Senior Commercial Manager

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 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 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. 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.
• The Following Essential Functions (9-15) apply to the International Segment:
  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. Manage the allocated territory, qualify all opportunities, and ensure a defined and qualified sales pipeline. Work with the Global Payments Business Expansion sales support team 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 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 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 the sales process generally starts with a Request for Information (RFI) or ITT. 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 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 Global Payments 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 Qualifications

• Bachelor's Degree
• Relevant Experience or Degree in: Typical fields include Communication, English, IT, or Engineering; Combination of relevant training and/ or experience in lieu of degree
• Typically Minimum 10+ Years Relevant Exp
• Experience in industry

Preferred Qualifications

• Master's Degree
• Business

What 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 deal
• Interpersonal/Communication Skills/Building Relationships - Orchestrate work across internal and external teams
• Presentation Skills - Present sales presentation and sales process to client

Global Payments Inc. is an equal opportunity employer. Global Payments provides equal employment opportunities to all employees and applicants for employment 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 wish to request reasonable accommodations related to applying for employment or provide feedback about the accessibility of this website, please contact [email protected].