Senior Software Account Executive – Banking - united arab emirates - NCR Atleos

Description

About NCR Atleos

NCR Atleos, headquartered in Atlanta, is a leader in expanding financial access. Our dedicated 20,000 employees optimize the branch, improve operational efficiency and maximize self‑service availability for financial institutions and retailers across the globe. NCR Atleos was ranked #12 in Newsweek's prestigious 2025 Top 100 Global Most Loved Workplaces list.

Role Summary

You will own the end‑to‑end sales cycle for our Banking & Financial Services (BFS) software portfolio across the Middle East and Africa (MEA) —including opportunity identification and qualification, solution shaping, executive engagement, commercial structuring, closing, and contracting. You'll position our solutions as the trusted platform for core banking modernization, digital channels, payments, fraud/AML, dispute management, and cloud/SaaS transformation, driving net‑new logos and expanding strategic accounts across Tier‑1/Tier‑2 banks, credit unions, payment processors, and fintechs. A deep understanding of the Middle East and Africa payments landscape, regulatory frameworks, and local procurement practices is essential.

Key Responsibilities Market Development & Growth

• Build and execute territory/account plans to drive ACV/TCV growth, new logo acquisition, and expansion within the MEA BFS ecosystem (banks, card issuers/acquirers, processors, fintechs).
• Develop pipeline through multi‑threaded engagement, outbound prospecting, local partner collaboration, industry events, and executive networks.
• Map customer initiatives (e.g., real‑time payments, authenticated debit orders, ISO 20022 migration, digital onboarding & KYC) to solution value and quantified outcomes.

Client Advisory & Executive Engagement

• Act as a trusted advisor to C‑suite and senior leaders (CIO, COO, CDO, Heads of Payments, Retail/Commercial Banking, Risk & Compliance).
• Lead discovery/value workshops; build business cases (ROI, NPV, payback) and outcome narratives tailored to MEA market realities (cost‑to‑serve, fraud loss mitigation, digital adoption, regulatory compliance).

Opportunity Management & Deal Orchestration

• Own the full sales cycle; lead solution shaping, bid strategy, pricing, negotiation, legal/commercial closure, and smooth handover to Delivery.
• Coordinate cross‑functional teams (Pre‑Sales, Solution Architecture, Professional Services, Pricing, Operations, Legal, InfoSec, Finance) to secure internal approvals (P&L, risk, governance).
• Manage complex RFP/RFI processes, including regional procurement requirements ; run executive readouts and win strategies.

Solution Development & Value Selling

• Craft compelling value propositions and measurable outcomes: improved authorization rates, lower fraud/chargebacks, higher digital engagement, faster time‑to‑market, operational efficiency.
• Present reference architectures, demo flows, and roadmaps aligned to local constraints (data residency, InfoSec, resiliency, payments integrations).

Commercial Structuring & Contracting

• Structure agreements (SaaS subscriptions, enterprise licenses, managed services, PS SOWs, MSAs) with attention to pricing models, SLAs, data protection, InfoSec, and regulatory obligations.
• Navigate procurement, vendor risk, and third‑party risk processes typical in Middle East and Africa BFS institutions .

Pipeline, Forecasting & Governance

• Maintain rigorous CRM hygiene (Salesforce or equivalent), accurately forecast, and meet cadence commitments (QBRs, weekly pipeline reviews).
• Track and improve KPIs: win rate, cycle time, deal size, attach/mix (software + services), forecast accuracy, margin.

Partner, Ecosystem & Thought Leadership

• Collaborate with local systems integrators, consulting firms, cloud providers, and payment networks to shape integrated solutions and expand market reach.
• Represent the company at MEA BFS events ; leverage customer references to drive credibility and thought leadership.

Required Qualifications

• Bachelor's Degree in Business, Finance, Computer Science, Engineering, or related field (Master's preferred).
• 10+ years of enterprise software sales/business development experience in Banking & Financial Services, with consistent quota attainment and complex deal wins across the Middle East and Africa .
• Proven success selling one or more of:
  • Digital banking & onboarding/KYC, customer identity & authentication
  • Payments (card issuing/acquiring, merchant services, EFT, real‑time payments, ISO
  • Risk, fraud & AML, dispute & chargeback management, case management
  • Cloud/SaaS, API‑first architectures, microservices, managed services
• Proficiency in value‑based selling and executive‑level storytelling.
• Strong financial acumen (P&L, TCO, ROI modeling), negotiation, and commercial structuring skills.
• Experience leading RFP/RFI efforts and orchestrating cross‑functional deal teams.
• Excellent communication, presentation, and executive presence.
• Ability to travel 25–50% across your assigned territory .

EEO Statement

NCR Atleos is an equal‑opportunity employer. It is NCR Atleos policy to hire, train, promote, and pay associates based on their job‑related qualifications, ability, and performance, without regard to race, color, creed, religion, national origin, citizenship status, sex, sexual orientation, gender identity/expression, pregnancy, marital status, age, mental or physical disability, genetic information, medical condition, military or veteran status, or any other factor protected by law.

Statement to Third Party Agencies

To ALL recruitment agencies: NCR Atleos only accepts resumes from agencies on the NCR Atleos preferred supplier list. Please do not forward resumes to our applicant tracking system, NCR Atleos employees, or any NCR Atleos facility. NCR Atleos is not responsible for any fees or charges associated with unsolicited resumes.

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