Vice President of Sales Strategy

2 weeks ago

Atlanta, Georgia, United States Global Payments Full time

At Global Payments, we empower millions to facilitate transactions between buyers and sellers through our innovative payment solutions, including credit, debit, prepaid, and merchant services. Our global workforce supports over 3 million businesses, more than 1,300 financial institutions, and over 600 million cardholders, driving growth and exceptional outcomes. We are passionate about success and committed to delivering top-tier payment technology and software solutions. Join our vibrant team and leave your imprint on the future of payment technology.

Position Overview

As a leader in sales management, you will oversee various sales divisions, including outside sales, inside sales, channel sales, and third-party sales, focusing on market expansion through initiatives that generate additional revenue from both new and existing clients. You will articulate and disseminate the sales process and effectiveness factors while promoting collaboration across different business functions to enhance operational efficiency and deliver a cohesive response to client needs. You may also oversee contract renewal efforts for current clients.

Key Responsibilities

  • Identify target prospects and cultivate a sales pipeline within your designated territory or account portfolio, focusing on both new and existing sales opportunities. For current clients, perform penetration analysis and evaluate strategic factors to formulate an action plan. For new sales, pinpoint business opportunities, initiate cold outreach, and determine which relationships to nurture.
  • Lead negotiations for complex or high-value sales, maintain relationships with both new and existing clients, develop a cold calling strategy, and establish a relationship management plan. Understand the territory dynamics, conduct thorough research, and identify optimal timing and contacts for prospects.
  • Develop and maintain a Strategic Sales Plan (SSP) for key prospects in your assigned area or accounts, with accountability for closing sales.
  • Design solutions that align with client needs, estimating the effort required for implementation and helping clients understand the transition process. Assess the client's business and discuss solution design options, taking into account their vision, goals, challenges, and desired outcomes. Seek guidance from internal resources for managing larger prospects while independently handling smaller accounts.
  • Collaborate with internal teams to create and adjust the sales project plan aimed at closing sales. Conduct periodic assessments and coordinate the appropriate internal resources, such as pricing, IT, and implementation teams, to engage with clients at the right time based on their objectives. Maintain ongoing communication with various internal departments.
  • Stay informed about industry trends and market dynamics, discussing current and emerging products with clients, including mobile applications and chip card technologies. Provide consultative thought leadership to prospects and assist clients with potential solution designs.
  • Negotiate master agreements and service level agreements for smaller prospects, such as community banks or credit unions, independently.
  • Manage the sales presentation and process, including setting meeting objectives, creating agendas, and following up on action items as necessary. Seek periodic guidance from internal resources for presentation creation and meeting organization.
  • Lead and prioritize the annual sales strategy to support net revenue goals, providing accurate sales forecasts.
  • Develop strategic engagement opportunities to enhance referral partner client portfolios. Implement retention strategies and client experience plans, identifying, negotiating, and facilitating the contract administration process for new referral partners across all channels.
  • Conduct regular and strategic business reviews with customers, partners, and internal stakeholders to build a robust pipeline of new business opportunities and manage essential relationships.
  • Ensure all communications are aligned with sales objectives to meet organizational standards. Assist in defining and maintaining internal and external service level expectations. Collaborate closely with all departments to establish effective support and partner programs, fostering a culture of shared success.
  • Utilize new products and capabilities to drive revenue growth.
  • Recommend sales strategies and tactics for improvement based on market research and competitor analysis, enhancing cross-departmental alignment.
  • Foster a culture of success that develops and manages multiple sales teams capable of achieving budgeted sales and service goals. Build and nurture a high-performing team of sales leaders through effective hiring, onboarding, training, and talent development initiatives.
  • This list is not exhaustive; additional duties may be assigned as needed.
Qualifications

Minimum Requirements
  • Bachelor's Degree
  • Relevant experience or degree in a related field from an accredited institution is required; however, relevant experience may be considered in lieu of a degree.
  • Typically requires a minimum of 10 years of related professional experience, including at least 8-10 years in a managerial role.
Preferred Qualifications
  • Master's Degree in a related field from an accredited institution.
  • Prior experience in the global payments, payment, or technology industry is preferred.
Global Payments Inc. is an equal opportunity employer. We provide equal employment opportunities to all employees and applicants without regard to race, color, religion, sex (including pregnancy), national origin, ancestry, age, marital status, sexual orientation, gender identity or expression, disability, veteran status, genetic information, or any other basis protected by law. If you require reasonable accommodations related to the application process or wish to provide feedback about the accessibility of this website, please reach out.

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