Sales Director - Hospitality & Restaurant Industry

Poynt Palo Alto , CA 94306

Posted 11 months ago

Sales Director - Hospitality & Restaurant Industry

Are you a solutions focused enterprise software sales professional looking to join a company with a "game changing" solution that is disrupting a $400B industry? Do you enjoy quarterbacking and negotiating large multi-million dollar deals with C-Level executives? Do you want to sell a "Must Have" solution that has the attention of the CEO's of major corporations?

Poynt has developed a Merchant Payment Platform (MPP) and App Store that is transforming the way merchants (large retailers) and service providers (merchant acquirers) interact with their customers. MPP is built on the Android Operating System and provides a full stack payment and sales platform along with a suite of "must have" applications enabling merchants to dramatically increase their customer lifetime value and loyalty. What's interesting about the platform is that it represents an ecosystem of hundreds of applications built for the merchant supported by a robust network of payment processors and gateways providing the merchant with "best-of-breed" options to grow their revenue and manage their business more efficiently.

Position Summary

The Major Accounts Sales Director is a self starter, results oriented, "big game" hunter with a proven track record of closing large, complex, multi-million dollar deals. You will be responsible for developing a strategic plan on how you will build your business that includes the process and techniques you will implement to successfully support both "sell to" and "sell through" model to large established companies whose business is tied to the payment industry.

You will be interacting, advising and negotiating multi-million dollar deals with executives from the Hospitality and Restaurant industry with companies such as; Marriott/Starwoods, Hilton, Hyatt, Wyndham, Starbucks, Panera, Dunkin, McDonald's, KFC, Burger King, Subway, Denny's, iHOP, Taco Bell, etc.

The ideal candidate will have a track record of success generating sales through personal contact, prospecting, business case justification, demonstrations, phone calls, reference selling and written proposals. You will be responsible for managing the complete sales cycle from lead identification through contract negotiation, signing and transition to customer success.

If you're ready to take on your biggest challenge yet with the largest upside potential then now is the time to make your impact.

Key Responsibilities:

  • Create a target list of the 20 major accounts you plan to pursue, that includes your criteria, reasoning, revenue potential, key influencers, techniques, resources required and specific tasks and objectives.

  • Present your detailed plan to the executives of the company for their feedback on how you will pursue the opportunities with your 20 accounts and which partners you plan to form relationships with and leverage.

  • Get the buy-in and support of the executives to execute your plan

  • Schedule weekly meetings with the VPS to discuss your progress and solicit feedback

  • To set you up for success you will be invited to participate in one of the company's potential big deals so you learn the mechanics of the deal work, key positioning and negotiating points, make suggestions on how the company should pursue the opportunity and get feedback from executive management on your approach and strategy.

  • Gather relevant information for each major account to identify their critical business challenges and how the company's products are best positioned to address those challenges

  • Work with sales engineering, product marketing and executive management to develop the pitch deck, solution presentation, ROI example case studies and implementation plan

  • Quarterback and manage multiple concurrent sales cycles and the complexity to meet the objective of closing the deal

  • Meet or exceed quarterly MBO's and annual revenue goals

  • Accurately forecast software, hardware, professional services and training opportunities on a monthly basis

  • Demonstrate and maintain a thorough understanding of the target market and functional business activity

  • Analyze and understand customer insights and market trends; adapt, communicate and evolve strategies based on these changes


  • Minimum of 10 years experience selling software solutions to large corporations and preferably to companies in at least one of these verticals; Financial Services / Banking, Retail, Hospitality or Telecom industries

  • Experience selling to C-level executives where you were leading the negotiations of the deal

  • Demonstrated track record of "land and expand" selling growing revenues in named accounts to several millions of dollars annually

  • Partner savvy with examples of working with system integrators to leverage their relationship with your prospects to close multi-million dollar deals.

  • Proven success of quota over-attainment during the past several years and closing deals greater than $1M in TCV

  • Bachelor's Degree, or equivalent experience in a relevant field

Knowledge, Skills and Abilities:

  • Excellent presentation, interpersonal communication and analytical skills

  • Ability to clearly communicate thoughts and ideas in person, over the telephone, and in written correspondence

  • Demonstrated knowledge and success sell to at least one these industries; Retail, Hospitality, Mobile / Telecom, Financial Services (Acquirers) / Payments

  • Self-starter with excellent prioritization and time management skills

  • At ease establishing business relationships with individuals from various industries & departments and at various corporate levels

  • Comfortable speaking before an audience of up to 50 people in either a live meeting or teleconference setting

  • Well versed in social selling, mobile apps and security or payments technology preferred

  • Bachelor's Degree

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