About The Role:
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The incumbent is responsible for driving solution-led sales engagements by combining deep product knowledge, commercial acumen, and industry expertise. This role partners with sales teams to identify customer challenges, design tailored solutions, and clearly demonstrate the value of F&B digital solutions to restaurant operators and hospitality groups. Acting as the bridge between customers and internal stakeholders, the designate will support the end-to-end sales cycle, from opportunity qualification and solution design through proposal development and executive presentations, ultimately contributing to revenue growth and market expansion of F&B digital solutions.
Responsibilities
Key Responsibilities:
Solution Consulting & Sales Support:
- Partner with the sales team to qualify opportunities and understand customer requirements and work closely with the sales team to support in technical sales meetings.
- Conduct discovery sessions with restaurant operators, hospitality groups, and enterprise prospects.
- Deliver engaging product demonstrations and solution walkthroughs.
- Provide training to sales teams and relationship managers on the value prop, product differentiators, unique selling points, and customer journey.
- Lead pre-sales and technical integration calls, including performing research on the potential merchant/partner prior to the call to ensure that we understand their environment, products, and solutions.
- Support customer workshops and executive presentations.
- Work closely across various verticals such as Product Development, Business Development, Merchant Relations & Marketing to provide a comprehensive solution to the client.
- Act as the subject matter expert during client discussions and evaluations.
- Prospect for potential clients and convert them into increased business opportunities, working closely with the sales team.
Solution Design:
- Translate business requirements into scalable solution recommendations.
- Assess restaurant operational workflows and recommend best-fit deployment models.
- Advise clients on implementation approaches, payment integrations, and customer journey optimization.
- Identify opportunities for upselling additional payment and value-added services.
- Develop ROI models demonstrating the operational and financial benefits of the platform.
- Ensure smooth transition to technical teams of the business and functional requirements agreed with the customer and enable initial hand holding and relationship building with the customer.
Deployment Success:
- Serves as a point of contact for both internal and external teams during deployment.
- Collaborate with internal and external teams for merchant onboarding and deployment activities.
- Provide consistent status and progress reporting to internal and external teams during deployments.
- Coordinate for installation dates between Merchant, internal, and external teams.
- Align go-live with all parties.
- Prepare and submit weekly reports on the status of various engagements.
Market & Competitive Intelligence:
- Monitor restaurant technology trends and competitor offerings.
- Develop competitive positioning against other similar solutions in the market.
- Gather customer feedback and market insights to support product enhancement initiatives.
- Maintain knowledge of hospitality, F&B, fintech, and digital commerce trends.
- Participate in marketing events including trade shows, seminars, and conferences as a Subject Matter Expert in hospitality solutions.
Qualifications
Key Requirements:
- Bachelor's degree in Business, Marketing, Technology, Hospitality Management, or a related field.
- 6-8 years of experience in pre-sales, solution consulting, sales engineering, product marketing, or business development.
- Experience in payments, fintech, restaurant technology, hospitality technology, POS systems, SaaS platforms, or digital solutions.
- Experience presenting to senior stakeholders and decision-makers.
- Demonstrated success supporting enterprise and mid-market sales opportunities.
- Excellent presentation and communication skills (digital or face-to-face).
- Experience in hospitality tech products/platforms sales or product management.
- Expertise on current Payment industry best practices in the hospitality space.
- Demonstrated strong business judgment and decision-making skills; ability to identify, prioritize, and articulate highest impact initiatives.
- Proven ownership of large merchants from pre-sales, sales, or integration project perspective.
- Outstanding analytical skills, strong experience interpreting test results & drawing conclusions.
- Good search skills and quest for learning.
