The posting
At NiCE, we don’t limit our challenges. We challenge our limits. Always. We’re ambitious. We’re game changers. And we play to win. We set the highest standards and execute beyond them. And if you’re like us, we can offer you the ultimate career opportunity that will light a fire within you.
So, what’s the role all about?
Demand from the world’s leading financial institutions for Financial Crime and Compliance services is accelerating.
Actimize Professional Services is seeking a highly visible, commercially driven and proactive Principal, Strategic Services Sales to originate, shape and close large, strategic services engagements across EMEA.
Reporting to the Strategic Services Sales Leader, you will operate as a senior individual contributor within our established banking, financial services and insurance client base. This role sits within the team responsible for selling unattached services after the software license sale and does not cover services attached to a new license transaction.
While the role is focused on existing-account expansion, success depends on bringing a strong hunter mindset: proactively identifying whitespace and independently generating new business through cross-sell and upsell opportunities within Actimize customers.
Combining deep Financial Crime and Compliance knowledge, consulting credibility and strong commercial judgement, you will understand client pain points, architect differentiated solutions, mobilise the right Actimize stakeholders and convert complex opportunities into long-term client partnerships.
Business Unit
Actimize Professional Services
Reports to
Strategic Services Sales Leader
Location
London, United Kingdom
Scope
EMEA; senior individual contributor focused exclusively on unattached, post-license strategic services sales into existing customers
Domain
Financial Crime and Compliance, including AML and Fraud
The Services Portfolio
This role exclusively covers unattached services sold to Actimize customers following the software license sale. It does not include implementation or other services sold as part of, or attached to, a new license transaction.
The focus is on identifying whitespace, expanding existing engagements and creating new strategic services opportunities across:
- Large-scale, multi-year transformational programmes in Financial Crime and Compliance
- Transformational consulting and advisory
- Business and technical managed services, including business-as-usual (BAU) engagements
- Financial crime operations services
How will you make an impact?
Own account and territory growth planning.
Develop actionable services growth plans for priority EMEA accounts by analysing the installed base, identifying whitespace, mapping executive stakeholders and translating client priorities into focused opportunity plans.
Generate and shape demand.
Lead client workshops, executive briefings and value-discovery sessions that surface unmet needs, create urgency and shape new consulting, transformation and managed services opportunities independent of new license transactions.
Understand the client agenda.
Engage credibly with senior business, technology, operations and compliance stakeholders, speaking the language of financial institutions and translating their Financial Crime and Compliance challenges into clear service outcomes.
Architect complex, high-quality deals.
Construct large, strategic and often multi-year services propositions, defining the value case, scope, delivery model, commercial structure, pricing and roadmap while maintaining accountability for margin, delivery risk and overall deal quality.
Lead pursuits to closure.
Own the end-to-end sales cycle for complex services deals, from early discovery and qualification through proposal, negotiation and signature, maintaining momentum and executive alignment throughout.
Partner with the regional sales organisation.
Work alongside account executives and regional sales leaders on aligned account strategies: account teams retain ownership of the overall client relationship and software agenda, while this role leads the origination, shaping and closure of unattached post-license services opportunities, with shared executive engagement and coordinated account governance.
Expand existing relationships and engagements.
Develop durable relationships with client executives, uncover adjacent needs and extend the value and scope of current engagements by positioning Actimize as a trusted strategic services partner.
Develop thought leadership and repeatable propositions.
Bring relevant market, regulatory and operating-model insights to clients and work with consulting, product and delivery teams to create differentiated, repeatable services propositions that respond to common client needs.
Mobilise Actimize.
Build trust with internal leaders across Professional Services, software sales, product, pre-sales, delivery, legal, finance and partners to secure the expertise and sponsorship required to shape and position winning deals.
Maintain post-sale continuity.
Remain engaged through mobilisation and key executive checkpoints to ensure the value proposition sold is translated into measurable client outcomes, delivery risks are surfaced early and future expansion opportunities are identified.
Drive commercial discipline.
Maintain a high-quality pipeline and accurate forecast, apply rigorous qualification and opportunity governance, and make sound decisions on competitive strategy, commercials, margin, contractual position and delivery risk.
