T2 Systems is seeking an enthusiastic sales leader for the Sales Director, Pay Station role with a passion to win and who will be responsible for developing and motivating a sales team, driving the Pay station go-to-market strategy, managing the pay station channel partners and predictably meeting or exceeding sales targets. In addition to managing the T2 Pay Station team, the role has a specific annual sales quota to achieve via the Pay Station Channel partners.
Own the strategy, execution, and results of the Pay Station team.
Manage a weekly sales cadence that focus sales individuals on prospecting, managing existing opportunities through sales cycle, ensuring proper activities are being performed to deliver quota
Develop and guide sales individuals to prepare a territory plan, enhance sales skills and develop strategies to approach opportunities
Collaborating with product management and marketing teams to develop marketing materials and messaging to enhance the value proposition of T2 solutions to customers
Work with Sales individuals and customer executives/decision makers to close opportunities
Manage Pay Station Channel Partners
Work with VP, Sales Operations to set annual sales targets for each channel partner
Manage each channel partner to achieve annual sales targets by identifying and implementing various campaigns
Coordinate with Inside Sales team to support the day to day activities of the Channel Partners
Resolve conflicts between RSM and channel partners per T2 Rules of Engagement
Works with sales and product teams to build relationships with existing channel partners, identifies/recruits partners and implements an efficient on boarding process for partners
Responsible for the overall partner program performance and success, both internally and externally
Mentor and motivate the current team. Assess specific strengths and development needs of each member of the team. Add to or adjust the organization to ensure sales objectives are met.
Refine, as appropriate, the organizational structure and compensation model that will effectively reward and incentivize performance and can be right sized as the company grows.
Work with Marketing to refine and communicate the positioning of T2’s Pay Station offerings in the marketplace. Foster a relationship with Product Management
and Marketing that allows customer feedback to flow freely to ensure T2’s Pay Station products maintain a leadership position.
Collaborate with Support, Finance, and Professional Services teams to optimize the customer experience, increase revenues, and deepen relationships.
Sales quoting and order processing
Providing exceptional internal and external customer service
Increasing sales volume
In depth customer, product and company knowledge
Exceptional time utilization
Maintaining data integrity in CRM tool
Add to and foster a culture of performance, innovation, collaboration, teamwork, and respect.
Bring a point of view on systems, processes, and metrics to support a high performing team. Report key metrics regularly to the SVP of Sales and senior executives.
The ideal candidate will exhibit high standards of integrity and quality while demonstrating outstanding judgment on a strategic, business, financial, and personal level. The candidate will have an executive presence and will be a steward of the company culture and values through daily actions. The candidate will also communicate the goals of the Pay Station sales team, collaborate with the team on how to reach the goals, and hold individuals accountable for their commitments. A key function is to develop the individuals on the sales team to be effective and to achieve their targets This requires weekly reviews of the individual’s sales activities and the ability to hold the sales team accountable for sales activities, prospecting and follow up to achieve bookings targets.
This position will be based in our Indianapolis headquarters or in a remote location near a major airport. Travel is expected to be 50%. A college degree is required, previous sales experience is required and parking industry knowledge is preferred.
Qualifications & Experience
Minimum 10 years of experience in progressively senior sales leadership roles within a solution technology company. Ideally that experience includes selling SaaS
solutions; demonstrating consistent sales achievement and growth; orchestrating large, multi-year enterprise deals; and managing an indirect reseller (channel).
Understands how to build and lead an Enterprise sales team across an expanding suite of product and service offerings.
An ability to use data, research and relationships to orchestrate an effective account strategy for T2’s largest prospects and customers.
Intellectually curious and known as a quick study.
Demonstrated ability to lead from the front and tie the company’s vision to revenue strategies across major account sales worldwide.
A strong metrics orientation with a proven process to set achievable goals, regularly measure productivity and progress, and adjust in real time.
Experience utilizing the latest technologies to enable data-informed decision making and higher visibility into the sales organization.
Experience working as a critical member of a senior leadership team.
Demonstrated expertise in developing and closing major deals, working through the complexities of proof-of-concepts, gathering requirements, overcoming implementation hurdles, and achieving the buy-in necessary to complete strategic technology deals.
Leadership & Management Competencies
Leads with passion and commitment to fulfill on the shared mission and vision of the organization. Personal drive to win key accounts by means of individual and team efforts.
Entrepreneurial and operates with a strong sense of urgency, energy, and enthusiasm. Can be effective in a very fast-paced environment.
Very clear and effective communicator with an ability to build support and persuade at all levels.
Strong collaborator and team player who will “roll up his/her sleeves” and model such behavior throughout the organization.
Insightful and able to attract, inspire, and retain high performing talent. Holds him/herself accountable, leads by example, and enables others to challenge themselves
personally and professionally to grow.
Adaptable and energized by ambiguity, not hindered by it. Excited by the prospect of creating something new and unique, requiring him/her to forge their own roadmap. Can excel in an environment where priorities shift and opportunities arise in real-time.
A strategic-thinker, problem solver and decision-maker with an orientation towards data; gathers data quickly as available, creates a succinct business case, gains alignment and forges ahead with urgency; operates independently while keeping senior leadership team informed; surfaces issues early and finds solutions; has strong judgment and prioritization skills and can assess decisions/investments/tasks that will create biggest impact.
Has a high customer service orientation to provide exceptional service, solve issues, and create customer satisfaction above all.
Hiring, training, and retaining a top tier sales team and instituting sales processes that will be predictable, repeatable, and scalable.
Validating and optimizing the overall sales process to ensure accuracy, promote awareness of potential deal changes, and build a level of scalability for all routes to market. Managing and enforcing the consistent use of a defined sales process, data analytics, and a disciplined pipeline and forecast review methodology.
Assessing current and future sales and marketing strategies to maximize revenue potential from existing and prospective customers.
Developing and executing highly effective customer acquisition and account expansion models to win new clients and accelerate business within existing clients;
promote and build a performance-driven, disciplined sales culture focused on clients, quality, and growth.
Partnering with Marketing to integrate metric/ROI oriented tactical marketing campaigns focused on increasing campaign effectiveness and driving predictable
Directing partner-driven sales opportunities with a focus on identifying and building successful relationships with channel partners.
Understanding all solutions and products in the overall portfolio and having the presence to articulate the corporate message and value differentiators to all constituents: peers, staff, prospects, partners, and customers.
Developing and communicating T2’s thought leadership and awareness in the industry, including building relationships with industry influencers.
Partnering with key members of the leadership team for predictable achievement of overall financial metrics.
Serving as a senior member of T2’s leadership team with responsibility to lead by personal example in exemplifying the T2 collaborative culture, and actively
participating in C-level discussions regarding overall corporate strategy and performance.