Business Development Manager, (Hybrid)

Transaction Network Services · Madrid

An extraordinarily talented group of individuals work together every day to drive TNS' success, from both professional and personal perspectives. Come join the excellence!

Overview

TNS is one of the industry’s leading global providers of infrastructure-as-a-service solutions and a trusted partner to thousands of financial organizations, telecommunication providers and retailers around the world. Since 1990, TNS has grown to provide services to customers in over 60 countries across the Americas, Europe and the Asia Pacific region.

The Business Development Manager is a critical role in Spain, reporting directly to the Country Sales Director. We are seeking a proven Business Development Manager who is passionate about maintaining and growing our TNS business by targeting new sales through qualified leads and existing account relationships, while using sales and account management best practices to achieve revenue targets. This is a hands-on role that requires building new relationships with our qualified leads and building on existing customer relationships, including managing renewals.

Responsibilities

Below are specific responsibilities and required experience for the Business Development Manager role.

Strategic Value

Grow TNS revenue by exceeding projected Annual Contract Value goals in assigned qualified leads and accounts, specifically through:

Manage the end-to-end sales process for New Services to existing customers and New Logos with qualified leads
Support the Field Representatives to maximize selling time on high value deals
Build incremental recurring growth for TNS offerings
Expanding the TNS footprint within current customer accounts through cross-sell and up-sell opportunities and win new leads.

Essential responsibilities include:

Engage with existing TNS customers and new qualified leads to understand their business challenges, aspirations and articulate the value that TNS can deliver.
Carry quota and be responsible for driving sales of TNS solution with existing customers and new leads.
Be the point person for assigned accounts and leads, leading all aspects of the sales process including deal qualification, sales motions, and ongoing account management activities.
Research, question and listen to our existing customers and new leads to fully understand needs and present solutions to fulfill their requirements.
For larger accounts support the account team (i.e. account managers & sales engineers) with deal management to maximize our customer’s investment with TNS, including renewals.
Define and execute account, sales and call plans with assigned customers and leads.
Meet and exceed sales goals through developing, qualifying, managing and closing deals.
Develop and manage sales pipeline with three times coverage against quota and move multiple transactions simultaneously through the sales pipeline.
Accurately forecast sales results and deal closure timings.
Ability to follow and implement the TNS Sales Playbook.
Coordinate resources throughout the sales cycle, including product and sales engineering support.
Provide or facilitate product demonstrations over Microsoft Teams (or similar) and general support to prospective customers.
Build and maintain brand presence within assigned accounts.
Ensure accurate invoicing for all assigned accounts.
Keep abreast of competition, competitive issues, and products.
Practice effective, excellent communication with management customer and support staff
Understand when to escalate key issues and opportunities to the right buyer personas on the client side as well as to management internally
Work with the Legal team to build contracts and solutions for clients.
Work and partner with Finance to provide appropriate forecasting reviews
Participate in team building and company-growth activities including strategy setting, sales training, marketing efforts and customer care.
Other duties as assigned.

Qualifications

Experienced Performer

Payments, Conectivity Services or solutions sales experience
Orchestrator: Experience managing an array of opportunities simultaneously, from small initial transactions to complex multi-hundred thousand-dollar “land” or “expand” deals
Executer: Consistent overachievement of sales goals against existing customers and new leads

Sales Cycle Expert

You are a problem-solver, an exceptional listener, and delve deeply into “top five, next five” accounts to seek out prospective buyers
You create demand with prospects and customers as opposed to reacting to them
You work effectively with internal staff, customers and partners to expand your ability to generate and cover more opportunities

High-EQ Communicator

You judge well, both what to say and how to say it
Talent Magnet!
Your presence at TNS makes other A-Players want to join one of the best companies in the world!

Education / Certifications:

At least Bachelor degree, or higher.
Fluent written and oral in Spanish and English

If you are passionate about technology, love personal growth and opportunity, come see what TNS is all about!

TNS is an equal opportunity employer. TNS evaluates qualified applicants without regard to race, color, religion, gender, national origin, age, sexual orientation, gender identity or expression, protected veteran status, disability/handicap status or any other legally protected characteristic.

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