B2b Consultative Sales Executive - (US-CA-San Jose - 95196)

Compensation: $150K - $150K / Year
Minimum Education: Bachelors
Job Type: Full Time
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This position requires an extremely high level of communication and human relation skills, externally and internally. Frequent coordination and interaction with other functions critical to client proposals, presentations to prospective clients, and to establish rapport with the key decision makers within the “prospect” organization.
Involves influencing high level decision makers to make multi-million long term (5-10 years) decisions which involve changing an established way of doing business. The Sales Executive must gain an understanding of the objectives, buying criteria and internal political issues of the prospects, and orchestrate all activities necessary to position as the logical choice. The thought process and strategies necessary to accomplish this must be developed through the creativity of the Sales Executive, and due to the uniqueness of each prospect, must be done without the benefit of precedence.
The Sales Executive must be thoroughly knowledgeable of the EFT and/or financial services industry to establish credibility with the “prospect” and must be proficient in the sales cycle and sales techniques necessary to influence and precipitate a change.
ESSENTIAL DUTIES AND RESPONSIBILITIES:
Prospecting/Lead Development:
Identify/qualify prospects through cold calls. Develop interest through interaction with key decision makers. Arrange meetings with customers to understand operations and processing environment . Determine ‘decision maker'.
Sales Strategy:
Manage the prospect/relationship at all levels within the organization.
Develop sales and product forecasts, monitor performance against sales objectives, and update as needed. Identify and close new account opportunities.
Arrange presentations and conduct demonstrations and/or site visits.
Manage time and resources effectively to meet business unit sales objectives. Maintain industry and product knowledge and inform Company of changing market conditions and competitive issues.
Accurately forecast potential sales and anticipated closing date, to allow for adequate allocation of resources and projection of revenue and profit.
Develop/Implement Strategic Plans to meet annual quota.
Complex Contract Negotiation:
Including pricing, terms, performance standards, legal matters, exclusivity etc.

To be considered, candidates must have:
Minimum of two years experience in the EFT industry (pin and signature processing or similar transaction processing industry in outside sales/relationship management required )
2-5 years Sales experience in equally complex sales cycle of high ticket items
Demonstrated expertise in prospecting, negotiation skills, managing long sales cycles and effective decision making and risk management.
Bachelors Degree

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