• Commercial Manager Financial Crime Compliance

    Job Locations ZA-Johannesburg | GH-Accra
    Job ID
    2019-5606
    Category
    Sales: Account management & Business development
  • Company & department description

    SWIFT provides the platform, messaging, standards, and products & services to over 10.500 customers in 215 countries and territories. Our employees are the foundation of this success.

    SWIFT has a unique corporate mindset, where diversity, personal development and networking are actively encouraged. And we think you'll like our office culture, built around the way we work to achieve a healthier work/life balance.

    If you want to be part of our dynamic, multi-cultural institution with over 2400 employees of 75 nationalities, in 26 offices worldwide, then explore the vast opportunities, rewards and internationally competitive packages that are waiting for you here at SWIFT.

    KYC, AML and Sanctions Compliance are a key priority for SWIFT and one of our biggest growth areas under the Compliance Services umbrella. Our expansion and market share has seen huge growth over the last 24 months with no sign of abating.

    Our ambition, which started with the announcement of a new financial crime compliance roadmap in 2014, has further increased, and we continue to seek high quality candidates to join us on this exciting journey.

    Our aim in financial crime compliance is to serve a global community of users with distinctive value propositions across a multi-product discipline.

    We are looking for a talented individual to join the FCC team within the EMEA division to work with the financial institutions in the South and West African region to promote the FCC portfolio, identify compliance solutions opportunities and work with the account managers to manage the opportunities to successful closure.

     

    Responsibilities

    In close collaboration with your product management colleagues and relationship management colleagues you will be responsible for:


    a) Helping to manage the positioning and expansion of SWIFT compliance solutions into financial institutions across South and West Africa.

    b) Collaborate with and partner existing account managers to identify and map the appropriate stakeholders across compliance, finance, technology and operations to gain consensus and maintain deal momentum

    c) In partnership with existing teams build, manage and report on a pipeline of sales opportunities across these accounts

    d) Develop appropriate market and solutions expertise to act as a credible domain expert to assist in C-level and below conversations and discussions

    Concretely, you will have the responsibility to:

    Assist in defining, developing and executing an EMEA commercial strategy and plans for the Financial Crime Compliance portfolio in order to achieve targeted sales objectives.

    Identify, progress and help close short and medium term sales cycle opportunities of SWIFT compliance products.

    Develop effective internal and external networks of relationships to progress deals, develop market expertise and raise awareness within client accounts and the market as a whole

    Communicate and sell the value proposition to a range of audiences (C to operational)

    Manage a revenue and opportunity number by product stream by market and take ownership for its being met

    Continue to develop levels of market expertise and credibility so as to become a product spokesperson and domain expert across the various compliance disciplines (screening, payment monitoring, list management, KYC, data analytics and sanctions testing)

     

    Qualifications

    Skills and background required:

    Existing Sales/Relationship Management skills from an existing compliance technology vendor or in-house at a financial institution or NBFI

    Proven knowledge and understanding of some or all of: sanctions screening, sanctions/PEP data, IDV or KYC, enterprise data sales, fraud, sanctions testing, governance and regulatory risk or associated compliance technology sales

    Be able to demonstrate a relevant, active and usable network of contacts to grow wallet share in a competitive environment

    A history of either sole or cooperative sales management with a track record of exceeding targets

     

    Core competencies required:

     

    Commercial acumen: The job will include many customer contacts and will require a good understanding of the issues they face and a methodology of how to position appropriate solutions effectively and in a compelling manner

    Customer orientation: Making customers and their needs a primary focus of ones actions.

    Problem-solving: can translate complex needs into appropriate solutions while remaining sensitive to the complexities of the business

    Effective stakeholder management: internally as well as externally

    Flexibility/adaptability: Can-do attitude. We will need to react quickly to identified opportunities;

    Excellent communication skills: modifies communication style to optimise understanding by others; acknowledges and respects other views.

    Education:

    Ideally candidates will be educated to University degree standard though this is not a necessity

    Experience:

    Demonstrable experience in a sales/ relationship management role or a proven track record in a product marketing/Go To Market role with demonstrable success in having been involved in the sales cycle

    Domain knowledge experience in financial crime prevention or the wider compliance space is a must. Candidates to not need to be subject matter experts but must be aware of and up to date with market trends and current regulations

    We do not require candidates to be experts as we offer unrivalled training and development but candidates are required to have a proven interest and be able to discuss current trends

    How to stand out:

     

    You are able to develop and maintain relationships at senior commercial and technical levels

    You have an autonomous, self-driven, entrepreneurial mindset

    You are open minded and a good networker (internal and external)

    You are able to work with local team and collaborate with them.

    You are a very good communicator and able to present and negotiate effectively

    You are fluent in English and French. Other languages are strong assets.

    You are flexible in terms of travelling (up to 50%)

     

    Desirable:

    CAMS or ICA certification

    Sales methodology training: SPIN or MB

    Considerable experience of working with or within some of the world’s largest global FI’s

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