Summary of This Role
Generates revenue through sales to new and/or existing key accounts within specific areas of the acquiring market. Travel to prospect and client sites, attend and exhibit at trade show events, create prospect lists, facilitate presentations over the phone, over streaming video, and in person. Collects information to better understand business issues, problems, and opportunities and to identify sales prospects. Prepares quantitative, qualitative, and financial data for use in pricing and sales presentations. Ensures sales plans and key account strategies are implemented and sales/financial goals are obtained. Run pricing models, negotiate proposals, assist in drafting and negotiating contracts, help to guide the set up and implementation of new clients and ensure revenue objectives are realized. Other projects and duties as assigned to help the business strategic and operationally.
What Part Will You Play?
Researches target prospects, develops pipeline in the assigned territory/market for new sales and/or for existing sales, and gains approval of the selection of prospects. For existing clients, conducts penetration analysis and reviews influencing factors and strategy of client to determine action plan. For new sales, identifies business opportunities, conducts cold calls and determines which relationships to nurture. Target focus will be signing agents and retail ISOs. Also possibilities to sell some Wholesale (Full-Liability) ISOs, Payment Facilitators and Full Service Acquirers (Bank and Non-Bank).
Is fully responsible for building and nurturing old and new relationships of various sizes. Will also be responsible for executing and creating the cold call plan and establishing the relationship plan for new and existing business. Has an understanding of the territory, conducts sufficient research and determines appropriate timing and contact for prospects. Will attend various conferences and other events to create opportunities to build and maintain relationships.
Independently, creates, maintains and sustains Sales Plan for identified top prospects in assigned area or accounts. Is responsible for closing the sale. Helps create the solution design and delivery, works with prospects to determine and create requirements and keeps internal resources (i.e., Finance, Legal, etc.) advised of potential sale.
Leads, determines and creates the solution design plan for prospect and leads modifications of the solutions to meet the prospect's needs. Sizes the work needed for the conversion and helps client understand the work effort for the transition and the correct mix to offer. Assesses the customer's business and reviews solution design options with the client, considering the clients' vision, goal, objectives, pain points and target state and makes recommendations for the delivery option after discussing the deal with various internal resources. Works independently and leads and creates the solution design plan for various size prospects, including large and mega prospects.
Working autonomously, creates, modifies, and manages the sales project plan with the intent to close the sale, beginning with the RFP process when applicable.. Conducts stage assessments. Identifies and orchestrates the correct internal resources, such as within pricing, IT, implementation, etc. to meet with the client at the appropriate time based on the objectives of the client. Conducts ongoing communication with various internal groups. Introduces Executives to prospects.
Understands the dynamics of the industry, is knowledgeable regarding key trends in the market and discusses with clients regarding current products and developing products, including mobile app developments, chip cards, etc. Conducts consultative thought leadership with prospects and helps client with possible solution design.
Manages the negotiation of master agreements and service level agreements for any size deal. Presents the negotiated terms to leadership regarding pricing, solution design, business terms, economic components, and coordination with legal team. Gets approval for deal aspects.
Leads, oversees and manages the sales presentation and sales process, including identifying the objectives of the meeting, setting the agenda, and following-up on action items as needed. May provide guidance to others regarding the sales presentation and sales process.
What Are We Looking For in This Role?
Minimum Qualifications
Bachelor's Degree
Relevant Experience or Degree in: Typical fields include Communication, English, IT, or Engineering; Combination of relevant training and/ or experience in lieu of degree
Minimum 10+ Years of sales experience in the merchant acquiring industry
Preferred Qualifications
What Are Our Desired Skills and Capabilities?
Skills / Knowledge - Having broad yet in-depth expertise and unique knowledge of the merchant acquiring industry,, uses skills to set and ensure success of company objectives and principles and to achieve goals in creative and effective ways within environments and situations that are complex and difficult. Having ownership of a function, major account or matrix management responsibilities, uses knowledge to ensure success, strengthen relationships, expand the business through key initiatives, and lead matrix teams on complex projects. Barriers to entry such as technical committee and senior management review exist at this level. Understand industry trends, products, competitors and competitive landscape, banks, software companies, ISVs, POSs, gateways, Interchange, PCI and other relevant topics.
Job Complexity - Works on issues that impact design/selling success or address future concepts, products, or technologies. Creates formal networks with key decision makers and serves as external spokesperson for the organization with key accounts, agencies, partners, vendors, and sales prospects.
Supervision - Exercises wide latitude in determining objectives and approaches to critical assignments.
Negotiation Skills - Ability to negotiate pricing to get the best possibility terms, margins and all the way making sure to close deals and meet deals, MIDs and revenue quotas.
Interpersonal/Communication Skills/Building Relationships - Orchestrate work across internal and external teams.
Presentation Skills - Present sales presentation and sales process to client.
Culture Fit- Fit within a high performance, family oriented culture.
