Sr Account Executive

Powering the world’s payments ecosystem

ACI powers the payments ecosystem - globally, and you power ACI. You’ll innovate, collaborate, and grow - in an energetic technology culture with decades of proven success. ACIers - in all roles and levels - are truly your colleagues and many are your friends. Our size and reach allow you to see the global impact of your work. You are visible, your talents are valued, and you are empowered to shape the future of payments.

As a Senior Account Executive in South Africa, you will join a diverse, passionate team, dedicated to powering the world’s payments ecosystem!

This purpose of this Senior Account Executive is:

Markets ACI products and services to current and potential customers within a defined territory and/or industry and manages ACI's overall relationship with established accounts. Develops strategy and manages the process of bringing identified sales opportunities to a logical close. Assists distributors, partners and ecosystem participants in their efforts to sell and position ACI products and services where appropriate. Keeps current on ACI products and enhancements, competition activities, market trends and developments within the payments industry.

Develops and executes territory and account growth strategies across assigned African markets, driving revenue growth, customer expansion and strategic customer relationships. Acts as a trusted advisor to customer executives and key stakeholders, helping customers navigate payments modernisation, digital transformation, fraud management and payment infrastructure initiatives. Maintains accurate account and territory records, provides consistent forecasting, and demonstrates strong ownership, accountability and execution across all sales activities.

A typical day at ACI for a Senior Account Executive is:

• Identifies opportunities to market ACI products and services to current and prospective customers in the assigned territory. Develops strategy and manages the process of bringing identified opportunities to a logical close, consistent with ACI's sales best practices.
• Manages ACI's overall relationship with current and prospective customers, with emphasis on developing and maintaining effective relationships with executive stakeholders including CIOs, CTOs, CFOs, Heads of Payments and other decision-makers. Customer satisfaction, loyalty and growth are key requirements and measurements.
• Develops and executes strategic account plans, territory growth plans and customer engagement strategies to expand ACI's footprint across assigned African markets.
• Maintains a robust pipeline of opportunities and is responsible for accurate forecasting, opportunity progression, qualification, close plans and achievement of assigned sales targets.
• Ensures all Salesforce opportunities, account profiles, customer organisational charts, account plans and forecasting data remain accurate, current and aligned to ACI sales processes.
• Demonstrates proactive ownership and accountability for customer engagements, internal commitments, sales activities, reporting requirements and revenue objectives.
• Leads and coordinates virtual account teams, leveraging resources across solution consulting, services, product management, finance, legal and executive leadership to drive customer outcomes and successful deal execution.
• Builds and maintains strong relationships with strategic partners, industry stakeholders and payment ecosystem participants across the region.
• Represents ACI at customer events, industry conferences, executive forums and market engagement activities.
• Keeps current on ACI products and enhancements, competitive activities, regulatory developments and trends within the payments and financial services industries.
• Provides timely communication and updates to customers, colleagues and management, ensuring actions, commitments and deliverables are executed effectively and professionally.
• Performs other duties as assigned.
• Understands and adheres to all corporate policies including, but not limited to, the ACI Code of Business Conduct and Ethics.

Knowledge, Skills and Experience needed to succeed in this role:

• Bachelor's degree or equivalent experience.
• Minimum 8 years of successful direct sales experience in industries targeted by ACI (financial institutions, processors, merchants, fintechs or payment service providers), preferably selling enterprise payments solutions.
• Minimum 10 years combined experience in payments, financial technology, banking technology, digital payments or related industries.
• Demonstrated track record of consistently achieving or exceeding sales targets in complex enterprise sales environments.
• Proven experience managing long and complex sales cycles involving multiple decision-makers and executive stakeholders.
• Excellent presentation, negotiation, verbal and written communication skills.
• Strong commercial and financial acumen with the ability to develop business cases and articulate value-based solutions.
• Ability to prospect, qualify and manage large, complex sales opportunities through to closure.
• Ability to understand business drivers, customer challenges and technical solution requirements.
• Ability to articulate and professionally present solutions while responding creatively to customer needs.
• Strong organisational, planning and time management skills.
• Demonstrated ability to operate independently and effectively in a remote, geographically dispersed environment.
• Strong attention to detail and disciplined approach to pipeline management, forecasting and CRM hygiene.
• Demonstrated bias for action, accountability, ownership and consistent follow-through on commitments.
• Proven ability to manage multiple priorities simultaneously while maintaining high levels of responsiveness to customers and internal stakeholders.

Preferred Knowledge, Skills and Experience needed for this role:

• Strong understanding of payments modernisation, payment switching, issuing, acquiring, real-time payments, digital banking, fraud management and national payment systems.
• Knowledge and understanding of financial services and payment ecosystems across Africa.
• Existing relationships with banks, fintechs, payment processors, central banks and payment stakeholders within Africa is highly desirable.
• Understanding and knowledge of products and solutions currently marketed by ACI is a plus.
• Experience selling technology solutions into financial institutions, payment processors, government entities, multinational organisations and large enterprises.
• Payments or payments processing-related sales experience preferred.
• Experience leading cross-functional teams in customer pursuits and strategic account management.
• Salesforce.com experience preferred.

Core Capabilities:

We seek colleagues who embody our core capabilities - these shape our culture and enable us to make a meaningful impact together:

• Ensure Accountability: holding self and others accountable to meet commitments.

• Drives Results: consistently achieving results, even under tough circumstances.

• Customer Focus: building strong customer relationships and delivering customer-centric solutions.

• Cultivate Innovation: creating new and better ways for the organization to be successful.

• Collaborates: building partnerships and working collaboratively with others.

• Courage: stepping up to address difficult issues, saying what needs to be said.

Applicants must be currently authorized to work in South Africa on a full-time basis. This position does not offer sponsorship for employment visa status or work permit now or in the future.

In return for your expertise, we offer opportunities for growth, career development, and a competitive compensation and benefits package-all within an innovative and collaborative work environment.

Are you ready to help us transform the payments ecosystem? To learn more about ACI Worldwide, visit our web site at www.aciworldwide.com Job ID (Requisition #19722)

ACI Worldwide is an AA/EEO employer in the United States, which includes providing equal opportunity for protected veterans and individuals with disabilities, and an EEO employer globally.

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