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PPaaS pre-Sales Solutions Manager f/m

Date: 17 juil. 2021

Lieu: Paris - 75, Ile-De-France, FR

Entreprise: worldline

 
À propos de Worldline
Worldline [Euronext: WLN] est le leader européen du secteur des services de paiement et de transaction. Avec l'innovation au cœur de son ADN, les offres de base de Worldline comprennent l'acquisition commerciale paneuropéenne et nationale pour les entreprises physiques ou en ligne, le traitement des transactions de paiement sécurisé pour les banques et les institutions financières, ainsi que les services transactionnels de billetterie électronique et pour les entreprises locales. et les agences publiques centrales. Grâce à une présence dans plus de 30 pays, Worldline est le partenaire de paiement de choix pour les commerçants, les banques, les opérateurs de transports publics, les agences gouvernementales et les entreprises industrielles, offrant des services numériques de pointe. Les activités de Worldline sont organisées autour de trois axes: les services marchands, les services financiers dont equensWorldline et Mobility & amp; Services transactionnels électroniques. Worldline emploie environ 12000 personnes dans le monde, avec un chiffre d'affaires 2019 d'environ 5,3 milliards d'euros. worldline.com

Worldline TSS helps its clients and partners deliver state-of-the-art payment solutions to their merchant customers. A key part of the TSS GBL’s strategic transformation is the build-up and delivery of a world-class, cloud-based Payments Platform as a Service (PPaaS) that empowers our ecosystem of clients and partners to offer their merchant customers state-of-the-art payment and commerce solutions available anytime, anywhere. To support this strategy and commercial development, we are recruiting a Pre-Sales Solutions Manager for the EMEA region. This position can be based either in Paris or European/UK capitals.

 

JOB PURPOSE/MISSION:

The Pre-Sales Solutions Manager is responsible for formulating and leading presales technical/functional support activities to prospective clients and partners – both existing Worldline TSS customers/partners, and new leads. He/she is primarily engaged in a technical consultancy role, providing assistance and guidance during the presales process by identifying customers’ business needs and technical requirements, consulting with product and technology teams about capabilities, and supporting business developers, account managers and partners on proposal activities. He/she participates in solution discussions, workshops, bid presentations, working closely with sales and delivery teams, both at central and regional levels. He/she must be able to articulate the company’s technology and solutions, positioning to both business and technical users through presentations, demonstrations, and benchmarks and convincing customers of the benefits of the solution and its effectiveness in meeting their requirements. The Pre-Sales Solutions Manager works with the Product Management team to map out the desired future state of the solution and conveys this vision to the team. The role requires interaction with senior customer contacts and internally with Worldline TSS management at all levels.

 

REPORTING TO: Worldline TSS, Sales and Marketing Director, PPaaS

 

KEY RESPONSIBILITIES:

- Works closely with the appointed Sales representative to position PPaaS solutions that address the needs of the customer, applying consultative selling techniques to advance opportunities

- Formulates and leads all aspects of technical presales activities to prospective clients and customers while ensuring customer satisfaction

- Engages with prospective clients and partners to determine technical and business requirements and ensure that all necessary information is collated prior to producing a solution

- Works with all internal and external stakeholders in designing a winnable solution, providing direction and specialist knowledge in applying the technology to the client’s business

- Where appropriate, works with Worldline TSS Partners (i.e. resellers, Systems Integrators, Independent Software Vendors, technology partners and alliances)

- Prepares high-quality solution proposals that are quantifiable, defensible and focus on value proposition

- Assumes responsibility for running a bid team including internal and external stakeholders, where relevant

- Develops and confidently delivers presentations and demonstrations to prospects, effectively proving PPaaS functionality, technology and solution strengths to audiences of varied technical knowledge

- Delivers trainings on solutions to channel partners and internal stakeholders

- Coordinates the delivery of Proof of Concepts and pilots, from setup to closure

- Provides accurate and timely management information, including activity reports, bid reviews, project forecasts, KPI’s

- Supports the approval of the complete operational solution through Worldline TSS approval process

- Works closely with Product Management to articulate the product strategy for our Sales team, customers, and partners, providing feedback on issues with current solutions and provide input around new products

- Works with the rest of the organisation as required on individual opportunities and general cross-line-of-business initiatives

- Prioritizes, communicates and mitigates issues and risks with internal stakeholders

- Interfaces with the implementation and project teams, articulating customer requirements, to ensure smooth transition from sale to delivery

- Assists in partner marketing activities such as tradeshows, campaigns and other promotional activities.

 

KEY PERFORMANCE OBJECTIVES/INDICATORS:

- Revenue objectives

- Customer facing activities

- Technical closure of POC’s and pilots

- Win rates

- Solution expertise

 

COMPETENCY/SKILL REQUIREMENTS:

- Demonstrable sales engineering experience in fast-paced technology companies, across requirements gathering, design and solution building

- Excellent working knowledge of system and application design in the areas of cloud-based solutions, API’s and ‘as a service’ technology, with solid market awareness and knowledge of emerging trends and technologies

- Good knowledge on various pricing models, IT spend analysis, business case development, TCO and ROI analysis

- Excellent communication and presentation skills with the ability to produce and deliver powerful and persuasive presentations to both small and large audiences

- Good analytical and troubleshooting skills, with an ability to think logically through a problem

- Exceptional ability and experience in preparation of proposals and responses to complex business problems

- Able to respond to and resolve client queries and requests in a timely manner

- Ability to develop effective working relationships internally at a variety of levels and work closely with commercial departments such as sales operations and product development

- Experience working internationally, able to travel internationally

 

BEHAVIOURAL SKILLS:

- Self-starter able to manage priorities and work with a high degree of autonomy in a matrix organization

- Organised and analytical, with attention to detail and resourcefulness in solving complex problems through creative and adaptive approaches

- Business insight and strategic vision, with an ability to understand, analyse and manage complex subjects

- Strong ability to coordinate effectively with people (internal/external) across geographically diverse cultures

- Excellent interpersonal, relationship-building and client-facing skills, demonstrating professional and technical depth and credibility to key client contacts and decision makers

- A strong team player and contributor to the success of the team, with a “can do” attitude and ability to work well under pressure

- Excellent interpersonal skills

 

LANGUAGES :

- Excellent communication and presentation skills (both written and oral) in English are required

 

EDUCATION QUALIFICATIONS / EXPERIENCE REQUIREMENTS:

- 7+ years relevant experience in a similar role

- Former experience in the digital payments industry is a plus

Les 20 000 femmes et hommes de Worldline sont tous différents mais partagent les mêmes valeurs. Vous pouvez le voir dans la façon dont nous nous comportons. Nous sommes curieux et humbles - nous apprenons tous les jours, nous simplifions les choses et tout le monde s'engage. Dans notre industrie qui évolue rapidement, nous sommes flexibles et ne cessons d'apprendre . Chacun démontre le même dévouement à la qualité et à l'efficacité. Nous avons un esprit entrepreneurial et un sens du service. Et surtout, nous ne tournons jamais le dos à un défi. Ces valeurs nourrissent une équipe dynamique et novatrice où chacun peut se développer et grandir.