Create market impact.
Establish a visible presence quickly, independently build a point of view on priority accounts, and translate strategic insight into practical opportunity plans that strengthen Actimize’s position as a Financial Crime and Compliance services partner.
Have you got what it takes?
Experience and Capabilities
- Typically 8–15 years of relevant experience, including proven success independently originating and selling complex, high-value consulting-led, transformation or managed services engagements into existing large financial-institution customers outside a new software license sale. Equivalent depth of experience and demonstrated capability will also be considered.
- Strong knowledge of Financial Crime and Compliance, including the priorities and pain points facing financial institutions across areas such as AML, fraud, sanctions, KYC and financial crime operations.
- A background in Financial Crime and Compliance consulting is highly desirable, combined with demonstrable commercial success and a strong sales mindset.
- Demonstrated ability to construct and close large, strategic, multi-stakeholder services deals, including value proposition, commercial modelling, negotiation and contracting.
- Practical familiarity with fixed-price, time-and-materials, managed services and outcome-based commercial models, including the ability to assess pricing, margin, risk allocation and delivery implications.
- Proven experience building account-level services growth plans, identifying whitespace, mapping stakeholders and independently converting insight into qualified opportunities and sustainable pipeline.
- Excellent communication and executive presentation skills, with the ability to simplify complex issues, influence decisions and create urgency with senior client and internal stakeholders.
- Outstanding relationship management skills and a track record of building trust across client organisations and internal cross-functional teams.
- Strong commercial acumen, disciplined opportunity management and a consistent record of progressing and closing complex deals while protecting margin, delivery feasibility and deal quality.
- Experience working across EMEA markets and navigating culturally diverse, matrixed organisations.
Measures of Success
- Achievement of annual services bookings, revenue and margin targets.
- Building and maintaining the required level, quality and mix of qualified pipeline coverage against target.
- Creation of new, independently originated services opportunities from identified account whitespace.
- Conversion of priority opportunities into large, strategic or multi-year engagements with strong commercial and delivery fundamentals.
- Development and active progression of actionable services growth plans for priority EMEA accounts.
- Forecast accuracy, disciplined opportunity progression and timely escalation of commercial or delivery risks.
- Effective collaboration with regional account teams and successful post-sale handover and continuity through mobilisation and executive checkpoints.
You will have an advantage if you also have:
Personal Profile
- A confident, credible and highly visible communicator who can make an impact quickly.
- Client-centric and naturally consultative, with the curiosity to uncover the real business problem and the judgement to shape a compelling response.
- Commercially sharp, resilient and accountable, with a strong closing orientation and the confidence to lead complex negotiations.
- Collaborative and low-ego, able to build internal followership and bring diverse specialists together around a winning deal strategy.
- A self-starting hunter with the strategic discipline to create structure in ambiguity, proactively open doors and independently generate cross-sell and upsell opportunities, taking ownership from whitespace identification to signed engagement.
What’s in it for you?
Learn more about the Benefits at NICE.
Join an ever-growing, market-disrupting, global company where the teams – comprised of the best of the best – work in a fast-paced, collaborative, and creative environment! As the market leader, every day at NICE is a chance to learn and grow, and there are endless internal career opportunities across multiple roles, disciplines, domains, and locations. If you are passionate, innovative, and excited to constantly raise the bar, you may just be our next NICEr!
Additional Information
Travel across EMEA will be required when appropriate to support client engagement, progress strategic opportunities and help close deals.
Requisition ID: 11921 Reporting into: VP, Professional Services
Role Type: Individual Contributor
About NiCE
NICE Ltd. (NASDAQ: NICE) software products are used by 25,000+ global businesses, including 85 of the Fortune 100 corporations, to deliver extraordinary customer experiences, fight financial crime and ensure public safety. Every day, NiCE software manages more than 120 million customer interactions and monitors 3+ billion financial transactions.
Known as an innovation powerhouse that excels in AI, cloud and digital, NiCE is consistently recognized as the market leader in its domains, with over 8,500 employees across 30+ countries.
NiCE is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, national origin, age, sex, marital status, ancestry, neurotype, physical or mental disability, veteran status, gender identity, sexual orientation or any other category protected by law.
