Sr New Business Developer, Banking Solutions, Western US
Senior New Business Developer, Banking Solutions, Western US
Job Summary
The Senior New Business Developer is responsible for driving net-new business by establishing relationships and creating selling opportunities within Tier 3 banks ($10B to $50B in assets) in the Western US.
This role is focused on building trust with new prospects and generating high-value opportunities that expand ACI Worldwide ’s cloud-native Connetic footprint.
Success in this role requires a self-starter mindset, strong business development skills, and the ability to create opportunities from the ground up. The Senior New Business Developer owns quota attainment for net-new logos within their territory and reports to the SVP of North American Sales.
This individual must deeply understand customer needs, partner with cross-functional ACI resources, and position ACI’s value proposition effectively to close deals. Expertise in selling complex payment solutions is essential.
Key Responsibilities
- Drive net-new logo acquisition in assigned territory and achieve individual sales quota.
- Own prospect relationships, identifying and engaging key stakeholders and decision-makers at banks and credit unions.
- Act as the primary orchestrator of the sales process, coordinating internal resources to deliver compelling customer conversations.
- Maintain expert-level knowledge of financial institution customers’ payment needs, aligning ACI’s offerings to address their unique business challenges.
- Identify and develop opportunities to establish ACI’s footprint, with a focus on Connetic solution adoption.
- Maintain and update master account plans, ensuring alignment with ACI’s strategy and bringing in technical specialists as needed.
- Conduct regular customer due diligence (news, financials, competitive landscape, organizational changes).
- Provide timely updates to leadership on key developments and next steps to advance opportunities.
- Develop short- and long-term selling strategies, mapping stakeholder structures to ACI’s agenda.
- Manage the end-to-end sales cycle, from proposal through contract and post-sales support, maintaining accurate CRM records and pipeline hygiene.
- Stay current on ACI products, enhancements, and industry trends, addressing competitive pressures with informed customer conversations.
- Ensure compliance with corporate policies and risk management requirements.
Required Knowledge, Skills & Experience
- Bachelor’s degree or global equivalent.
- 5+ years of experience in enterprise sales, with a proven track record of selling complex payment solutions to the target customer type.
- Strong leadership and relationship-building skills.
- Excellent verbal and written communication skills.
- Deep understanding of payment industry trends, competitive offerings, and market drivers.
- Ability to manage complex sales cycles and orchestrate cross-functional teams.
Preferred Qualifications
- MBA preferred.
- Strong presentation and PowerPoint skills.
- Experience in product management or technical solution selling a plus.
Work Environment
- Standard telecommuting home office environment
- Majority of time spent on PC.
- Travel required, including potential international.
Core Capabilities:
We seek colleagues who embody our core capabilities — these shape our culture and enable us to make a meaningful impact together:
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Ensure Accountability: holding self and others accountable to meet commitments.
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Drives Results: consistently achieving results, even under tough circumstances.
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Customer Focus: building strong customer relationships and delivering customer-centric solutions.
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Cultivate Innovation: creating new and better ways for the organization to be successful.
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Collaborates: building partnerships and working collaboratively with others.
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Courage: stepping up to address difficult issues, saying what needs to be said.
Applicants must be current