Head of Sales ISV & PSP

WELCOME TO INGENICO

Ingenico is the global leader in payments acceptance solutions. As the trusted technology partner for merchants, banks, acquirers, ISVs, payment aggregators and fintech customers our world-class terminals, solutions and services enable the global ecosystem of payments acceptance.

With 40 years of experience, innovation is integral to Ingenico’s approach and culture, inspiring our large and diverse community of experts who anticipate and help shape the evolution of commerce worldwide. At Ingenico, trust and sustainability are at the heart of everything we do.

About The Role & Team

The Head of Sales USA - ISV and PSP will drive sales to current and new customers, disrupting the payments landscape. This person will work on the largest opportunities and/or broader market-defining initiatives, driving sales and working with partners to shape the industry and lead Ingenico.

This role is highly visible within the organization – the leader must possess outstanding written and oral communication skills, and be ready to interact with the CEO, North American President, and Board of the Organization.

What You’ll Do

• Deliver in-year Revenue and long-range Total Contract Value goals, building a $20M business over 12 months.
• Break into new large PSP and ISV customers.
• Working in close collaboration with the existing sales organize, identify new opportunities for product, services and solutions sales.
• Using consultative selling skills identify customer needs, pain points to help develop sales strategy and key point of customer engagement.
• Propose new offerings utilizing existing Ingenico products, software, and services, ensuring they are differentiated, embedded, profitable and scalable.
• Identify and onboard ISVs and other partners and service providers to enhance the value of our solutions.
• Deliver a mixture of short-term campaigns (easy bundling of Services and Solutions), large key account opportunities and market initiatives.
• Identify and work with the regional sales team and operations teams on select large complex sales opportunities (multi-year and high TCV), identifying the bundled services and growth roadmap for those customers.
• Partner with the Global technical teams to ensure timely and high-quality execution.
• For large accounts, be the Advisor/Consultant to the Customer and the local Sales team, taking responsibility for driving the solution and services scope, developing the commercial business case, and helping define contractual terms and conditions.
• Lead the conversation with the local/regional Presales, R&D, Finance, Legal, Operations, Product, Professional Services teams, and Partners to define the offerings and ensure they are executable.
• Build out professional proposals, use-cases, and collateral as reusable assets for the wider team.
• Produce a pragmatic Go-to-Market plan agreed with all the various internal stakeholders.
• Attend and present at trade shows and partner business development events with Marketing teams.
• Regular and accurate update of Salesforce and contribute to quarterly planning initiatives.
  
  

About Your Skills

• Direct and verifiable experience leading GTM and sales efforts for complex cloud and as a service offers.
• Experience implementing/create new business revenue models.
• Deep understanding of local/regional payment eco-system (competitors, partners, solutions) and trends.
• Strong sales, business development experience for large strategic accounts and market initiatives.
• Lead by example on strategic account planning workshops and documentation discipline.
• Pipeline development, tracking and momentum through each sales stage.
• Proven capability in negotiating large commercial opportunities and strategic partnerships.
• Executive presence and ability to engage with the CXO / Executive level.
• Understanding of the partnering landscape and experience building/ cultivating relationships.
• Lead in-depth workshops to identify a customer's business, operational and technical challenges.
• Construct detailed proposals, clearly and succinctly communicating the business, commercial, operational, and technical benefits in non-technical speak.
• Ability to present at seminars or similar public speaking venues.
• Bachelors' Degree in related field.
• Deep commercial experience in the Payments ecosystem in the USA.
• Minimum 7-10 years' experience in similar sales/ business development role.
  
  

AAP/EEO Statement:

lngenico 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.

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.