Sales Executive - Unattended Channel

  • Ingenico Inc.
  • Atlanta, GA, USA
  • Feb 15, 2018
Full time Sales

Job Description

Summary:

An Ingenico sales executive must have sales experience and a proven record of closing deals and building relationships with partners and customers year over year.  The chosen candidate must understand the Retail POS industry, have industry contacts and be willing to travel extensively. An understanding of unattended devices and the eco-system is a plus. This position is responsible for managing partners/ISVs and growing unattended sales as part of the US Retail Unattended team.  Since building and maintaining positive customer and partner relationships is critical to the position, the ability to work and communicate effectively internally within all levels of Ingenico and customers is essential.  The candidate will perform sales related activities at customer locations which may include, but is not limited to, customer presentations and product demonstrations at all customer levels including “C” level. 

 

Essential Functions/ Responsibilities:
Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

  • Participates in sales effort and activities with existing unattended partners to obtain orders and establish new leads via the partners by planning and organizing daily work schedule. Note that USA Technologies is considered a partner.
  • Manage unattended customer and partner relationships, particularly kiosk manufacturers, present Ingenico solutions to the customer, close the sales and ensure the solutions are delivered and supported in a manner satisfactory to the customer’s expectations.
  • Analyze partner requirements and recommend best practices and solutions.
  • Represent Ingenico to qualify and add partners (Resellers, PSP’s and ISV’s ) to unattended partner program. Leads for new customers are directed to Director of Sales or VP of Retail Sales for further qualification and assignment.
  • Adjusts content of sales presentations based on customer and timing of the sale.
  • Uses pre-approved pricing or exception based pricing approved by Director of Sales or VP or Retail Sales.
  • Identifies new use cases within the unattended channel.
  • Identifies enhancements, bugs and new features for inclusion in future releases of our SDK.
  • Provide necessary training to staff, customers and partners as appropriate.
  • Works with marketing team for the creation of case studies, white papers, press releases, etc.
  • Works with unattended account team to stay current on product developments, additions to the partner program, and use cases.
  • Qualifies clients and opportunities based on established criteria used by the unattended sales team.
  • Keeps management informed by submitting activity and results reports, such as call reports, weekly work plans, and monthly and annual territory analyses. Will utilize Salesforce to the standards set for all sales personnel including forecasts, call and meeting reports and other relevant account details.
  • Participates in Weekly Account Reviews. Prioritization of activities may be adjusted by Director of Sales or VP of Retail Sales.
  • Monitors competition by gathering current marketplace information on pricing, products, new products, delivery schedules, merchandising techniques, etc.
  • Facilitates sales activities with USA Technologies for mutual client opportunities.
  • Participates in sales meetings and industry related events.
  • Perform other job-related duties as assigned.
  • Recommends changes in products, service, and policy by evaluating results and competitive developments.
  • Resolves customer complaints by investigating problems; developing solutions; interacting with preparing reports; making recommendations to management. Utilization of the Unattended Sales team (Director of Sales, Account Manager, Solution Engineer and Account Specialist) should be utilized when seeking to resolve issues or complaints.
  • Maintains professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional societies.
  • Contributes to team effort by accomplishing related results as needed.
  • The position is responsible for a minimum sales quota assigned annually.

Competencies / Skills Requirements:

  • Achieve or exceed annual sales quota.
  • Set strategy as well as build/execute a sales business plan for territory success that is in line with the global and regional strategy and unattended vertical in particular.
  • Update account activity in Salesforce including tasks, calls, and meetings. Use of Salesforce is required for forecasting including updating specific projects and calling out the devices and components necessary to accurately forecast.
  • Evaluate partners (Resellers, PSP’s and ISV’s). Build an individual plan for each and identify which to focus on for maximum growth.
  • Forecast accurately, coordination between Director of Sales and individual salespersons may be required.
  • Work within the unattended team for the success and growth of each individual as well as the overall team.
  • Ability to ask the right questions and interpret customer requirements to extract the business case for client opportunities.
  • Understanding of various encryption standards and concepts in the secure payment industry including Master/Session, DUKPT, DES, Triple DES, PKI, and RSA.
  • Understanding of wireless protocols and concepts.
  • Understanding of various payment device interfaces and implementations such as RBA, Telium SDK, Tetra, UPP, OPOS, JPOS and IBM EFT.
  • Must be an effective presenter with the ability to build relationships both internally and externally.
  • Activities will require travel.

Supervisory Responsibility:
This position does not have direct supervisory responsibilities, but does require guidance, leadership and training of other employees in the department.

Required Education/Experience Requirements:

  • Bachelor’s Degree
  • Minimum of 3 years Outside Sales Experience
  • Formal Sales Training Programs
  • Proven track record of successfully quota achievement.
  • Hardware experience with POS peripherals, PCs, Servers and common POS retail workstations and back office solutions

 

Physical Demands:
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.

While performing the duties of this job, the employee must be able to remain in a stationary position throughout 75% of the day.  The person in this position needs to occasionally move about inside the office to access file cabinets, office machinery, etc.  This position requires the constant operation of a computer and other office productivity machinery, such as a calculator; copy machine, and computer printer.  The person in this position frequently communicates with both internal and external clients.  Must be able to exchange accurate information in these situations.

 

Work Environment:

This job operates in a professional office environment. 

Travel:
There is up to 75% travel expected for this position.

AAP/EEO Statement:
Ingenico provides equal employment opportunity to all individuals regardless of their race, color, creed, religion, gender, age, sexual orientation, gender identity, national origin, disability, veteran status, or any other characteristic protected by state, federal, or local law.  Further, the company takes affirmative action to ensure that applicants are employed and employees are treated during employment without regard to any of these characteristics.  Discrimination of any type will not be tolerated.

Other Duties:
Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.