Job Description
Description
Primary Objective/Purpose of the Job
We are seeking a motivated Business Development Lead to drive innovation and growth in the Independent Software Vendor (ISV) vertical within our SME (Small and Medium Enterprise) segment.
Job Overview: The Sales Manager for the ISV vertical will play a role encompassing strategic business development solutions in the SME space. ISVs are companies that develop and provide specialized software products and services tailored to meet specific business needs across diverse industries. These vendors deliver innovative solutions, such as Enterprise Resource Planning (ERP), Customer Relationship Management (CRM), Web Builders, Accounting and Tax software, and Productivity tools, among others. This position requires a dynamic leader with the ability to identify and capture new market opportunities, develop strategic partnerships with ISVs, and create scalable product strategies that enhance Global Payments value proposition in this critical market segment.
Responsibilities:
Business Development Strategy:
Develop and execute comprehensive go-to-market strategies tailored to ISVs serving SMEs.
Identify, evaluate, and onboard ISV partners to integrate Global payments solutions.
Drive revenue growth by creating new business opportunities and partnerships.
Collaborate with internal sales and marketing teams to align business strategies and objectives.
Provide support to the sales teams in pre and after-sale partner meetings with a detailed understanding of product features to identify and implement solutions
Own the creation of Sales training, collateral & Marketing initiatives to elevate SMEs ISV vertical
Product Leadership & Strategy:
Define and manage the product roadmap specific to the ISV vertical, ensuring alignment with SME market needs and Global Payments broader strategic goals.
Work closely with ISVs to develop joint value propositions that enhance product offerings and drive SME adoption.
Collaborate with product development teams to oversee new feature rollouts, ensuring product-market fit and user-centric design.
Track product performance metrics, gather user feedback, and iterate to enhance product features and competitiveness.
Stakeholder Engagement:
Build and maintain strong relationships with key stakeholders, including ISV partners, merchants.
Present business cases, product updates, and partnership benefits to internal and external stakeholders.
Serve as a key representative at industry events, and meetings to advocate for Global Payments SME solutions in Malaysia.
Market Insights & Analysis:
Conduct market analysis to stay informed of competitive trends, emerging ISV technologies, and evolving SME needs.
Utilize data-driven insights to inform business decisions and product development strategies.
Identify and address potential barriers to adoption in the SME segment and proactively seek solutions.
Cross-functional Collaboration:
Collaborate closely with Global Payments marketing, finance, business development, and specific product teams, as well as senior executives, to ensure cohesive product deployment, effective go-to-market strategies, and seamless integration.
Work closely with legal and regulatory teams to navigate compliance and security considerations within the ISV space.
Knowledge And Skill Required
Leadership Skills: Proven leadership capabilities to manage complex projects and lead cross-functional teams.
Analytical Skills: Strong analytical, problem-solving, and decision-making skills.
Communication: Excellent written and verbal communication skills; adept at presenting complex ideas in a clear and compelling manner.
Technical Proficiency: Familiarity with digital payment technologies, API integrations, and SaaS platforms is highly desirable.
Experience:
Minimum of 9-10 years in business development, product management, or a similar role within the fintech or payments industry.
Industry Expertise: Demonstrated experience working with or within ISVs, with a clear understanding of their business models and value propositions for SMEs.
Education:
Degree in Business, Marketing, Computer Science, or a related field.
