Enterprise Sales Manager
PayPal
Hong Kong
4小时前

Job Description

Fueled by a fundamental belief that having access to financial services creates opportunity, PayPal (NASDAQ : PYPL) is committed to democratizing financial services and empowering people and businesses to join and thrive in the global economy.

Our open digital payments platform gives PayPal’s 305 million active account holders the confidence to connect and transact in new and powerful ways, whether they are online, on a mobile device, in an app, or in person.

Through a combination of technological innovation and strategic partnerships, PayPal creates better ways to manage and move money, and offers choice and flexibility when sending payments, paying or getting paid.

Available in more than 200 markets around the world, the PayPal platform, including Braintree, Venmo and Xoom enables consumers and merchants to receive money in more than 100 currencies, withdraw funds in 56 currencies and hold balances in their PayPal accounts in 25 currencies.

In this exciting role you will be responsible for building strategic relationships with key leaders in merchant organizations at the C-level, driving pipeline activity and identifying opportunities for PayPal.

With the ability to clearly articulate the PayPal value proposition to prospective merchants, you will complete merchant discovery, identifying key merchant value drivers and identifying the correct product offering to pitch, with responsibility leading and managing the sales process including developing the sale, negotiating contract terms and closing the deals.

Your success in this role will be measured by quota attainment as part of the sales cycle.

  • Building strategic relationships with key leaders in merchant organizations
  • Clearly articulating the PayPal value proposition to prospective merchants
  • Completing merchant discovery, identifying key merchant 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
  • Driving pipeline building and identifies opportunities for PayPal, across the core as well as broader set of PayPal capabilities
  • Acumen

  • Knowledge of the features and benefits of the broader product portfolio, including how core products achieve key merchant value drivers and deliver against competitors
  • Knowledge of the merchant value drivers, indicators and technical attributes that make the merchant a fit for core products and cross and up-sell products and how to identify these indicators and attributes during discovery
  • Dedicated to maintaining professional and technical knowledge by attending trainings, reviewing industry knowledge and maintaining professional 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
  • 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 drop-outs, 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
  • Merchant 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 merchant 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 within merchant organization, 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 presence in the industry, such as joining relevant groups on LinkedIn
  • Key Competencies

  • Building Strategic working relationships
  • Initiating impact
  • Planning and organizing
  • Technical / professional expertise
  • Tenacity
  • Managing work
  • We're a purpose-driven company whose beliefs are the foundation for how we conduct business every day. We hold ourselves to our One Team Behaviors which demand that we hold the highest ethical standards, to empower an open and diverse workplace, and strive to treat everyone who is touched by our business with dignity and respect.

    Our employees challenge the status quo, ask questions, and find solutions. We want to break down barriers to financial empowerment.

    Join us as we change the way the world defines financial freedom.

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