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B2b Sales Lead

2 weeks ago

London, United Kingdom Global Payments Full time

Every day, Global Payments makes it possible for millions of people to move money between buyers and sellers using our payments solutions for credit, debit, prepaid and merchant services. Our worldwide team helps over 3 million companies, more than 1,300 financial institutions and over 600 million cardholders grow with confidence and achieve amazing results. We are driven by our passion for success and we are proud to deliver best-in-class payment technology and software solutions. Join our dynamic team and make your mark on the payments technology landscape of tomorrow.

**Summary of This Role**:
Generates revenue through sales to new and/or existing key B2B 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.

**What Part Will You Play?**:

- Researches B2B 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 B2B 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. 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 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. 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.
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 Global Payments products, services and associated client benefits. M