Senior Sales Manager
Senior Sales ManagerEvery day, the people of TSYS® and Netspend® improve lives and businesses around the globe through payments. We make it possible for millions of people to move money between buyers and sellers using our payments solutions including credit, debit, prepaid and merchant services. We are "People-Centered Payments", and our team has the unique opportunity to help create a world in which payments make people's lives easier and better. This is both a tremendous honor and an important responsibility for those who accept the challenge. If you are looking to make a valuable difference for people everywhere - and for yourself - we may have the right place for you.Summary of This RoleGenerates revenue through sales to new and/or existing accounts for TMS EMEA. Collects information to better understand business issues, problems, and opportunities and creates compelling sales propositions to generate new sales prospects. Prepares bespoke value propositions and offers based on quantitative, qualitative, and financial data for use in pricing, proposals and sales presentations. Ensures sales strategies are aligned with the TMS EMEA leadership team and implements the corresponding sales plans to achieve the business's sales and financial goals. Manages the sales pipeline through all stages of the sales cycle and provides regular sales reporting.What Part Will You Play?Researches target market and prospects, develops pipeline within TMS EMEA for new sales and/or for existing sales, and gains approval of the pursuit of prospects. For existing clients, in conjunction with the TMS/TSYS relationship manager and/or TSYS sales manager, 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. Works with the TMS EMEA leadership in evaluating and developing new propositions, improving existing propositions and selling capacity in existing facilities to ensure that the sales function is supporting the strategic and responding to the tactical needs of the business. Is fully responsible for building and nurturing old and new relationships of various sizes. Is also responsible for executing and creating the relationship plan for new and existing business. Has an understanding of the market, 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 Strategic Sales Plan (SSP) for identified top prospects in TMS EMEA. 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 value proposition for prospect and leads modifications of the solution design to meet the prospect's needs. Sizes the work needed for the implementation 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 plan with the intent to close the sale, beginning with the engagement plan. Conducts stage assessments. Identifies and orchestrates the correct internal resources, such as within pre-sales, 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 technology developments (such as robotics), customer behaviours, 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 directs the sales presentation and sales process, including identifying the objectives of the meeting, developing key messages, setting the agenda, and following-up on action items as needed. May provide guidance to others regarding the sales presentation and sales process.International sales, RM and sales support teams to move the opportunity to successful completion by ensuring that all sales deliverables (documents, presentations, proposals, etc.) are of the highest possible quality.Senior Sales Managers in Europe have the expectation to use Salesforce, conduct Opportunity Qualification, Status Reporting, and Territory Management, to have Marketing Planning input and to understand TSYS products, services and associated client benefits. Manage the allocated territory, qualify all opportunities, and ensure a defined and qualified sales pipeline. Work with the TSYS Senior Sales Managers in Europe work with legal from the early stages in the sales process as needed. For example, non-disclosure agreements (NDAs) in Europe tend to be quite complex and are often governed by local legal jurisdiction hence the legal team is required much earlier.Senior Sales Managers in Europe engage many parts of the Company's global internal resources, including Implementation Services, TMS Operations and Assessment & Consultancy, who are responsible for the efforts suggested and the Sales lead cannot change these estimates. Understand the Company's Pricing Model, for all services, to ensure that the Client's financial position is reflected in the model, and that the Company's response is commercially acceptable. Understand the processing outsourcing model, from a Client's viewpoint, to ensure a financially focused approach to satisfying the Client's requirements. Understand all of the Company's services well enough to articulate the benefits of each and all of the Company's services.For Senior Sales Managers in Europe they are responsible for deriving and executing a Sales Plan for all qualified opportunities, including the use of Client case studies, Client references, specific benefit analysis, return on investment proposals, and executive contact plans. They are responsible for closing sufficient business from new (to TMS) name sales accounts opportunities to achieve the necessary agreed targets on an annual basis.Senior Sales Managers in Europe ensure that the Company's commercial position is protected throughout all stages of the sales process including fees and margin, minimum fees, termination for convenience, term length, service level agreements and liabilities. The Company's position is to be stated and maintained from initial proposals (e.g. RFI) through to the final proposals.Senior Sales Managers in Europe negotiate with internal TSYS stakeholders to ensure that the solution proposed to a Client satisfies both the Client's requirements and the internal stake holder's requirements including delivery dates, competitive pricing, and functional fit-for-purpose.What Are We Looking For in This Role?Minimum QualificationsBachelor's DegreeRelevant Experience or Degree in: Typical fields include Communication, English, IT, or Engineering; Combination of relevant training and/ or experience in lieu of degreeTypically Minimum 10+ Years Relevant ExpExperience in industryPreferred QualificationsMaster's Degree - BusinessWhat Are Our 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 dealInterpersonal/Communication Skills/Building Relationships - Orchestrate work across internal and external teamsPresentation Skills - Present sales presentation and sales process to clientNot Ready to Apply? Join Our Talent Community!!US Applicants:TSYS is an equal opportunity employer (EOE) committed to employing a diverse workforce and sustaining an inclusive culture. For more information about your rights, click here.Qualified individuals with disabilities may be entitled to reasonable accommodations to assist in their pursuit of employment with TSYS. This includes assistance in completing the job application (online or otherwise) and reasonable accommodations during the hiring process. For assistance with reasonable accommodations needed to apply for a job, please contact the TSYS Pay and Benefits Center between 8 a.m. and 7 p.m. Eastern Monday-Friday at +1.706.644.8747 or +1.877.644.8747 or email at PayandBenefits@tsys.com.EOE/Minorities/Females/Vet/DisabilityOutside of US Applicants:TSYS is committed to diversity and equal opportunities for everyone. We are committed to ensuring that all job applicants and team members are treated equally, without discrimination because of gender, sexual orientation, marital or civil partner status, gender reassignment, race, colour, nationality, ethnic or national origin, religion or belief, disability, age or any other characteristic prohibited by law. For more information, please refer to our Code of Business Conduct and Ethics, found here.The people of TSYS® and Netspend® are part of something bigger. We have the opportunity to touch millions of people and businesses each and every day - both a tremendous honor and a huge responsibility. We are known around the world for the passion and enthusiasm we bring to the business of payments.TSYS team members are the best and brightest in the industry, with both the drive and ambition required in today's market. We have yet to find limits to what our people can accomplish together.Our family of companies offers a wide array of careers in which team members can leverage their skills and advance their future, while helping TSYS succeed in delighting customers around the world. We want to help candidates find the right fit within the TSYS family and in the right location.Visit our career sites for more information about TSYS and Netspend.