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Based in Dubai, UAE, the incumbent generates revenue through sales to new name accounts within the Middle East, and Africa. 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 are implemented and sales/financial goals are obtained.
Key responsibilities include:
Researches target prospects, develops pipeline in the assigned territory, assigned portfolio or with assigned accounts for new name sales, and gains approval of the selection of prospects. For new sales, identifies business opportunities, conducts cold calls and determines which relationships to nurture. Is fully responsible for building new relationships of various sizes, including mega clients, such as HSBC/Standard Chartered etc. Is also responsible for executing and creating the cold call plan and establishing the relationship plan for new 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 Plans (SSP) for identified top prospects in assigned areas. 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 clients 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 clients with possible solution design.
Manages the negotiation of Master Agreements and Service Level Agreements for any size deal. Presents the negotiated terms to the TSYS Leadership regarding pricing, solution design, business terms, economic components, and coordination with the legal team. Gets approval for all 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.
All Sales Managers at every level are expected to use Salesforce, conduct Opportunity Qualification, provide Status Reporting, Manage their assigned Territory / Accounts, to have Marketing Planning input and to understand Global Payments products, services and associated client benefits. In managing the allocated territory, qualify all opportunities, and ensure a defined and qualified sales pipeline. Work with the 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.
Sales Managers work with Legal from the early stages in the sales process as needed. For example, nondisclosure agreements (NDAs) can tend to be quite complex and are often governed by local legal jurisdiction hence the legal team is required much earlier.
Sales Managers 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 leads 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 Sales Managers the sales process generally starts with a Request for Information (RFI) or Invitation to Tender (ITT) or through diligent sales hunting. 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.
Sales Managers 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.
Sales Managers negotiate with internal stakeholders to ensure that the solution proposed to a Client satisfies both the Client’s requirements and the internal stakeholder’s requirements including delivery dates, competitive pricing, and functional fit-for-purpose.
Essential requirements:
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 8+ Years Relevant Exp
Experience in industry
Fluency in Written English
Excellent communication skills in English and local languages
TSYS offers structured career development, supported by training that provides the opportunity to learn and develop.
In addition to a competitive salary, you’ll have access to an excellent benefits package, including:
Accommodation / transportation allowance
Private medical insurance for you and your family, non-contributory, in and out patient cover
25 days holiday, plus all public holidays
Flexible working (hybrid model – part from home, part from office)
Fridays 12pm finish time
Wellbeing initiatives with access to support services
Regular social events and charitable initiatives to give back to our community.
To apply for this position, please visit our website www.globalpayments.com/about-us/careers and apply through the online system. All applications will be treated in the strictest confidence.
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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 .