Managing Director, APAC – Payments Market

at  Transaction Network Services

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
The role is responsible for leading our Payments Market business in APAC – directly and indirectly and is seen as the Payments Market business leader for the region.
This position has direct ownership for managing a team of sales, business development, account management and solution engineers. The team is responsible for the generation of new opportunities for the sell-in and sell-through of multiple products and services provided by the Company and any of its affiliates across the Payments and Retail Markets. The position is a leadership role and sets the tactical and long-term go to market direction for the region, as well as, undertaking business development opportunities and managing senior executive relationships both internally and externally in the region.
Responsibilities

The Role:

• Will participate as a member of a world-class organization who is a leader in the global managed connectivity and payments business providing community-based networks and processing solutions to the Payments Industry.
• Will learn, lead and help support the sale of a broad portfolio of products and solutions that are constantly being upgraded and improved along with new products being released
• Will execute in an environment of continuous improvement and collaboration where your personal technical skills will grow along with a greater knowledge of emerging sales practices

The strategic value you will bring:

• Meet and exceed financial goals, sales, customer retention and customer satisfaction objectives for the region.
• Voice of APAC. Understanding trends in payments and what that means to TNS.
• Influential Leadership: Build and nurture relationships across all levels of the organization, including the Payments Market divisional leadership team.
• Develop and manage sales talent while achieving overall team quota to drive revenue for TNS.
• Support the expansion of the TNS footprint within current customer accounts through cross-sell and up-sell opportunities.
• A proven leader with an ability to operate a P and L, sales pipeline, account relationships and lead the region as the most senior leader in this geographic location.

Our expectations of you include:

• An ability to meet financial, customer satisfaction and engagement goals
• Chair of the APAC Operating Board. Ensuring all functions are aligned and accountable for successful execution of the businesses plans and priorities.
• Perform account planning and business development activities with the objective of meeting or exceeding assigned revenue and profitability targets for the Company and its affiliates.
• Develop short-term and long-term strategic and tactical plans for the market based on, among other things, business trends, market opportunities and competition.
• Recruit, develop and retain top-performing sales, business development and account management professionals.
• Lead business and strategic planning sessions to ensure product, operations, finance and other internal teams are aligned with the priorities of the business and are delivering against those priorities. Work with the same internal teams to develop and, when necessary, forecast for 3-6-12-24-month periods
• Work closely with product, finance, operations and other internal teams to build business cases that support strategic product and market initiatives across all regions
• Train, develop and coach sales talent to world class status
• Identify customer needs and effectively illustrate to team the need to understand and respond to perceived customer opportunities and risks
• Build and expand relationships with Economic Buyers in prospect and customer accounts, where necessary
• Demonstrate a commitment to excellence (i.e. strong business acumen)
• Demonstrated experience in solution selling
• Well-connected and ability to engage C-level personas in our priority segments, i.e. Acquirers/ PSPs and Retailers.
• Strong knowledge of the connectivity and payments market

The Ideal you: Competency & Definition
Opportunity Management
Managing pipeline; inspecting Opportunities; accelerating campaigns; demonstrating deal ingenuity; providing deal-based ideas
Account Planning
Reviews and provides guidance on competitive sales and account management plans, anticipating future consequences and trends accurately.
Sales Approach
Provides guidance to team on handling different sales scenarios; setting agenda; following complex sales process guidance; presenting company value propositions
Organization Planning
Budgeting time; managing meeting commitments; handling assignment conflicts; using time wisely
Demonstrate Ongoing Value
Proactively and consistently demonstrates to the customer the value and benefits of TNS, ensuring the relationship is viewed by the customer as indispensable and irreplaceable.
Negotiation and Influence
Representing company interests; leaving clients, partners, and prospects with positive feelings about how a deal was obtained; Convincing others of the merits of a position; achieving win-wins; getting others to take actions, persuading customers to change course; persuading peers to alter course.
Relationship Management
Cultivates business relationships with customers and internal stakeholders when needed to more effectively deliver work to the customer and to build long-lasting relationships that result in customer loyalty.
Coaching / Talent Development
Provide ongoing feedback and coaching to team members for a higher level of performance; Conduct meaningful objective-setting and PDP meetings, clearly identify strengths upon which the individual can build and areas of opportunity for further development.
Tolerance for Ambiguity
Maintain productivity during times of significant change; Decides and reacts to situations without having the full picture. Provides guidance when no clear policy, corporate governance, or best practices exist.
Talent Management
Ability to identify the skills and behaviors in people that make them successful – both in and outside the organization. Attracts top talent within the organization; assesses and develops talent at all stages in the employee lifecycle. Effectively onboards new candidates.
Managerial Courage
Doesn’t hold back anything that needs to be said; Faces up to people problems on a person or situation quickly and directly; not afraid to take negative action when necessary.
Financial Acumen
Shows a demonstrated ability to manage a P and L, build accurate financial forecasts to deliver goals.
Qualifications
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

• Will participate as a member of a world-class organization who is a leader in the global managed connectivity and payments business providing community-based networks and processing solutions to the Payments Industry.
• Will learn, lead and help support the sale of a broad portfolio of products and solutions that are constantly being upgraded and improved along with new products being released
• Will execute in an environment of continuous improvement and collaboration where your personal technical skills will grow along with a greater knowledge of emerging sales practice