DBS, or similar regional/global financial institutions)
• Understanding of BFSI regulatory and compliance landscape (MAS, RBI, PCI-DSS, etc.)
• Existing relationships or network within banking IT/procurement functions is a strong plus

Strategic & Account Management

• Ability to build and execute account expansion strategies across strategic accounts
• Skilled in navigating enterprise procurement, RFP/RFI processes, and long sales cycles
• Capacity to balance farming (existing accounts like UOB) with hunting (new strategic accounts)