Director Technology Media & Telecoms Sales - Global Payments Solutions

In compliance with applicable laws, HSBC is committed to employing only those who are authorized to work in the US. Applicants must be legally authorized to work in the U.S. as HSBC will not engage in immigration sponsorship for this position.

Our purpose – Opening up a world of opportunity – explains why we exist. Here at HSBC, we use our unique expertise, capabilities, breadth, and perspectives to open up new kinds of opportunity for our more than 40 million customers. We’re bringing together the people, ideas and capital that nurture progress and growth, helping to create a better world – for our customers, our people, our investors, our communities, and the planet we all share.

As the Director Technology Media & Telecoms Sales - Global Payments Solutions (GPS) you directly support and deputize the Managing Director Head of GPS TMT Sales for coverage of the TMT sector sales team. You are accountable for helping to shape and deliver the team’s revenue ambitions, including the design and execution of an effective planning and calling approach.

In this role, you also ensure strong coordination with Global Relationship Bankers (RM’s), while strengthening corridor connectivity and leading initiatives to drive cross-border opportunities and support consistent, joined-up client coverage for payments and liquidity.

In this role, you will:

• Be recognized as a GPS specialist with an ability to display competent knowledge of relevant products and services within the jobholder’s area of responsibility
• Consistently be a role model for the Senior Sales Manager competencies; providing guidance and coaching to other sales managers and team members, including peers, where necessary
• Proactively lead research into external markets and competitors to identify and share ways to differentiate and deliver value to our customers in line with the HSBC strategy
• Promote the most appropriate and sustainable solution for our customers
• Deepen customer insight by gathering information from many sources and uses it to shape HSBC’s approach to our customers
• Take responsibility for ensuring that cross-border referrals and/or international solutions are successfully concluded and the requirements of internationally focused customers are met by collaborating with others to resolve complex multi-jurisdictional issues, and by sharing best practice with others
• Focus on building a strong network across the bank and know who to go to (either in country or overseas) in order to gain help, advice and knowledge regarding processes and procedures to ensure we meet customers’ expectations at pace
• Show insight and judgement in your ability to identify, target and influence long-term opportunities, new customers and/or key decision makers and build plans to enable delivery against customer requirements
• Use detailed understanding of products and services to identify and/or create complex solutions to meet customer’s needs
• Use a selection of sales techniques to identify, counter and resolve objections and use a range of influencing skills in order to achieve closure of deals and achieve personal targets, whilst knowing when to compromise to gain the most equitable solution without damaging future relationships
• Manage, track and close complex or large sales that may cover multiple products/services within agreed timescales, using judgment to know when to influence key decision makers to achieve timely closure of deals
• Analyze and interpret the changing external regulatory framework for the business segment/industry
• Analyze, understand, interpret and communicate what is happening in the marketplace across customers and business segments
• Consistently role model Senior Sales Manager behaviors and lead by example in customer focus, ethical decision-making, and disciplined execution
• Coach and develop your team members through deal reviews, call planning, pipeline discipline, and solutioning support to uplift overall team performance
• Provide clear direction and prioritization across competing demands, helping stakeholders align on what matters most for customers, client experience and revenue delivery
• Lead virtual, cross-functional teams (Product, Implementation, Operations, Risk, Legal, Compliance, Pricing) to deliver coordinated client outcomes and effective governance

To be successful in this role you should meet the following requirements:

• A Bachelors (undergrad) Degree or equivalent
• Global Payments Solutions (Cash Management) experience / knowledge
• Corporate Payment Card knowledge / understanding
• Corporate sales and relationship management experience
• Knows and understands the local and/or international financial services industry in commercial, socio-economic and political terms
• Proven ability in identifying and meeting customer needs through matching a broad range of products and services
• At least 12 years experience in the corporate/payments/banking industry

Knowledge & Qualifications

• Sound knowledge of GPS local and regional cash management products and services
• Proven ability in identifying and meeting customer needs through matching a broad range of products and services
• Good level of business acumen and commercial awareness, including economic, cultural, procedural and regulatory issues

Skills

• Influencing skills and ability to build positive working relationships with our customers, colleagues and stakeholders
• Anticipates and identifies risks and ensures appropriate steps are taken to mitigate and manage them
• Ability to gather, analyze and interpret comprehensive information and/or customer requirements in order to provide solutions that are commercially viable and sustainable
• Prioritization and working on multiple urgent and important projects at one time
• Experience in Strengthening Stakeholder relationships
• Personal accountability and responsibility for developing the levels of capability and competence needed to be effective in the role
• Ability to communicate with impact, ensuring complex information is articulated in a meaningful and simple way to wide and varied audiences to drive outcomes

Capabilities

• Engaging with Customers/Stakeholders/Colleagues
• Working in a Dynamic Environment and often on the go (due to travel)
• Working Responsibly
• Managing global and nationwide Programmes & Projects
• Influencing and Challenging Stakeholders across the matrix
• Managing sensitive business and client Information

Expertise (post-onboarding)

• Time-management is essential
• Strong written and oral communication skills
• Ability to assimilate knowledge quickly in a rapidly changing technical environment
• Team Engagement and demonstrating leading by example
• Pro-active and flexible
• Broad based knowledge of HSBC world-wide
• Common sense, pragmatic approach to problem solving

As an HSBC employee, you will have access to tailored professional development opportunities to ensure you have the right skills for today and tomorrow. We offer a competitive pay and benefits package including a robust Wellness Hub, all in a welcoming and inclusive work environment. You will be empowered to drive HSBC’s engagement with the communities we serve through an industry-leading volunteerism policy, a generous matching gift program, and a comprehensive program of immersive Sustainability and Climate Change Initiatives. You’ll want to join our Employee Resource Groups as they play a central part in life at HSBC, including the development of our employees and networking inside and outside of HSBC. We value difference. We succeed together. We take responsibility. We get it done. And we want you to help us build the bank of the future!

Your final fixed pay offer will depend on the candidate and several variables, including but not limited to, role responsibilities, skill set, depth of experience and education, licensing/certification requirements, internal relativity, and specific work location.

All qualified applicants will receive consideration for employment without regard to age, ancestry, color, race, national origin, ethnicity, disability or medical condition, genetic information, military or veteran service, religion, creed, sex, gender, pregnancy, childbirth, caregiver status, marital status, citizenship or immigration status, sexual orientation, gender identity or expression or any other trait protected by applicable law.