The Sales Leader position will be responsible for managing a team of sales professionals alongside identifying and generating new business opportunities across Europe. As a people manager position, this role will be responsible for providing management and direction to a team of Strategic Market Consultants and Sales Executives. This will encompass all aspects of people management including goal setting, 1-2-1’s, team meetings, coaching and development discussions. The Sales Leader is responsible for setting direction for the team, motivating team members and driving a culture of results and accountability.

In addition to people management responsibilities, this role carries an individual and team sales quota.  The Sales Leader role will be responsible for managing prospects throughout the sales process. Once an opportunity has been identified the occupant of this role will lead negotiations around price and contractual terms whilst continuing to nurture the client relationship, before transitioning the signed customer to their designated account manager.  This position will also be responsible for managing the sales pipeline, as well as utilisation of metrics to track and measure effort and success of salespeople.

This role reports into the Snr Director for the EMEA Sales Enterprise team, which forms part of the EMEA Sales organisation.

Principle Responsbilities

People Management Responsibilities:

• Providing management and direction to team members, driving a culture of accountability and results
• Deliver quality appraisal review discussions, manage an effective goal setting process, make compensation decisions and align to best practice performance management principles
• Conduct regular development discussions with team members to coach, mentor and develop individuals. Support ongoing development in role to encourage retention.
• Prioritise in-field coaching to enable a development culture in which regular feedback is provided
• Set team priorities, communicate these to team members and incorporate into team goals. Conduct regular 1-2-1’s with team members reviewing progress against goals, providing feedback to enable development in role
• Providing management and direction to team members, driving a culture of accountability and results
• Deliver quality appraisal review discussions, manage an effective goal setting process, make compensation decisions and align to best practice performance management principles
• Conduct regular development discussions with team members to coach, mentor and develop individuals. Support ongoing development in role to encourage retention.
• Prioritise in-field coaching to enable a development culture in which regular feedback is provided
• Set team priorities, communicate these to team members and incorporate into team goals. Conduct regular 1-2-1’s with team members reviewing progress against goals, providing feedback to enable development in role
• Maintain an ongoing focus on employee engagement levels, putting action plans into place to address areas of concern and participate in cross functional working groups where required.
• Lead both internal and external candidate selection processes to hire best in class talent
• Conduct regular skills review sessions with team members to evaluate competence against sales methodology principles. Coach and develop team members as needed.
• Work with the sales management team on strategy, organisational changes, best practice and internal efficiency

Revenue Delivery Responsibilities:

• The key responsibility will be to drive new sales of CyberSource’s online payment and risk management services and software products to enterprise level and global organisations, targeting long term high profile merchants.
• Responsible for identifying new business opportunities and generating leads through cold calling and leveraging ongoing marketing programmes, the management of opportunities, sales growth, and customer satisfaction
• The candidate will be the interface for CyberSource in a specific determined vertical(s), and as such should present themselves as credible and confident with the ability to negotiate at Senior Management and Board level as well as be comfortable with large enterprise procurement process.
• Representing CyberSource at prospect meetings, industry events and conferences.
• Report to management regularly and timely updates on both Pipeline and Forecasts for all product lines and services.
• Build an understanding of the product and regulatory requirements and their impact on the industry so CyberSource can position its services appropriately for successful expansion.
• Negotiation of pricing and discounts as well as contractual terms within set parameters
• Manage internal cross functional resources to help develop proposals and solutions to customer business needs. 

Professional:

·         University degree or equivalent experience 

Business:  

• Demonstrated people management experience of a mid-sized team
• Demonstrated experience within the Payments industry
• Proven results in technology sales
• Proven relationship management and business development skills within solutions sales.
• Experience of working across complex organisations
• Must be able to skillfully prioritize and manage concurrent projects and issues.
• Excellent written and verbal communication skills
• Experience in working with cross-functional/cross-departmental and virtual teams
• Self-starter with strong organization and resolution management skill

Technical: 

• Thorough understanding of CyberSource products and services

•  Experience of using Salesforce to manage results