An extraordinarily talented group of individuals work together every day to drive TNS' success, from both professional and personal perspectives. Come join the excellence!
The Global Solution Consulting Practice supports the sales function by engaging with customers and internal stakeholders to identify and scope sales opportunities, co-design solutions, and hand-over their execution to the delivery teams. The Practice spans across all TNS regions: 1) North America, 2a) the United Kingdom and Northern Ireland, 2b) Mainland Europe, 3) the Asia Pacific, and 4) Latin America.
This role will help the Sales Group principally in the APAC Region (Region 3) to identify accept, connect and orchestration solutions opportunities within a complete commerce framework, define business problems and solutions via in-depth investigation and gathering of technical and non-technical information, outline detailed requirements for solutions and hand over to delivery to ensure opportunities are completed successfully. A particular focus is Parking Platforms and Unattended Payments. Assisting the sales team by providing technical support, advice to target customers, and demonstrations (including proof of concept deliveries) to ensure services and solutions are fully qualified and designed to achieve the customer’s requirements. Additionally, to enable the Sales Managers to successfully win business with both our new and existing customers.
Scope may include internal and customer business problems, process definition, training delivery and execution, and support to the Sales Group and Solution Consulting Practice.
KPI & Determination & Target
Financial Goals Achievement of territory revenue, gross margin, and EBITDA targets as set by the company. Target: 100% Achieved
Quota Attainment Territory bookings against quota and revenue achieved versus quota. Target: 100% Achieved
Sales Process Adoption and Execution Consistent adherence to the TNS Sales Process, including the effective use of tools and technology (e.g. CRM). Target: Average >95% (Quarterly) Achieved
Customer Retention and Satisfaction Achievement of annual customer retention and satisfaction goals as defined by the company. Target: 100% Achieved
Responsibilities:
Essential responsibilities include:
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Identifying opportunities for payments acceptance ("Accept") solutions—particularly parking platforms and unattended payments—and supporting the Sales Group to qualify and progress them.
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Gathering, validating, and documenting customer business and technical requirements (e.g., use cases, transaction flows, device environment, and integration needs).
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Designing and presenting solutions using TNS standard offerings (e.g., terminal/POS integrations, gateways, device management, reporting), recommending adjacent capabilities where appropriate.
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Explaining solutions and addressing customer questions around payments acceptance, integrations, security, and operational considerations to remove barriers to purchase.
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Supporting bids, proposals, tender responses, and customer presentations (including solution descriptions and assumptions).
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Industry Standards, Compliance and Trends:
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Collaborating across the team to stay up to date with parking, vending and payments standards, emerging technologies, and trends relevant to TNS offerings (especially unattended and parking environments).
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Regulatory and scheme compliance: Understanding and designing solutions aligned to relevant requirements (e.g., PCI DSS and card-scheme rules) in partnership with internal specialists.
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Security best practices: Incorporating security and data-protection practices into solution design for terminals/unattended devices and related integrations.
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Proof of Concept (PoC) / Demonstrations:
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Working with Product and Delivery to build demos/PoCs that showcase end-to-end acceptance flows and validate integration and operational assumptions.
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Documenting customer needs and proposed acceptance solutions for handover (e.g., high-level design, assumptions, and scope)
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Creating simple diagrams to explain transaction flows, integrations, and solution components.
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Estimating costs and analysing commercial data to support business cases.
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Creating functional specifications for solutions.
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Using and updating CRM tools
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Stakeholder Management
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Employing an approach to identifying and managing various stakeholders, understanding their concerns and expectations when partnering with TNS, and building processes that consistently follow the same flow to share customer expectations and requirements with the internal teams at TNS.
Experience / Qualifications / Behaviors:
Essential Skills
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Background in Software as a Service
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Payments Acceptance ("Accept") knowledge, ideally including unattended payments and parking platforms
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Some experience (or strong interest) in payments pre-sales / solution consulting, with exposure to payment terminals, unattended devices, parking systems, or merchant acquiring
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Working knowledge of the payments acceptance ecosystem (e.g., acquirers, gateways, terminal/POS integrations, schemes, and transaction flows)
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Practical understanding of all elements of the payment ecosystems, including issuing, acquiring, message protocols, payment gateways, payment processors, payment terminals POS systems, ATMs, EFTPOS, schemes, loyalty and payment methods.
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Understanding of regulatory compliance to ensure solutions comply with relevant industry regulations and standards.
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Practical understanding and experience in security best practices, incorporating security best practice into solution designs to protect customer data and systems. Working knowledge of PCI-DSS or SOC2 or ISO27000.
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Ability to apply TNS’ standard solutions to customer problems.
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Effective stakeholder engagement
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The skill to deal with stakeholders as diverse as sales and bid management, vendors, customers, other solution consultants, the delivery teams, and management.
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Critical thinking
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The skill to understand and analyze problems and find solutions.
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The ability and skill to articulate improvements in TNS’ standard solutions to internal stakeholders.
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Curiosity and Problem solving
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The skill to think creatively and work collaboratively with teams to solve business challenges.
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The desire to keep abreast of current and new developments in payments and security to apply to TNS’ solutions and to share that insight with colleagues.
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Decision making
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The ability to make decisions around things such as requirement prioritization, scope, accessing viability of solutions
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Good listening and communications
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The skill to ask the right questions and correctly understand the information received
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The skill to communicate in English – both written and oral – at a very high level. TNS’ working language is English. Ability in other languages is appreciated.
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The skill to utilise video conferencing effectively. The Practice operates across the globe. Video conferencing with stakeholders occurs constantly.
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Documentation and writing skills
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The skill to effectively use application and web-based documentation tools to create documents such as use cases, business requirements, business cases, presentations, process flows and other business documents. TNS’ application suite is predominantly based on Microsoft systems and Confluence, but other systems are also used.
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Using and updating CRM systems. TNS uses Salesforce to document sales engagements, manage tasks, and facilitate other workflows across the business.
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Confident presenter
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The ability to present findings and recommendations to senior leaders and to manage stakeholder meetings in person, via video and voice conferencing tools.
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The ability to travel domestically and internationally.
Education / Certifications:
- Bachelor’s Degree or the equivalent qualification/industry experience within IT/eCommerce/Security/Electrical Engineering.
If you are passionate about technology, love personal growth and opportunity, come see what TNS is all about!
TNS is an equal opportunity employer. TNS evaluates qualified applicants without regard to race, color, religion, gender, national origin, age, sexual orientation, gender identity or expression, protected veteran status, disability/handicap status or any other legally protected characteristic.
