VP, Sales

NL-Rotterdam
Job ID
2017-6137
Category
Sales

Overview

Rambus (NASDAQ: RMBS) Cryptography Research and has offices in Rotterdam, Boston, Toronto, Sydney and Singapore.

Rambus offices in Rotterdam specializes in mobile token management software for card issuers to safely bring cards onto the mobile devices of their customers. Its certified and award-winning management software integrates with Mobile Pay solutions and independent mobile wallets to allow end-users to ‘tap & pay’ via NFC smartphones and wearables.

Whether cards are stored on the device or in the cloud using host card emulation (HCE), Rambus adapts to any mobile payments ecosystem and ensures security through tokenization; it enables customers to fulfil the role of a token service provider (TSP), securing transactions by removing vulnerable card data from the payment network.

Due to the recent growth in new product releases, project implementations, maintenance of our products, and customer support we are expanding our enthusiastic team.

Responsibilities

SUMMARY

Build and lead the Payment Products sales team, manage business relationships with customers and channels and meet or exceed sales goals.

 

RESPONSIBILITIES

Much of the following will be carried out by the account management team under your leadership:

 

Leadership and Management

  • Hire, mentor and develop Payment Products sales team.
  • Equip and motivate sales team through mentorship and training. Be experts in the industry, in Payment Products and in selling.
  • Develop and manage sales pipeline and achieve design wins sufficient to deliver long term revenue goals (per strategic plan).
  • Meet or exceed quarterly and annual revenue goals (per AOP)
  • Produce revenue forecasts per division forecast reporting cadence (work with FP&A).
  • Document and curate data on customer relationships, opportunities, deal status and problems using company provided sales tools.
  • Develop and administer sales compensation plans consistent with company policies and financial budgets (work with Finance and HR).
  • Create and continuously improve processes and systems supporting performance management, territory allocation, pipeline optimization, win ratio optimization and other sales processes.

 

Selling & Deal Negotiation

  • Penetrate new customer accounts targeted in market strategy, build relationships and create opportunities to sell roadmapped products.
  • Working with FAEs, present Payment Products—features/functionality, integration with adjacent systems, benefits/value proposition, superior competitive positioning and solution pricing—and drive customer buying decisions. Become self-sufficient—utilize Marketing & Product Management resources sparingly in sales process.
  • Lead RFP responses, with support from FAEs (and, sparingly, M&PM).
  • Structure, negotiate and close sales agreements. Work with M&PM to insure alignment with product offerings and pricing, and with Legal to reflect agreed business terms in standard contract documents.
  • Be the expert in your customers’ business, own the relationships throughout your customers’ organization, identify and develop business opportunities, serve as primary communication channel into customer organizations.

Planning

  • Represent Payment Products Sales in annual Strategic Planning and AOP processes.
  • Develop and execute customer account plans, consistent with product and market strategies and financial plans (work with Marketing & Product Management—M&PM).
  • Work with and provide input to Legal and M&PM regarding commercial policies, market and competitor analysis and industry trends.

Qualifications

REQUIRED EXPERIENCE, SKILLS AND EDUCATION

  • 15+ years business experience, 10+ years in sales leadership roles
  • Experience growing revenues from under $50M to over $100M
  • Built and managed teams ranging from 5 to 15 employees
  • Track record of achieving or exceeding sales targets
  • Excellent communication and presentation skills
  • Well organized
  • Collaborate, open, creative and flexible work style
  • Bachelor’s degree in business or technical field

 

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