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Strategic Sales Manager

Location:  Dulles
Stellen-ID:  10722

In a fast changing world, it takes pioneering spirit to create trustworthy technology. We enable secure connectivity and payment solutions for billions of people around the globe. At G+D Mobile Security, you will play a key role in realizing the digital transformation.

Job Summary

The Strategic Sales role is a prospecting and acquisition role specific to selling core products and services into market. The specific target is financial issuing institutions and aggregators issuing bank cards. The main goal is to win profitable business, with the overall responsibility for individual sales. Strategic Sales owns presales activities, technical competence and the commercial part of the bid. The job involves minimal business development but is heavily focused on selling existing products and services. Strategic Sales will prospect accounts with no current relationship with G+D.  The Strategic Salesperson is a communicative, extroverted and skilled at selling a complete service portfolio. Additional important skills are the ability to understand customer needs, create demand by demonstrating G+D’s clear differentiation and change the rules of engagement to bring advantage to the G+D suite of products and services.  Performs other duties as assigned.  Follows GDMSAI rules, policies, procedures, applicable laws, and standards.  Carries out the mission, vision, values, and quality commitment of GDMSAI.

 

Job Requirements

  Minimum Education:  University Degree in Business, Finance, Engineering or a technical field

 

  Minimum Experience:

  • 3 – 5 years sales experience identifying opportunities and selling
  • Understanding of pipeline/opportunity management within a CRM and managing effective pipeline reviews
  • Experience working with pipelines and participating in pipeline reviews
  • Demonstrated knowledge of the competitive landscape and large clients
  • Strong research and strategic analysis skills, and technical expertise
  • Exhibit good presentation creation, communication and delivery skills


General Responsibilities

  • Champion the Market share growth of G+D by seeking out new opportunities. Develop, coordinate and implement a sales plan to add clients and capture new opportunities.
  • Participate in strategic marketing, product solution and operations planning with senior executives, setting objectives and identifying methods to reach company goals. Be keenly aware of organizational growth initiatives related to regional markets and target customer segments, as well as the company’s potential to meet customer needs with a product or service.
  • Generate leads through cold calling, social selling and other available methods, perform follow-up activities, meeting with key prospects, clients and partners in order to establish / grow relationships
  • Actively qualify accounts and selling opportunities and develop a differentiation strategy to provide value to clients/prospects
  • Maintain extensive knowledge of market developments, projects, competitive activity, client movements, etc. through research, industry conference attendance and regular client-facing meetings
  • Support and interact with other jobs and functions:
    • Deal Desk
      • Work with Offer Management/Deal Desk to develop a comprehensive pricing strategy for new business. Pricing must be profitable and sustainable, but should focus on how we engage with partners to develop a less commoditized approach to selling.
    • Product Management
      • Work closely with product management teams to understand the roadmap. Develop and maintain a value-add roadmap presentation focused on the G+D selling proposition for prospects. 
    • Operations
      • Work within operations to validate and continually update the selling proposition. Also maintain a journal/log of client engagement commitments. Use this journal in formally turning over accounts during the pre-onboarding phase so that operations has a clear understanding of the commitments, SLA’s and business needs of the new client.
  • Prepare sales responses to FAQ’s. Work with deal desk to maintain this sales tool so that all can benefit from an always updated selling tool. For example: Capacity questions, DR/COB scenarios supported, volumes/capabilities related to image card or POD
  • Responsible for RFP / RFQ / Tenders for all prospects as well as scoping and proposing new business within a defined territory
  • Develop and present pricing proposals, negotiate and close product and service sales with prospects in conformity with internal cost and pricing guidelines ensuring alignment with involved stakeholders
  • Provide required customer turnover for implementation including scheduling and participation in project reviews ensuring project targets (functionality, quality, delivery schedule, project budget, profitability) will meet customer and internal expectations
  • Consider and meet compliance and information security requirements in pre-sales and sales of services

 

Skills:      

  • Speak and read English at a level that is sufficient to satisfactorily perform the essential functions of the position.
  • High degree of business acumen in regards to sales skills, pricing strategies and financial management
  • Value Based Selling methodology
  • Consultative approach with the ability to identify needs and solving problems 
  • Highly skilled in business case development
  • Excellent knowledge of the G+D core business product/service portfolio and being able to sell the G+D value proposition
  • Keeping up to date with market development, competition, trends
  • Strong customer and service orientation
  • Ability to effectively manage time to drive immediate revenue opportunities while building long-term value
  • Strong ability to develop senior level relationships with key players within sales organization and with customers
  • Accustomed to working with short deadlines in customer engagements
  • Entrepreneurial spirit and drive
  • Strong interpersonal skills and a likable personality
  • Drive for self-learning and improvement
  • Ability to adapt to change
  • Ability to follow given processes, procedures and work instructions
  • Strong verbal and written communications skills, listening and teamwork skills, and effective presentation skills

 

 

Giesecke+Devrient Mobile Security America, Inc. endeavors to make https://careers.gi-de.com/GieseckeDevrientMS accessible to any and all users.  If you would like to contact us regarding the accessibility of our website or need assistance completing the application process, please contact Human Resources at (703)480-2300 or hr-us@gi-de.com. 
 

Giesecke+Devrient Mobile Security America, Inc. is an Equal Opportunity Employer – M/F/Veteran/Disability/Sexual Orientation/Gender Identity

We are looking forward to receiving your application!

Giesecke+Devrient Mobile Security America, Inc.
45925 Horseshoe Dr, Sterling, VA 20166
https://careers.gi-de.com/GieseckeDevrientMS
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Cutting-edge technology for secure payment and con
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Nearest Major Market: Washington DC