Microfinancial Inc. Director, Strategic Alliances in Burlington, Massachusetts
Director, Strategic Alliances
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Job Title: Director, Strategic Alliances
Reports To: VP, Business Development & Marketing
Location: East Coast
Join TimePayment in our mission to expand our top-quality service to the nation’s equipment buyers and sellers. For more than 30 years, we have provided equipment lease financing options to over 800,000 customers. Our unique blend of dedicated team members and market leading technology has earned us accolades from over 30 different industries. Through our network of 10,000+ independent equipment vendors, and utilizing our multi-level credit scoring model, we are able to provide finance solutions to a wide range of customers - from large corporations, to small businesses, including new entities.
Our diverse team of employees work hard, but we know how to keep it fun. We enjoy a generous benefits package, a casual working environment, and opportunities for career growth. TimePayment is conveniently located with plenty of nearby amenities. Whether you are looking for a strong training program that encompasses a “classroom to office” transition, you’re a seasoned professional looking for career advancement, and/or are looking to work on new and exciting projects, we've got a place for you. Apply to join our dynamic team today!
TimePayment Corp. is a private company owned by Fortress Investment Group of New York. Fortress is a leading, highly diversified global investment firm with $36.1 billion in assets under management and operates within The SoftBank Group as an independent business. The SoftBank Group is comprised of a global portfolio of companies, which includes advanced telecommunications, internet services, AI, smart robotics, IoT and clean energy technology providers and has over $93 billion in committed capital.
Follow us: @TimePayment on Twitter | TimePayment on Facebook
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.
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 (Salesforce.com) 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 equipment leasing
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 (Salesforce.com preferable)
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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