About the Company
Our client is a leading provider of innovative secure electronic payment hardware. Their core competency is the design, certification and manufacture of industry certified hardware. They partner with Independent Software Vendors and Systems Integrators to provide rich and flexible payment solutions for retail, hospitality, financial, government and healthcare vertical markets globally.
About the Role
The role is to be directly responsible for the development of relationships, and ultimately revenue of our clients Hardware business lines.
Reporting to and working closely with the EMEA Sales Director, the chosen candidate will be responsible for the development of new channel partners and then nurturing these channel partners to utilise the companies leading payment solutions. The chosen candidate’s focus will be in the European region.
The focus of this role will be new business development. The chosen individual will seek out and win new customer relationships to drive revenue and margin growth for the company. They will identify business areas of opportunity and set a plan in place to convert from existing suppliers or will ensure that prospects choose our clients products when evaluating suitable business opportunities. Key will be responding to formal and informal RFI/RFP’s and ensuring participation from potential customers who are evaluating for mobile solutions and other company products. It is essential that the chosen candidate has experience of developing new partner relationships and developing plans for deployment in conjunction with them.
The initial GTM strategy has been developed and the chosen candidate will help refine and execute this plan. They will be used to working with pre-defined objectives and key results, which will be managed quarterly.
Additional aspects of the role will be growing these new relationships and ultimately revenues so there is a need for account management skills in the medium to longer term.
Develops objectives, participates in direct sales activity to end users both new and existing and develops/refines plans for sale within the distribution channels.
Creates partnerships with key PSP’s, ISV’s, Distributers, acquirers, Banking communities and E-Commerce companies to leverage revenue lines.
Is responsible for the mPOS and POS Business development revenue number in FY22/FY23 for Europe.
Works extensively with identifying new partners to develop business opportunities and secure orders for mPOS and POS HW products.
Works with EMEA Sales Director to produce Sales Management updates on success in the marketplace
Represent the company in the marketplace meeting with customers and supporting marketing initiatives to build pipeline.
Working with solution architect and resources to build understanding of customer pain points, requirements and potential value that can be delivered by the companies products.
Deliver a compelling business case to customer detailing the hardware solution benefits, roadmap and reasons to buy immediately from the company.
Serves as a member of sales team participating in general sales activities, quarterly meetings, weekly reporting and administration (salesforce skills a requirement).
Minimum of 5 years in either direct sales and/or experience of distribution channel management
Payments Hardware and/or experience of the Acquirer, PSP POS ISV market a must. Knowledge of customer present solutions for payments is preferred.
Experience of the Retail, Hospitality, Taxi, and other verticals within the integrated payments industry is a distinct advantage but not critical.
Excellent written and spoken English
Excellent written and spoken German
Having additional languages capability is a positive
Excellent sales skills with thorough knowledge of all areas of required business operations. Excellent time management, communication, decision-making, presentation and organizational skills.
Technical background is preferred or at least demonstrable through experience of payments solution selling. However, a full pre-sales team will back up the chosen candidate.
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