Sr Manager, Enterprise Sales (Malaysia)

PayPal

Singapore

Full-time

Jul 7

This position is is based in Singapore and responsible for expanding Malaysia market.Job Description:

  • New sales prospecting, building strategic relationships with key leaders in client’s organizations
  • Clearly articulating the PayPal value proposition to prospective customers
  • Completing customer discovery, identifying key value drivers, and identifying the correct product offering to pitch
  • Leading and managing the sales process including developing the sale, negotiating contract terms, and closing the deal
  • Developing strategic relationship with merchants’ C-level management
  • Active pipeline building and identifies opportunities for PayPal
  • Ability to lead / build a sales team

Prospecting & Pipeline Management

  • Ability to follow the set sales process (including maintaining a record of activity, updating SFDC etc.) and create an action plan to approach multiple contacts and merchants to generate enough new business interest
  • Experience of designing and executing against a winning sales process
  • Ability to comprehensively plan and develop a trade scenario, can manage all aspects of negotiation process
  • Ability to create effective, successful, and strategic short and long-term plans, and forecast with accuracy
  • Ability to understand pipeline economics, and forecast and action plan with merchants accordingly
  • Ability to build up a large pipeline that allows for higher level of dropouts, as opportunities are new business
  • Ability to prioritize and qualify deals, including identifying when to proceed and being able to start with a “no”
  • Ability to quickly identify decision makers, influencers, and advocates regardless of organizational structure

Acumen

  • Knowledge of the features and benefits of the broader product portfolio, including how core products achieve key value drivers and deliver against competitors K
  • Knowledge of the prospect’s value drivers, indicators and technical attributes that make the customer a fit for products and solutions. Ability to identify these indicators and attributes during discovery
  • Dedicated to maintaining professional and technical knowledge by attending trainings, reviewing industry knowledge, and maintaining professional industry networks
  • Ability to understand emerging technologies and products and the company’s strategies to address them
  • Ability to gather industry insight and monitor competition and communicate the company’s differentiated value proposition vs. key competitors

Customer Orientation & Relationship Management

  • Ability to quickly identify decision makers, influencers, and advocates regardless of organizational structure
  • Ability to build trust and credibility quickly with new stakeholders
  • Building strong rapport with contacts for the life of the relationship, with a longer-term plan to hand over to CSMs or AEs
  • Ability to onboard a new customer using the standard process

Communicating

  • Ability to sell to multiple and diverse stakeholders (technical, finance, business)
  • Ability to communicate with c-level stakeholders and drive c-level conversations
  • Ability to present the key facts and gain interest quickly with new stakeholders, including strong whiteboard and presentation skills
  • Ability to confidently articulate new business value proposition in core verticals and gain interest quickly
  • Ability to be persistent and tenacious in approach
  • Ability to cold start and manage knock-backs with resilience
  • Ability to complete high quality, standard new merchant contract

Negotiating & Influencing

  • Ability to develop internal networks with peers both within and outside own team, and by growing external contact networks
  • Ability to build on existing relationships and build new connections/contacts, and successfully leverage new relationships where strategically important
  • Ability to successfully engage and collaborate with cross-functional counterparts
  • Ability to identify true objections vs. blockers, and handle objections accordingly
  • Ability to effectively negotiate with merchants
  • Ability to start building an external brand presence in the industry, such as joining relevant groups on LinkedIn

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