Director of Business Development- Europe at Taulia Inc. in Düsseldorf, North ...

Taulia Inc. is a successful and fast-growing young company developing revolutionary business solutions designed to change the way B2B organizations think about managing payments and discounts. Taulia's mission is to optimize the financial supply chain between buyers and their numerous suppliers. We do so through a unique combination of a cloud-based platform and a certified SAP Add-On. 

About Us:

• Taulia empowers Global 2000 firms to make $10+ million/year by offering to pay suppliers ahead of schedule if they agree to discount their invoices.
• Our team previously built and exited Ebydos, a leading accounts payable software solution we sold to 600+ enterprises.
• We are well funded by great investors and are already working with big, paying customers, whose products you likely use every day.
• We’re small, selling fast and growing even faster.  

Job Description:

We are seeking an individual with a strong background in enterprise selling and partner channel development skills. You will leverage first reference implementations plus our existing pipeline and partner ecosystem to hit revenue targets for 2012. Achieving and exceeding the revenue target will depend on your ability to close direct sales, and assist partners in closing deals.  You will also lead our efforts to identify, qualify, develop and close new potential customers and partners within the European market.

You will be an essential part of the Taulia global sales organization and will be responsible for direct sales growth and indirect sales growth through developing a partner channel in Europe. This position will report to the  VP of Sales in San Francisco, however, the incumbent will be based in Europe, in order to best work directly with Taulia’s European operations located in Germany and run by Taulia's European Managing Director. As an early member, you will play an integral role in managing and developing the European market together with the VP of Sales and the European Managing Director.

Your responsibilities will include: 

Develop and maintain an actionable sales plan that ensures attainment of assigned revenue targets.  The plan will depend on a mix of both personally closed deals, and deals that are developed with partners.

• Create a European business plan to achieve annual sales attainment objectives, utilizing a combination of direct and partner sales.
• Partner with VP of Sales to develop and execute direct sales and partner sales plan.
• Partner with European Managing Director to develop and execute a partner sales plans.
• Develop sales execution plan for the European market.
• Generate and qualify pipeline for direct and partner sales channels.
• Proactively ensure that the business relationship is maintained at all levels with customer/clients and partner organizations.
• Keep abreast of any new developments or competitive information that may enhance or threaten revenue targets.
• Asses current and future customers needs; relay pertinent information to the appropriate individuals within Taulia.
• Work with VP of Sales and other business stakeholders to develop convincing replies to RFI and RFP's.
• Partner with VP of Sales to develop regional business case assessment process that can be used in direct and partner sales.

Requirements:

• Extensive experience selling business solutions to Global 2000 business executives, specifically to heads of A/P, Procurement, Treasury, IT, as well as the CFO
• Proven and consistent successful track record of annual quota attainment over the past 7 years.
• Experience working with and developing a European partners selling enterprise solutions into the Global 2000. 
• Strong professional business acumen and the ability to communicate business value propositions to senior executives within the Global 2000.
• A strong understanding of the financial operational process within the Global 2000.
• An expert in team selling environments with strong interpersonal, presentation and communication skills, in addition to being flexible and quick thinking.
• Ability to lead business case development workshops, produce business case reports, and lead multi-stakeholder and executive interviews.
• Ability to build trust and credibility and manage complex contract negotiations. 
• Ability to travel up to 50% of the time. Travel across all of Western Europe may be required, and therefore, you must possess a valid EU passport.
• Bachelors degree in business or a technical field. 
• Ability to effectively communicate in English verbally and in writing is key. The ability to communicate in multiple other European languages is also strongly desired.

Nice to Have:

• Startup experience. If you have supported or participated in the sale of the first 10-20 deals at an enterprise software start-up, that would be a huge plus.
• Experience with SaaS / subscription sales is a plus. 
• Experience with Supply Chain Finance, Dynamic Discounting and discount management solutions and strategies are a strong plus.
• Existing relationships with reseller partners and/or European banks would be very helpful.
• Access to existing SAP customers and/or SAP partner channel would be great.

How to Apply:

• Applications without cover letters will not be considered. We need people with exceptional communication skills in English. Write whatever you like, but we'd prefer it if you could explain why you are excited to join a startup and/or tell us about something you've done you are particularly proud of.