Job Summary
Join to apply for the Sales Strategy Consultant role at Global Payments Inc.
Generates revenue through sales to new and/or existing key accounts within a geographic area or market. 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.
Responsibilities
* Researches target prospects, develops pipeline in the assigned territory, assigned portfolio or with assigned accounts 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. For North America Segment, typically leads prospects of various sizes, including the large or mega banks with 10M to 20M card issuers. For the Merchant Segment, typically leads the work of large or mega Independent Sales Organizations (ISOs) or Bank Acquirers with over 50k Merchants.
* Is fully responsible for building and nurturing old and new relationships of various sizes, including mega clients, such as Bank of America. Is also 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.
* Independently, creates, maintains and sustains Strategic Sales Plan (SSP) 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.
* Working autonomously, creates, modifies, and manages the sales project plan with the intent to close the sale, beginning with the RFP process. 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.
* Manages the sales pipeline and opportunity qualification, using Salesforce for opportunity qualification, status reporting, territory management, and marketing planning input. Works with the Global Payments Business Expansion sales support team to move the opportunity to successful completion by ensuring all sales deliverables are of the highest possible quality.
Qualifications
* Minimum Qualifications
o Bachelor's Degree
o Relevant Experience or Degree in: Typical fields include Communication, English, IT, or Engineering; Combination of relevant training and/ or experience in lieu of degree
o Typically Minimum 10+ Years Relevant Experience
o Experience in industry
* Preferred Qualifications
o Master's Degree
o Business
Desired Skills and Capabilities
* Skills / Knowledge – Having broad yet in-depth expertise and unique knowledge, 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.
* Job Complexity – Works on issue 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 close a deal
* Interpersonal/Communication Skills/Building Relationships – Orchestrate work across internal and external teams
* Presentation Skills – Present sales presentation and sales process to client
Seniority level
* Mid‑Senior level
Employment type
* Full‑time
Job function
* Business Development and Sales
Industries
* Financial Services and IT Services and IT Consulting
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