RS Software builds global, national and enterprise digital payment platforms. We have presence in four continents. Our product suite, combined with knowledge systems built over 30 years, delivers mission-critical payment solutions that combine innovation and entrepreneurship to create the new ‘gold’ standard for digital payments. With approximately 46% of the global real-time payment volumes in 2021 processed on platforms built by RS Software, the vision is to deliver Payments at the Speed of Thought.
RS Software is focused on the global payments modernization market, providing large-scale, high-performance payment systems, serving central payment infrastructures, financial institutions, payment network providers, payment processors and software companies providing products to the payment industry. The company's product suite offers ISO 20022 ready, open payments architecture using a cloud-based microservices framework - optimizing costs, seamless integrations with commoditized products, and accelerates the pace of adoption.
RS Software has worked with the largest global Card Network in the areas of Tokenization, Authentication, Authorization, Clearing and Settlement, Reconciliation, Complaint and Dispute Management, etc, and over a period of 20 years, has scaled their global platform from 500 TPS to 55,000 TPS. RS Software’s solutions today are installed in 12 of the top 20 banks in India, and the four major platforms built by RS Software cumulatively process annually approximately 400 billion transactions world-wide, giving the company a rare track record in the Payments domain. RS Software’s product suite is getting recognized in some important markets, which is creating strategic partnerships, the foundation for the company’s long-term growth.
RS Software has built India’s digital payment infrastructure, the three major payment platforms, which are transforming the lives of a billion+ people:
* Enterprise Fraud and Risk Management (EFRM)
The worldwide recognition of India’s best-in-class payment infrastructure is a testimony of RS Software’s capabilities and demonstrated success of its products and services.
Job/Role Title: Pre-Sales and Sales Support
We are seeking an experienced, dynamic and detail-oriented Pre-Sales and Sales Support leader for the role of Head, Pre-Sales and Sales Support. He/She will play a crucial role in driving revenue growth by leading a team dedicated to Pre-Sales activities, and supporting our Sales team by ensuring successful solutioning, effective communication, and delivering exceptional solutions to our clients. The candidate will have a proven track record in the digital payments industry, demonstrating expertise in effectively positioning products and services to meet customer needs.
* Leadership and Strategy: Develop and execute a comprehensive Pre-Sales and Sales Support strategy aligned with the company's business goals. Provide visionary leadership to the Pre-Sales and Sales support teams, fostering a culture of innovation, collaboration, and excellence.
* Planning: Lead the execution and budget planning for Pre-Sales and Sales Support.
* Pre-Sales Excellence: Lead the Pre-Sales team in creating compelling presentations, product demonstrations, and other materials to showcase the value proposition of our digital payments solutions. Collaborate with the Sales and Product teams to tailor solutions to meet the unique needs of global clients.
* Sales Support Management: Solution Design, Point-of-View, Sales Collateral, Proposals and Contracts: Lead the Pre-Sales and Sales Support function, ensuring timely and accurate responses to customer inquiries, RFPs, and other requests. Support Sales team in preparing sales collateral, presentations, proposals, contracts, agreements, and other relevant documents as part of the sales execution, ensuring accuracy and completeness. Be the primary owner of finalizing the presentations and proposals for all sales opportunities. Maintain all documentation and knowledge repository and leverage the same for future sales opportunities. Establish and maintain effective communication channels between Sales and Product teams.
* Product Knowledge: Develop a deep understanding of our digital payments products and stay updated on industry trends. Provide product information - product features, benefits, integration processes, and value proposition - to the Sales team and prospects, as needed, to ensure the sale of our product/solution for each sales opportunity.
* Find opportunities to achieve revenue target aligned to the company’s vision and growth plan - collaborate with the Sales team to identify and pursue upsell and cross-sell opportunities. Break-down the conversion funnel to maximize conversion translating to revenue acquisition.
* Work with market-facing stakeholders and the Innovation process at the company to proactively identify the white-space opportunities that are in sync with company’s direction and build market reach plan.
* Collaborate with the Sales, Products, Marketing, and Delivery teams to prepare for meetings, presentations, and demonstrations for prospective clients.
* Additionally, collaborate with colleagues in the Sales team and with finance and senior management teams to prepare, review and refine business propositions and win strategies for every sales opportunity.
* Facilitate communication between all these teams to ensure alignment and synergy.
* Channels/Partnerships: Identify and close additional sales channels/partnerships to enhance company’s products reach.
* Global Market Research and Expertise: Stay informed about the competitive landscape, industry trends, and regulatory changes in the global markets to provide valuable insights to the Sales and Products teams with respect to products/solutions, features/functionality, gap analysis with competition - benefits and value offered by competitors, market needs, use-cases and success stories, and key executive profiles in clients’ organization. Lead proactively with all market research and collaterals, with data-driven information on trends, both for digital channels and physical reach, and arrive at a point of view aligned to the company’s vision. Provide insights to senior leadership to inform product development and market expansion strategies.
* Sales Reporting: Analyse sales pipeline to prepare, execute and track sales support execution plan and report all performance metrics every week and at the end of each month. Identify areas for improvement and implement course-corrections.
Qualifications Expected:
* Proven experience in a Pre-Sales and Sales Support or SME/Business Analyst role in the digital payments industry, preferably in Product based solutioning.
* Knowledge of digital payment technologies, trends, and regulatory landscape in the target market, preferably in the areas of Real-time Payments, Bill and Invoice Payments and other Overlay Services, Fraud and Risk Management, Merchant Acquiring and Acceptance, Cross-border Payments, and Payment Modernization - thereby reduce dependency on/utilization of SMEs’ time.
* Ability to create product/offerings collaterals independently.
* Strong organizational skills with attention to detail.
* Strong presentation, communication, and interpersonal skills.
* Ability to thrive in a fast-paced and dynamic environment.
* Demonstrated ability to support achievement of sales targets.
* Proficient in use of Microsoft Office tools.
* Credentials/Experience in working with executives in the digital payments industry, specifically executives at Financial Institutions (Banks), the Central Bank or Central Payment Infrastructure Operator, Payment Processors, Payment Service Providers and Fintechs in the target country/markets (North America, Europe, UK, APAC, Middle East), will be an advantage.
* Bachelor's (or a higher) degree in Business, Marketing, or a related/relevant field.
If you are a seasoned Pre-Sales and Sales Support, or Business Analyst professional with a successful track record in the digital payments industry and a passion for driving business growth, we encourage you to apply and be a key contributor to our continued success in the market.
Job Category: Pre-Sales and Sales Support
Job Type: Full-time
Job Location: Kolkata
Experience: 15+ years
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