Solutions Consultant

The Role

We are looking for a dynamic and innovative Solutions Consultant – North America Corporates to join our team in the United States. 

This is a full-time position focused on driving new sales of our Paymode-X, Payment Hub and other solutions to corporate prospects in North America.  Senior Solution Consultants, leveraging their experience selling with financial institution partners, will drive the overall approach and set the sales tone by delivering product demonstrations, leading RFP responses, and serving as subject matter experts on the solutions they represent. They will partner with Channel teams throughout the sales cycle:  pre-sales qualification, business driver identification, solution requirements and technical guidance – all based on best practices and demonstrated success.

The position will demand fast thinking, answering prospects’ questions about using the Paymode-X and Payment Hub solutions to address payable, automation and payment origination needs. This Solution Consultant will focus on pre-sales activities to ensure client success, and must exhibit domain expertise, superior product knowledge, and the ability to articulate compelling and concise value propositions.

The successful Senior Solution Consultant strikes a steady balance between sales and product – running deep and broad on both.

How you will contribute

Key responsibilities of the position:

• Developing and expanding relationships with channel sales teams to increase sales volume through each channel

• Supporting channel sales teams throughout entire sales process from discovery through contract presentment

• Providing subject matter expertise 

• Presenting key value statements in partnership with or on behalf of channels

• Demonstrating our solutions

• Leading demonstrations to highlight key value propositions, workflows and features

• Configuring data and workflow to model client requirements and best represent each solution’s capabilities

• Coordinating with product management and delivery teams to keep demonstration systems current with the latest product releases and enhancements

• Solution Design and Definition

• Tailoring value propositions and other artifacts to help generate new business

• Using the communication medium most suited to differentiating solutions at different levels for different audiences, including executive summary PowerPoint presentations, detailed Word design documents, and gap analysis spreadsheets 

• Working with clients to suggest alternative workflows to minimize customization and to maximize the adoption and value of our solutions 

• Partnering with internal and third-party experts to generate integration guides and other technical collateral to help accelerate deployment and value capture

• Building Client Relationships

• Working with customers and prospects to understand their organization – decision makers, influencers, followers – and to actively build and maintain relationships across the spectrum of influence

• Serving as a trusted advisor to the client and channel

• Driving Process Improvement

• Continuously improving internal processes, particularly in the areas of sales support

• Bringing prospect feedback related to market trends and technical and product enhancement requests to the Product Management team for consideration

If you have the attributes, skills, and experience listed below, we want to hear from you.

• 8+ years of computer software sales and/or service experience, preferably in the comprehensive payables management, treasury management or commercial card space

• Highly effective sales, relationship building and motivational skills

• Strong interpersonal and business development skills

• Excellent follow up skills with a sense of urgency for answering questions, resolving issues, and coordinating across functional teams to respond appropriately to customer needs  

• Proven ability to assess sales strategy strengths and gaps, and to suggest improvements

• Highly organized and capable of working effectively individually and  across functional groups

• Impeccable verbal, written and presentation communication skills using the MS Office suite (email, documents, presentations), with rigorous attention to detail

• Excellent problem-solving skills; ability to push creative thinking beyond the boundaries of existing industry practices and client mindsets

• Must be a “people person” who is motivated to build and maintain professional relationships.

• Ability to travel up to 33%

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