Thought Machine is solving some of the biggest challenges in banking - modernising core, and now expanding into the payments market with our Vault Payments product - a cloud-native universal payment processing engine.To achieve our ambitious goals for expanding in the payments sector, it's crucial to provide our sales team with comprehensive insights into both the payments market and the latest payment technologies.
The Vault Payments sales specialists will have expertise in the payments industry and will develop a high level of knowledge around the Vault Payments product, pricing, and support offerings. Vault Payments is a new product and market for Thought Machine, so this role will focus on enabling the Vault Core sales team on payments products and markets, defining sales targets per region, and driving and supporting all sales activities required to meet the business goals of the Payments team. Additionally, they will be responsible for executing and reporting on the activities and results to the CRO and the Payments team.
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They will be responsible for the Vault Payments product for a region and will own driving the sale end to end. This will involve building a territory plan outlining the target market and all aspects of the sales cycle. This role will also be required to manage the forecast and the pipeline, helping qualify leads and build out our partner organisations around the product. They will need to be technically and commercially knowledgeable about the product but will have the full support of the Sales Engineering and Marketing teams. They will report to the CRO's office with dotted line responsibility to the Payments Product Management team. This role will suit a candidate who relishes the opportunity to build a regional footprint from scratch, can work autonomously, and can collaborate strongly across teams in the business.
DUTIES
- Create and execute an US-wide sales strategy for our new payments product
- Enable the sales team on Vault Payments and the payments market.
- Develop and deliver Vault Payments proposals that address customer and prospect priorities and critical needs.
- Work with the Vault Core Sales team to help build and develop relationships at multiple levels - executive sponsors, influencers, and decision-makers across the region to stimulate interest and feed into the pipeline.
- Exceed annual regional targets for Vault Payments A-ARR and professional services contracts.
- Partner with the Business Development team, Product Management, Sales Engineers, and the Delivery and Marketing teams to build targeted sales campaigns.
- Prioritise pipeline flow to help the team focus appropriate sales time on short-term needs while managing the long-term pipeline-building effort.
- Understand the needs and issues facing potential and existing customers and interact with our Product Management and Engineering teams.
- Create, deliver, and communicate team progress against regional goals.
Requirements
Essential
- 8+ years of exceeding enterprise software sales targets. During this time, you will have built a reputation as an adviser and partner with your clients, building solutions that lead to real value creation.
- Direct experience in the payments industry.
- Quickly understand prospective clients' needs to converse competently regarding both the technical and commercial aspects of a payments solution.
- Demonstrated ability to challenge and change a customer's way of thinking about a problem.
- You have experience in fast-moving start-ups and/or enterprise software sales in more established businesses.
- Understand the technological, regulatory, and commercial challenges represented by existing payment technology solutions.
- Capable of building and managing programs for pipeline development and deal closure across a diverse virtual team.
- Displays a sense of urgency and commitment to accomplish objectives.
Desirable
- Knowledge and experience with cloud infrastructure technology.
- Account-to-account payments sales
- Strong technical background.
- Degree or equivalent educational background.
Benefits
Salary - $150,000 - $200,000 + Commission
- Healthcare, vision and dental
- 25 days holiday
- Unlimited paid safe and sick time
- 401K matching (up to 7%)
- $750 per year flexible spend benefit
- Share options
- Commuter Pass
- Flexible Spending Account (FSA)
- Life and long-term disability insurance
- All the latest tech you need
- A talented and experienced team as your colleagues
- An environment where we encourage learning and progress
Thought Machine is committed to making a measurable positive impact on people's everyday lives. We are an equal opportunity employer and value diversity at our company. We actively hire for cultural growth. We welcome people of all ages, backgrounds and value people who take a journey unique to them. We provide everyone with equal access to professional development. You are encouraged to apply even if your experience doesn't precisely match the job description.