Description

Principal New Business Developer
Job Summary
The Principal New Business Developer is responsible for driving net-new business by establishing relationships and creating selling opportunities within banks (Tier 1 through $10+ billion in assets) and large payment processors. This role is focused on building trust with new prospects and generating high-value opportunities that expand ACI Worldwide's footprint-particularly through our Payment Risk Management (PRM) solution and related offerings.

Success in this role requires a self-starter mindset, strong business development skills, and the ability to create opportunities from the ground up. The Principal New Business Developer owns quota attainment for net-new logos within their territory and reports to the geographic leader overseeing Tier 2 and Tier 3 sales for the on-premise business.

This individual must deeply understand customer needs, activate cross-functional ACI resources (including Strategic Product Consultants, Customer Solution Specialists, and Breakout Deal Developers), and position ACI's value proposition effectively to close deals. Expertise in selling risk management or fraud prevention solutions-or similar enterprise payment solutions-is essential.
Key Responsibilities

• Drive net-new logo acquisition in assigned territory and achieve individual sales quota.
• Own prospect relationships, identifying and engaging key stakeholders and decision-makers at banks and payment processors.
• Act as the primary orchestrator of the sales process, coordinating internal resources to deliver compelling customer conversations.
• Maintain expert-level knowledge of customer needs in payment solutions, risk management, and fraud prevention, aligning ACI's offerings to address business challenges.
• Identify and develop opportunities to establish ACI's footprint, with a strong focus on PRM solution adoption.
• Maintain and update master account plans, ensuring alignment with ACI's strategy and bringing in technical specialists as needed.
• Conduct regular customer due diligence (news, financials, competitive landscape, organizational changes).
• Provide timely updates to leadership on key developments and next steps to advance opportunities.
• Develop short- and long-term selling strategies, mapping stakeholder structures to ACI's agenda.
• Manage the end-to-end sales cycle, from proposal through contract and post-sales support, maintaining accurate CRM records and pipeline hygiene.
• Stay current on ACI products, enhancements, and industry trends, addressing competitive pressures with informed customer conversations.
• Ensure compliance with corporate policies and risk management requirements.

Required Knowledge, Skills & Experience

• Bachelor's degree or global equivalent.
• 10+ years of experience in enterprise sales, with a proven track record of selling payment risk management, fraud prevention, or similar payment solutions.
• Strong leadership and relationship-building skills.
• Excellent verbal and written communication skills.
• Deep understanding of payment industry trends, competitive offerings, and market drivers.
• Ability to manage complex sales cycles and orchestrate cross-functional teams.

Preferred Qualifications

• MBA preferred.
• Strong presentation and PowerPoint skills.
• Experience in product management or technical solution selling a plus.

Work Environment

• Standard telecommuting home office environment
• Majority of time spent on PC.
• Travel required, including potential international.

#LI-LL1

#LI-RemoteThe Principal New Business Developer is responsible for driving net-new business by establishing relationships and creating selling opportunities within banks (Tier 1 through $10+ billion in assets) and large payment processors. This role is focused on building trust with new prospects and generating high-value opportunities that expand ACI Worldwide's footprint-particularly through our Payment Risk Management (PRM) solution and related offerings.