Job Description

About Worldline
Worldline [Euronext: WLN] is the European leader in the payments and transactional services industry and #4 player worldwide. With its global reach and its commitment to innovation, Worldline is the technology partner of choice for merchants, banks and third-party acquirers as well as public transport operators, government agencies and industrial companies in all sectors. Powered by over 20,000 employees in more than 50 countries, Worldline provides its clients with sustainable, trusted and secure solutions across the payment value chain, fostering their business growth wherever they are. Services offered by Worldline in the areas of Merchant Services; Terminals, Solutions & Services; Financial Services and Mobility & e-Transactional Services include domestic and cross-border commercial acquiring, both in-store and online, highly-secure payment transaction processing, a broad portfolio of payment terminals as well as e-ticketing and digital services in the industrial environment. In 2019 Worldline generated a proforma revenue of 5.3 billion euros. worldline.com

The Opportunity

With more than US$3.38Bn (FY20) in annual revenues and 40+ million merchant locations powered by our terminals, software, and services, Ingenico’s technology impacts hundreds of millions of consumers, every single day. None of this has happened by chance, of course. We welcome the smartest people in the industry to our corporate family – people like you. Together, we have been innovative, forward-thinking, and we have had the courage to explore the unknown.

Today, we are the undisputed global leader in in-store payment acceptance. However, our core business is changing as the terminal market begins to be commoditized. This change provides us with the opportunity to complete the true transformation of our business and establish ourselves as the ecosystem enabler in the payments industry and the most trusted technology partner in the new world of payments acceptance. We are well placed on that journey with all the available R&D, professional services, more than 1,100 certified payments apps and access to more than 300 payment methods.

We are leading the charge where terminals are integrated in an open ecosystem, and delivered to customers / partners as a service (Terminal-as-a-Service (TaaS) leading to Payment-Platform-as-a-Service (PPaaS) www.PPaaS.com); we are creating more agile ways for our customers to offer better, more flexible payment solutions to their customers; where banks, acquirers, fintechs, and Independent Software Vendors (ISVs) turn to us to guide them into the future; and where competitors look at us to know what really matters. This requires new processes, new technology, new business models, new investments, and a resilient market leading team.

We are now hiring that team of exceptional Business Development Managers across APAC & Japan to help drive this transformation, delivering new value-added solutions (hardware, software and services) and long-term annuity contracts. This team will work on the largest opportunities and/or wider market defining initiatives, helping our local sales, delivery, R&D teams and partners shape the industry and lead Ingenico to even greater success.

Your day-to-day responsibilities include:

• Understand the local payments market in depth - trends, opportunities, threats, readiness, and competition by working with the local Ingenico team and partners
• Identify new opportunities, channels to market, partners, and the overall eco-system for TaaS
• Derive new TaaS offerings utilizing existing Ingenico products, software, and services for the local market, ensuring the are differentiated, essential (‘sticky’), repeatable, scalable, and highly profitable
• Kick-start short-term campaigns and easy bundling opportunities (‘low hanging fruit’) for TaaS
• Identify and work in unison with the local sales team on select large key opportunities (multi-year and high TCV), identifying the TaaS services and growth roadmap for those customers
• Engage senior executives (customer and partners) and convince them of the TaaS offering for their business
• Qualify and quantify each TaaS proposed initiative - differentiation, potential revenue, sales/BD effort, time to revenue, resource requirements, risks, competition, operational readiness, investment requirements
• Lead the conversation with the local/regional Presales, R&D, Finance, Legal, Operations, Product, Professional Services teams, and Partners to define the offerings and ensure they are executable
• Build out professional proposals, use-cases, and collateral as reusable assets for the wider team
• Help educate and motivate local sales teams and partners on the TaaS offering
• Recruit new partners and help put in place the support required to ensure they are successful
• Build out a strong internal network within Ingenico, enlisting support across the different lines of business
• Help define the details and ensure completeness of the TaaS offerings (e.g., service level agreements)
• Produce a pragmatic Go-to-Market plan agreed with all the various internal/external stakeholders
• Where applicable, enter new geographies within the assigned region with TaaS offerings
• Attend and present at trade shows and partner business development events
• Contribute to the wider TaaS community – feedback on offerings, local applicability, and execution plans
• Regular and accurate update of Salesforce and contribute to quarterly planning initiatives
• Build an impressive, well qualified pipeline and achieve the TaaS numbers for the year

Skills we can’t do without:

• Experience selling IT / Technology services and solutions (particularly SaaS / Cloud)
• Understanding of local/regional payment eco-system (competitors, partners, solutions) and trends
• Strong sales, business development experience for large strategic accounts and market initiatives
• Lead by example on strategic account planning workshops and documentation discipline
• Pipeline development, tracking and momentum through each sales stage
• Proven capability in negotiating large commercial opportunities and strategic partnerships
• Executive presence and ability to engage with the CXO / Executive level
• Understanding of the partnering landscape and experience building / cultivating relationships
• Lead in-depth workshops to identify a customer’s business, operational and technical challenges
• Construct detailed proposals, clearly and succinctly communicating the business, commercial, operational, and technical benefits in non-technical speak and positioning of TaaS

• Ability to present at seminars or similar public speaking venues
• Minimum 5-7 years’ experience in similar sales / business development roles
• Relevant University degree/ diploma (e.g., Business / Finance / Information Technology)
• Excellent communication and presentation skills (both written and oral) in English and local language are required.

Skills we’d like:

• Self-starter who can manage priorities and work with a high degree of autonomy
• Maturity to work in a matrix organization and manage different stakeholders
• Entrepreneurial mind-set and ability to find new ways to address problems or opportunities
• A completer-finisher (likes to finish what they start)
• Intellectually curious who can dive into the details when required
• Aware and respectful towards diverse cultures, backgrounds, and preferences
• Excellent client facing skills who can engage across a diverse range / level
• Proven ability to lead and execute plans, coordinating across different internal/external teams
• Empathetic and yet a smart negotiator who can deliver win-win outcomes
• A strong team player and contributor to the success of the team

The 20 000 employees of Worldline are all different but share the same values. You can see it in the way we behave. We are curious and humble – we are learning every day, we keep things simple and everyone engaged. In our fast-moving industry, we are adaptable and life-long learners. Everyone demonstrates the same dedication to quality and efficiency. We have an entrepreneurial spirit and sense of service. Above all, we never turn our back on a challenge. These values nurture a dynamic and innovative team where everyone can develop and grow

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