Director, Enterprise Sales and Partnerships

Company: Moneycorp
Location: New York
Posted on: March 29, 2020

Job Description:

ROLE PURPOSE:

moneycorp is expanding its enterprise sales organization throughout the US market. moneycorp is a leading provider of global payments and currency risk management. We pride ourselves on delivering high touch and customized products that put our customers first.

As a Director of Enterprise Sales, is responsible for realizing revenue through the entire sales process across global payments and risk management solutions - planning, lead generation, developing business cases, closing and implementing and maximizing opportunities. You will be executing strategic and tactical plans to achieve the region's revenue targets through the acquisition of new business relationships. The primary focus of the Director of Enterprise Sales is to sustain and grow the usage of the company's services within their geographic region and product focus. In addition, this position could, over time, also manage a regional team and help them achieve their financial targets.

KEY ACCOUNTABILITIES

New Business Development

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• Develop, manage and close sales pipeline for new, strategic mid-market and large enterprise accounts.
• Consistently deliver revenue targets - ensuring company revenue goals, and objectives are achieved quarter over quarter and year over year.
• Identify new business opportunities through consultative selling and acting as a trusted advisor to prospects and customers alike.
• Visit and communicate with prospects, partners and clients regularly.
• Uncover customer needs, develop champions, present specific use cases, demonstrate the differentiated value of moneycorp products and services and negotiate favorable pricing and terms by selling value and return on investment.
• Support your goals, colleagues and the overall business where necessary with appropriate business travel.
• Identify and leverage strategic partnerships with current and prospective businesses to cultivate and manage partner, distribution, and channel relationships.
  
  Collaboration
  
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  • Team oriented, with a demonstrated ability to build and maintain strategic working relationships both internal and externally with prospects and partners.
  • Engage closely with our global sales teams as well as integration teams to serve as an innovation influencer for our product roadmap and strategy
  • Communicate with sales people, shared support services and external partners with the goal of expanding moneycorp's business reach.
    
    Industry Champion / Expert
    
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    • Become the industry champion within your targeted sector
    • Represent moneycorp at trade shows, conferences, industry meetings, etc.
    • Subscribe to and read relevant industry press etc. to update the team on a monthly basis of developments/changes in the sector and how we can take advantage of them.
    • Gather daily market information including reading daily FX market commentary and industry related subscriptions.
      
      Metrics and Reporting
      
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      • Be a strategic thinker that can take broad visions and concepts and then develop and execute structured plans, actions, and measurable metrics to achieve them.
      • Accurately forecast quarterly and annual revenue numbers and dedicate yourself to achieving those numbers and deadlines.
      • Use CRM systems extensively.
      • Organizing and maintaining up-to-date information on touchpoints with contacts through CRM software.
      • Provide forensic, analytical reporting to monitor all aspects of the account, understanding key drivers, learnings and trends to build into future activities.
        
        Compliance
        
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        • Remain compliant to any relevant regulations, legislation and policies.
        • Ensure all associated paperwork e.g. files are maintained to company standards.
        • Ensure company procedures and standards are followed at all times with specific focus on KYC procedures and accurate maintenance of all CRM records.
          
          QUALIFICATIONS
          
          Knowledge & Experience:
          
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          • Experience in sales both acquiring new customer relationships and building existing books of business in the FX Payments business.
          • Experience listening to customers to understand the problems they are trying to solve, building and enabling channel partner ecosystems, sales forecasting, and negotiating/closing is essential.
          • Understanding of the corporate foreign exchange process and flow of funds from the client through to the beneficiaries.
          • Experience managing and closing complex sales cycles
          • Demonstrated sales outcomes that have exceeded goals with a proven record of significant revenue generation
          • Demonstrated experience with Trading and Online Payment Platforms
          • Managed an implementation process within the payments category
          • Proven track record of success within the mid-size to large business environments
          • Ability and willingness to potentially grow a team and manage a regional P&L
          • A strong existing network of contacts
            
            Skills and Competencies:
            
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            • A hands-on, quota-focused sales leader who is comfortable engaging daily with enterprise customers, prospects and partners.
            • Demonstrated sales outcomes that have exceeded goals with a proven record of significant revenue generation
            • Strong presentation and consistent organizational skills
            • Ability to identify, position and implement complex services to potential prospects, dealing with prospective customer contacts amongst C-level executives
            • Proven success in winning new business and helping others close new sales opportunities.
            • Exemplary customer-facing skills with a focus on building new business.
            • Strong communication skills - verbal and written with a particular strength in developing customer proposals and RFP responses.
            • Demonstrated ability to manage client relationships and help others improve their skills.
            • Ability to develop and consistently apply follow-up techniques and strategies to advance the sales process.
            • Ability to develop profitable pricing strategies.
            • Sales ability (internal and external) with a focus on creating positive first impressions and demonstrating professionalism, industry knowledge and technological capability.
            • Decision making, organizational and time management skills.
            • Self-motivation, with an ability to work effectively in a sales-oriented business culture.
            • Highly numerate, analytical and competent in providing analytics.
            • Excellent attention to detail
              
              Technical Skills:
              
              IT literate - proficient in Microsoft Office.
              
              Education:
              
              Bachelor's degree in related field (business administration, marketing, finance) required
              
              Personal Attributes:
              
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              • Professional
              • Approachable and personable
              • Personal drive
              • Team player
              • Calm and confident
              • Proactive and tenacious
              • Persuasive
              • Target driven
              • Positive attitude and creative 'solution oriented'
                

Keywords: Moneycorp, New York , Director, Enterprise Sales and Partnerships, Sales , New York, New York