Services Sales Leader at NCR Corporation

Role Summary:

Services Sales Leader will be assigned to a specific territory with primary goal to grow existing accounts and new customer acquisition including “win-back” through the full services portfolio aligned with the NCR strategic initiatives for “ATM as a Service” for Retail Banking.

As Services Sales Leader, you will collaborate with the extended team (Account Executives, Services Architects, Service Delivery etc) to identify opportunities in your area and lead sales cycle (opportunity qualification and engagement, value creation, sales strategy, closing and contracting) for Core Services in Financial Retail Banks.

Services Sales will lead business development (presentation, scope validation, price levels, transition timelines) and align internal resources (Subject Matter Experts, Service Architects, IT/PS consultants, Pricing, Operations, Legal) for solution design and financial (P&L) approvals. Will also be required to engage with both in-country and regional delivery organizations to ensure skill and capacity alignment and readiness to onboard new customers/services.

Finally, Services Sales will own and negotiate the contractual agreements in line with NCR processes.

The role is quota carrying, customer facing with regional responsibility so availability to travel is essential.

Key areas of responsibility:

Account & Market Strategy

• Educate Sales Teams on offerings and value selling
• Active participation in account planning and demand generation sessions  
• Uncover and align with customer's business needs
• Understand and navigate in customer organizations

Solution development

• Define winning account strategy
• Assess NCR's capabilities to deliver, solution fit, determine gaps and develop mitigation strategies
• Assess risk involved, define contingencies and reach for management support as needed
• Determine regional impact (Multi-National Accounts)
• Present and defend the respective offerings to the customer
• Drive initiatives that will expand NCR’s reach and competitiveness in the marketplace

Sales process management

• Create plan for annual achievement with accurate forecasting (NSC) and by maintaining a healthy funnel of opportunities to work on.
• Establish bid strategythat will drive opportunities to closure
• Proposal preparation and presentation to customers and aligned with internal approvers
• Negotiate terms and conditions with customer within NCR-approved guidelines
• Obtain legal authorization from customer to deliver on approved contract
• After sales support
• Ensure a frictionless customer experience by acting as customer advocate to solve challenges

Basic Qualifications:

• Self-directed, capable to lead virtual teams in a matrix organization, to interact with customers with confidence and initiative
• 5 years’ experience in the IT Services Industry (Business development, Sales)
• Experience in Solution Architecture of Outsourcing deals
• Banking Operations Outsourcing and or Managed Services experience
• Ability to establish partnership with 3rd parties
• Strong in negotiating and contracting
• Capability to think “out-of-the-box” but also experience in a Corporate Multinational environment
• Attitude to overcome obstacles and to act as a “marker maker”.
• Excellent written and oral communication skills in local language(s) and English.

Preferred Qualifications:

• Bachelor’s Degree in related domain Business/IT/Science etc.