Principal New Business Developer

Job Summary:
The Principal New  Business  Developer builds relationships and  establishes  selling  
opportunities at  net new logos within ACI’s Tier 2 and 3 territory. The role focuses on building 
trust with new prospects and effectively generating sales opportunities that create value for the 
customer and establish ACI’s footprint at the business. This individual is especially successful 
when they maintain a self-starter attitude—able to operate with a mindset that embraces new 
business development and create opportunities from scratch. This  role  is  responsible  for  the  
attainment  of  quota  within  their  territory  of  net  new  logos  and  remains accountable to 
the geographic leader who oversees all Tiers 2 and 3 sales for their geography within the on 
premise business. In addition to being a self-starter, the New Business Developer understands their 
customers’  needs  at  an  intimate  level  and  activates  the  appropriate  cross-functional  ACI 
resources, including Strategic Product Consultants, Customer Solution Specialists, and Breakout 
Deal Developers as needed to articulate the ACI value proposition and drive an opportunity to 
close.
Additionally, the New Business Developer acts as an orchestrator of the sales opportunity and 
oversees regular maintenance and updates to records within the CRM to drive pipeline hygiene. They 
must maintain strong skills in articulating ACI’s value proposition, positioning a value story that 
relates to a customer’s needs, and exhibit a deep understanding of their customer, ACI’s solution 
set, industry trends, and their customers.

Job Responsibilities:
•     Establish  net  new  logo  customers  in  assigned  territory  and  achieve  individual  
sales  quota expectations, escalating issues and challenges as necessary to geographic leadership.
•     Take   ownership   and   responsibility   for prospect   territory, identifying   and 
managing   ACI’s relationship  with  critical  customer  stakeholders,  with  emphasis  on  
developing  and  maintaining effective relationships with the right executives and leaders at the 
customer who are influencers and decision makers.
•     Act as the gatekeeper and expert for ACI’s relationship with the prospect, actively working 
with the cross-functional team to bring the right people to bear for relevant customer 
conversations.
•     Be the absolute expert on the customer’s needs within the payment solutions space, their 
current and future business challenges, and potential intersects with ACI’s offerings.
•     Identify  opportunities  to  establish  ACI’s  footprint  of  products  and  services  at  
the  customer  for assigned accounts, working creatively to define opportunities that will deliver 
high mutual value.
•     Update  and regularly maintain  a  master  account  plan  that  feeds  ACI’s  customer  
relationship and drive   account   strategy   with   cross-functional   counterparts;   this    
includes   identifying circumstances to bring in ACI technical specialists.
•     Perform regular due diligence on customer including but not limited to recent news, financial 
results, competitive landscape, organizational changes, emerging challenges, etc.
•     Provide    updates    to leadership for    the    on    premise    organization,    informing 
  the sales leaders of any key developments and delivering a clear point of view  of next steps to 
build the necessary trust that results in closed-won business.
•     Develop short- and long-term selling strategies to maintain customer relationships and map 
the current stakeholder structure to align with ACI’s selling agenda.
•     Manage the end-to-end process of bringing identified opportunities through the proposal, 
quote, contract, order, and post-sales support stages of the sales process. At every stage, the 
role is accountable  for  maintaining  accurate  records  and  notes  of  opportunity  progress,  
risks,  and updates.
•     Report all administrative aspects of the assignment including but not limited to account 
profiles, sales  pipeline  records,  current  and  prospective  customer  organization  charts  
with  decision
makers, account plans, and value proposition materials consistent with ACI’s leading practices.

•     Stay  current  on  ACI  products,  enhancements,  and  movement  in  the  marketplace,  
highlighting relevant industry news and trends, identifying competitive pressures to ACI, and 
addressing with customers in a form that underscores depth of knowledge.
•     Perform other duties as assigned.
•     Understand and adhere to all corporate policies to include but not limited to the ACI Code of 
Business Conduct and Ethics.
•     Understands and complies with Risk Management program requirements including identification 
of risks, key controls, and control testing as applicable to their responsibilities.

Knowledge, Skills and Experience required for the job:
•     Bachelor's degree or global equivalent
•     10 years of experience in a related industry such as technical support, system 
administration or product development type roles with exposure to marketing.
•     Leadership experience required.

Preferred Knowledge, Skills and Experience needed for the job:

•     MBA preferred.
•     Excellent verbal and written communication skills needed while representing ACI in internal 
and external meetings as it relates to strategy and roadmaps for the respective business unit.
•     Comprehensive knowledge of the field and the ability to complete specialized complex 
assignments.
•     Knowledge and understanding of products, competitive offerings and market drivers.
•     The ability to work on complex and diverse issues where analysis of situations or data 
requires an in-depth evaluation or analysis of variable factors.
•     Creation of quality, easy to understand papers and presentations
•     Strong Power Point skills
•     Proven track record of Product Management success
•     Ability to manage with a global geographic focus.
•     The ability to manage a team by encouraging focus on ingenuity and results and providing 
review of progress and evaluations.
Work Environment:
•     Standard work environment
•     Majority of time spent on PC (Phys. Req.)
•     Travel may be required, international