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Director, Strategic Alliances
Location: East Coast

Reports to: VP, Business Develoment & Marketing

Job Summary:

In this senior sales role as the Director, Strategic Alliances, you will sell and advance the TimePayment value proposition and all of its many components, including the best possible product and service offering to our most valuable, highest potential and most strategic vendor prospects within the dealer, manufacturer and distributor community. You must exhibit the ability to solicit, penetrate and close high value prospects and to deliver programmatic solutions and agreements that result in the attainment of targeted originations levels.

You will successfully close and implement complex, high value growth opportunities within a base of corporately identified prospects and prospects that you will research, in part through professional interactions with C-level executives. Your interactions with prospects include dynamic, professional face-to-face meetings, webinars, podcasts and teleconferences in any combination necessary. It is imperative that you enhance the organization’s reputation and success in all business development endeavors by accepting ownership for accomplishing the task and in doing so, exhibit significant confidence and “breakthrough” competencies in gaining an audience.

Key Responsibilities:
  • Initiate, penetrate and build business relationships with targeted high potential strategic vendor accounts.
  • Develop negotiating strategies and positions while studying integration of new strategic alliances with TPC operations; examining risks and potential win-win scenarios while assessing partners' needs and goals.
  • Follow up with strategic prospects via phone, email and face to face meetings.
  • Communicate and articulate the company’s value proposition with full understanding of its benefits to the strategic vendor prospect.
  • Deliver presentations, demonstrations and training to strategic vendor prospects as needed.
  • Build pipeline and forecast potential strategic vendors, with clear concise assessments of present state of efforts to date, next steps and tactics.
  • Maintain a question based solution-oriented selling approach. Effectively qualify and advance vendors through Leasing Needs Analysis; use value-based selling such as SPIN.
  • Diligently use CRM ( to capture relevant data, and keep comprehensive and accurate notes.
  • Effectively use Internet and other resources to prospect for new leads, to network with key contacts, and to better understand the vendor’s industry and business.
  • Act effectively on TimePayment supplied targets and penetrate through confident persistence, professionalism and understanding of the situational next steps.
  • Maintain all essential self-study programs to ensure understanding of the company’s programs.
  • Ensure a seamless transition of onboarding of new strategic vendor to the Retention BDM following successful mutual commitment.
  • Support the company’s mission.
  • Develop, test and share best practices with the sales team.
  • Maintain industry segment intelligence and maintain awareness of industry trends and the strengths and weaknesses of the competition within each core industry.
  • Keep management informed about geographic and market opportunities.
  • Maintain compliance with company policies and work with the highest degree of professionalism and ethics.
Required Experience and Competencies:
  • Background in vendor lease/financing program development experience (micro-ticketing background preferred)
  • Extensive experience in presenting to C-Level executives
  • Successful track record of selling a service
  • Strong knowledge of financial services markets
  • Exceptional prospecting and closing skills (primarily cold calling)
  • Strong time management and organizational experience
  • Deployed consultative sales and needs analysis activities
  • Demonstrated tactical networking and referral capabilities
  • High success rate in meeting and exceeding sales goals
  • Adept at planning, building, tracking and forecasting of prospects
  • Experienced using a CRM ( preferable)
  • Territory management
  • Proven experience working independently
Education and Experience:
  • Bachelor’s degree required; advanced degree or formal sales training is a plus
  • Minimum of five (5) years of experience in a Director level role, preferred
  • Willingness to travel 25%-35%
TimePayment is an equal opportunity employer. Applicants and employees are considered for positions and are evaluated without regard to mental or physical disability, race, color, religion, gender, national origin, age, genetic information, military or veteran status, sexual orientation, marital status or any other protected federal, state/province or local status unrelated to the performance of the work involved.

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