Sales Executive (Banking & Financial Services)

Job Overview

Responsible for business development and account management of testing services and quality assurance solutions for banks and financial institutions in Malaysia. Identify business opportunities in software testing, quality governance, digital transformation and system modernisation. Collaborate with pre-sales and delivery teams throughout the sales cycle: opportunity nurturing, commercial negotiation, contract closure and long-term account management, to drive revenue growth of our testing service line within Malaysia's financial sector.

Job Responsibilities

1. Client development & opportunity mining: Acquire new banking and financial clients in Malaysia and manage existing accounts. Engage stakeholders to identify requirements for functional, performance, automation, security, UAT testing, quality framework setup, core banking system upgrade and data migration.
2. End-to-end opportunity management: Own the sales pipeline, coordinate internal pre-sales teams to arrange requirement workshops, technical discussions, POC and solution demos to accelerate deal closure.
3. Bid & commercial management: Lead commercial bidding activities, prepare commercial responses, conduct quotation and contract negotiation, mitigate commercial risks and support award & contract signing. Familiarity with local financial tendering processes is preferred.
4. Revenue target delivery: Deliver assigned annual sales targets, maintain sales forecast and opportunity pipeline, monitor collection in compliance with local payment, tax and commercial practices in Malaysia.
5. Market & intelligence gathering: Monitor digital transformation trends, Bank Negara Malaysia (BNM) regulatory requirements and FinTech landscape in Malaysia. Collect competitor insights and feed client requirements back to pre-sales for localised solution development.
6. Cross-team collaboration: Work closely with pre-sales and delivery teams to ensure smooth handover. Resolve commercial issues, maintain high client satisfaction and identify upsell, renewal and repeat business opportunities.

Job Requirements

1. Education & experience: Bachelor's degree or above in Computer Science, Software Engineering, Finance, FinTech or related disciplines. Minimum 5 years of B2B IT / software service sales experience, with at least 3 years selling to banks and financial institutions in Malaysia.
2. Banking domain background: Existing network with Malaysian financial clients (commercial banks, Islamic banks, foreign bank branches, FinTechs etc.). Familiar with local banking IT procurement workflow, stakeholder decision chain and BNM regulatory framework; understanding of core banking, lending, payment, risk & channel system procurement is preferred.
3. Business acumen: Basic understanding of software testing, quality assurance, DevOps and CI/CD. Able to follow technical discussions and communicate with client business, technical and procurement stakeholders.
4. Sales competency: Strong capability in negotiation, needs discovery and account management. Proven track record independently closing IT service deals with value of RM 1M+; prior success winning banking testing service projects is preferred.
5. Soft skills: Strong result orientation, resilient under pressure, excellent cross-regional & cross-team collaboration. Willing to travel within Malaysia and attend client meetings as required.

Preferred Qualifications

• Established connections with IT and procurement leaders at Malaysian banks and financial institutions;
• Familiar with Southeast Asian FinTech vendors and market landscape for testing, automation and performance services;
• Experience covering Islamic banks or foreign bank branches operating in Malaysia;
• Proven sales track record for core banking upgrade, data migration and cloud transformation testing projects;
• Professional certifications such as PMP.

Languages: Chinese and English (Chinese proficiency preferred)