Does the idea of building creative service offerings that drive business outcomes intrigue you? Are you interested in the evolving world of work linked to IoT technologies? Are you driven to deliver exceptional customer service? If you answered yes to any of these questions, we have an exciting opportunity for an enthusiastic sales professional and we want to talk to you!
We are seeking an ambitious Senior Sales Director, Service Design & Pricing to help market our services and full lifecycle management solutions throughout North America.
Burroughs is a service and integration leader in payment and cash automation technology with over 135 years of experience serving financial and retail customers. Burroughs offers a nationwide field service organization combined with remote managed services, technical support, help desk, program management and hardware solutions; including ATMs, teller cash automation, servers, smart safes, kiosks and self-service retail solutions throughout U.S. and Canada.
Join us to experience what has made Burroughs a great place to work since 1886!”
Job Summary:
The Sr. Director of Sales Enablement is a strategic leadership position within the Sales division responsible for technical pre-sales and services portfolio pricing; including managed services, customer success services, software and hardware support services. The Sr. Director works closely with the Sales team supporting go-to-market functions. Additionally this role serves as a liaison with Field Service Operations, the PMO, and Program Customer Success Management in designing and approving new sales engagements through a well-defined suitability process.
This role will engage as a cross-functional leader interfacing with Sales, Marketing, Operations, Service Delivery and Supply Chain in fostering a digital services-led strategy from conception to revenue generation by leveraging an understanding of customer requirements and the competitive landscape to identify emerging portfolio opportunities. From an innovation oriented position, the Director shall lead the new Services design, creation, and planning process driving profitability while ensuring effective transition to Service Operations in the protection of Burroughs’ margins across all activities within the team.
Essential Functions, Key Responsibilities and Job Duties:
- Manages people and is responsible for team member development, performance, mentoring and contribution to the business consistent with company core values.
- Responsible for managing pre-sales team resource effectiveness in assisting Sales team revenue growth across strategic industries and select vertical markets through efficient, responsive, and timely support activities and effective opportunity prioritization for their team.
- Provides customer and partner level direct communications and interaction to support Sales deal flow and pre-sales activities that correctly align with organizational service capabilities while adhering to established processes and growth strategies consistent with company goals.
- Ensures constant integrated services pre-sales SME resourcing, governance and management support focused on technical solution development and customer presentation.
- Provides direction on contract development, SoW drafting and pricing review for day-to-day business while also providing RFP resources and leadership in the generation of effective responses.
- Serves as a liaison between business areas for the purposes of gathering client feedback to develop deeper insights and provides guidance on customers' service needs and desired business outcomes through direct customer communications and related industry research.
- As appropriate this role supports operational teams in third party solution discovery, and services
- Conducts market analysis for quantitative and qualitative reporting on segments, customer values and market trends that may help expand existing service portfolio and to create new offers that help customers achieve their desired outcomes while growing service revenues for Burroughs.
- Lead initiatives to improve current Burroughs service offerings that encompass the needs of customers by leveraging the appropriate use of process improvement, program management guidance and transition team support.
- Reviewing product specifications vs. customer requirements and assessing new product idea fit and feasibility with operational teams.
- Utilizes a product management methodology to effectively define, design, price and activate new offers.
- Pricing responsibility for individual and team activities and margin management accountability while determining pricing elasticity utilizing market benchmarked data and internal cost metrics.
- Develops and maintain pricing strategies for competitive positioning to increase sales and new business business development through effective profit margin analysis in relation to the organization’s current offerings.
- Maintains professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional societies
Knowledge, Skills and Abilities:
- A high integrity and agile leader, with an ability to lead and inspire people, and activate a strong sense of urgency
- Possesses a proven track record of relationship building with both internal and external customers
- Strong Business Acumen, Financial analysis and ability to translate quantitative data into actionable recommendations
- Problem solving and data analysis skills that may also require the ability to facilitate leadership interactions and produce consensus driven outcomes
- Team centered leadership and management skills with a customer 1st governance orientation
- Demonstrated negotiation, deal composition and closing skills in a lead or support capacity
- Ability to clearly articulate strategic vision and focus, critical thinking, explicit attention to detail
- Possesses exemplary customer services/interpersonal skills
- Ability to work effectively in a fast-paced environment while demonstrating initiative and self-direction in guiding day-to-day priorities
- Goal orientated, self-motivated and committed to ongoing self-development and the dev. of others
- Capability to handle multitasking and operate in an independent and disciplined manner
Education and Required Experience:
- 10+ years of experience in the technology industry with professional business to business experience preferably in Service Delivery, Marketing or Sales
- Bachelor’s degree required, Master’s degree preferred or equivalent experience (preferably in Business, IT/IS Technology or services product design)
- Experience in business development, partnership management and/or services consulting required.
- Highly effective cross-functional team management motivating and leading diverse and distributed teams
- Ability to create and communicate the vision for the service product portfolio
- Requires strong communication skills, written and verbal, analytical ability, computer literate with application experience (Microsoft Office Suite & Cloud apps, etc.) combined with strong presentation and public speaking skills
Physical Requirements and Working Conditions:
- Typically works in a corporate or home office environment requiring the use of office equipment such as a computer, laptop and cell phone
- Most job activities take place during the regular workday, however, off hour response to sales escalations are required
- Work assignments are diversified and may require travel from time-to-time to adequately support customer engagement related to pre-sales leadership functions
- Requires internal contact with other corporate personnel, and external contact with customers, agencies, vendors, etc. and the general public during travel
- Minimal physical effort is required. Work is mostly sedentary and does require extended periods of sitting with moderate dexterity related to regular application of basic office worker skills (calculator, keyboard, hand tools, eye/hand coordination)
- Will be required to work virtually with most team members and colleagues across the organization via the tools provided
Performance Criteria:
- Demonstrated strategic agility and business acumen
- Time to Market for New Service Offers
- Time to Revenue for Services design activation
- Pipeline Development in conjunction with Sales
Other Duties: Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.
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