Homeoffice Sr. Payments Sales Representative chez Fullsteam

It's fun to work in a company where people truly BELIEVE in what they're doing!

Fullsteam is a leading provider of vertical software and embedded payments technology dedicated to helping businesses flourish by providing their customers with seamless experiences. With a dynamic and growing team of 1,700 employees, we are committed to driving innovation and delivering best-in-class software and payment solutions that empower small and medium-sized businesses across numerous industries. Our purpose is to help our customers grow their businesses and delight their customers. Join us and be a part of a forward-thinking company that values growth, excellence, and the success of our clients.

The Sr. Payments Sales Representative is a business-essential role that will drive the conversion effort of Fullsteam software companies’ clients from existing payment processing vendors to the Fullsteam payments platform. This is an important role as converting existing software clients to Fullsteam payment processing is one of the company’s leading KPIs. As Fullsteam continues to grow, there is considerable opportunity for succession planning and professional growth within the company.

Primary Responsibilities:

• Responsible for selling payments solutions (card processing and associated products) to the clients and prospects of one or more Fullsteam companies (Business Units (BUs)) and contribution to company aggregate volume goals.  These clients may be “net new” software prospects or existing BU clients eligible for payments conversion from their current payments processor.
• Builds strong relationships with key stakeholders existing software merchants and prospects to influence conversion to Fullsteam payments by phone, email, or in-person.
• Collaborates with sales resources at Fullsteam-owned software companies and the payments portfolio sales management team to develop and execute sales strategies maximizing the payments attachment of new and existing software sales
• Builds and maintains a pipeline of sales opportunities within CRM (Salesforce.com) in accordance with Fullsteam and BU procedures. 
  • Forecasts future business closings with accuracy
  • Maintains detailed sales and operational records within CRM
• Provides subject matter expertise in the domain of Payments Solutions including debit/credit card acceptance; security and fraud prevention products; gift cards; payment tokens, and general trends in the integrated software and payments industry.
• Models strong negotiation skills and value-selling techniques to close business and overcome objections as they arise.
• Conducts comprehensive discovery sessions with clients in order to understand their key business objectives and appropriately prescribe solutions that meet and exceed client’s required capabilities.  As part of this discovery, analyzes existing merchant payments ecosystem for excessively high, abnormal processing rates, non-compliant processing environments and other adverse competitor issues which provide key elements in assembling an extensive proposal for their business.
• Builds and presents proposals and presentations for clients and prospects in collaboration with Fullsteam Payments Business analysts that encompass discovery and analysis elements.
• Manages data across all Fullsteam-owned software companies in Customer Relationship Management Software (Salesforce.com)
• Provides product overview/demo to prospects on an as-needed basis in collaboration with BU and Fullsteam Payments and Support Staff
• Assist merchants with payment application inquiries and tasks to obtain their Fullsteam payment processing account and follows up to confirm payments accounts become active.
• Provides training on the Customer Relationship Management System to other employees as needed (Business unit sales and Payments Sales Team)
• Consultative outside selling role requiring travel in and out of local markets to conduct in person client discovery and proposals onsite with clients at their operating locations, trade events, and at company required sales gatherings

Skills and Competencies:

• Knowledge of credit card and payments industry required and key attributes of competitive environments
• Self-starter who can work both autonomously and as part of a collaborative team to achieve individual, team and companywide strategic goals
• High energy for fast-paced environment
• Demonstrated skills to work in a highly matrixed organization 
• Excellent written and verbal communication skills
• Strong negotiation skills required in order to appropriately close business and communicate value
• Strong problem, analytical and time-management skills
• Process driven, highly motivated and a have superior attention to detail
• Quick learner who can work both autonomously and as part of a collaborative team to achieve department and company strategic goals
• Must be proficient with Salesforce.com, Microsoft Office Suite of Products, and Adobe Acrobat

Experience and Education:

• 4+ prior sales experience a must, preferably in the payments industry
• Operating in a quota and results-oriented environment
• Deeply familiarity with pipeline management and advancement techniques
• Bachelor’s degree in business, communications, or sales and marketing studies is a plus

Fullsteam supports an inclusive workplace that values diversity of thought, experience, and background. Fullsteam is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, ancestry, age, physical or mental disability, sex, sexual orientation, gender identity/expression, pregnancy, veteran status, marital status, creed, status with regard to public assistance, genetic status or any other status protected by federal, state, or local law.