Client Partner (m/f/d) for Cash Management / Core Banking

SAP Fioneer · London, UK

Base: Not disclosed
OTE: Not disclosed
Quota attainment: Not disclosed
Posted: 8mo ago

Why it matters: OTE tells you what you could earn. Attainment tells you how realistic it is.

Ask: “What percentage of fully ramped reps hit quota last year?”

Still open · checked 2h agoon SAP Fioneer's careers page

Apply on SAP Fioneer →

The job

Who you'd sell to: Still reading the posting. Check back within the hour.
Where deals come from: Not stated in the posting.

The Braun Read

Proceed with caution

A few things here deserve a hard look before you spend time on it.

Pay: No pay listed at all.
Transparency: Says nothing about quota, attainment, deal size, territory or sales cycle.
Time on market: Open 263 days. Ask why it's been hard to fill.
Company hiring: 3 sales roles open, hiring at a steady pace.

Red lights

None spotted.

Yellow lights

Open 90+ days. This role has been posted for three months or more. Ask why it's been hard to fill, and whether anyone left it.

Green lights

None spotted.

Based only on what the posting says. Lights are a starting point for your first call, not a final judgment.

Questions to ask on the first call

Built from what this posting leaves out. How they answer tells you as much as what they say.

1.
This role has been open a while. What's made it hard to fill?
The answer tells you what candidates saw that made them walk.
2.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
3.
What percentage of reps on the team have been here more than 18 months?
Tenure shows whether people stay long enough to get paid.
4.
Has the comp plan changed in the last 12 to 18 months? What changed?
A plan that changes every year means the goalposts keep moving.
5.
Who sits with reps and reviews calls each week?
Coaching is often what's behind a good or bad attainment number.
6.
Why is this role open? Did someone leave, or is it new?
New headcount is growth. A replacement means someone left. Ask why.

› When the offer comes

Save these for later. They land better once they've said yes to you.

1.
Can I see the full comp plan in writing, including clawbacks and accelerators?
What's in writing is what gets paid. Read it before you sign.
2.
Can I see the actual comp distribution for the team last year, not just the OTE?
The spread shows what most reps really take home. OTE is just the target.
3.
I'd be walking away from earned commission to join. Is there room for a sign-on bonus to help cover that?
Leaving money behind is a fair reason to ask. The worst answer is no.

Josh's top five questions for any sales interview →

Got an offer from SAP Fioneer? Not sure about it?Ask me. I read every message myself. · JoshAsk Josh

Full posting

As Client Partner for Cash Management & Payments, you will be at the forefront of driving transformation and innovation in corporate transaction banking. Leveraging your deep understanding of cash management & payments processes as well as the related technology, you will work with our customers / prospects to analyze existing banking products and services, identify and propose innovative solutions, and elevate their cash management & payments proposition to the next level. With your solution and delivery competence, you will collaborate closely with stakeholders, both from business and IT, to understand their requirements / pain points and shape their individual transformation path (from discovery to delivery). Key Responsibilities: - Interact with prospects, customers and sales teams to comprehensively understand and anticipate business requirements and challenges - Utilize your deep industry knowledge to analyze existing processes and identify areas for improvement - Translate complex business needs into well-defined solution designs that are based on SAP Fioneer technology, e.g., our Transactional Banking and Virtual Account Management products - Comprehend the intricate interdependencies within the customer organization to guide the appropriate engagement approach - Drive transformational progress in early project phases to ensure a high fit and realization of business value You will be surrounded by some of the industry's brightest, most visionary, and humble professionals. Winning as a team is SAP Fioneer’s DNA. Requirements - 10+ years of work experience in consultancies, banks, and/or software companies - with a strong focus on commercial banking / corporate banking and proven track record of successful execution - Deep expertise in corporate banking, in particular global transaction banking, cash management and payments, and solid understanding of technology - Consultative selling approach paired with hands-on project experience – especially for strategical engagements and early project phases - Experience with SAP (banking) products is a strong plus - Strong business acumen, entrepreneurial spirit and interpersonal skills - Excellent written and verbal communication skills in English. German is a plus Benefits - We are a pragmatic, fast-paced startup company paired with years of system delivery expertise, a strong reputation on the market, and a long-established customer portfolio. - You will be offered growth opportunities based on merit and individual goals, as well as the space to bring new ideas, drive innovation and challenge the status quo. - Mobile Office – work wherever you like! - Individual mobility options (e.g., Company Car; Bike Leasing; JobTicket). - Attractive compensation package with 30 holidays.

Apply →