Accounts Payable (AP) Automation Software Regional Manager (Field Sales - Los Angeles)

American Express•Los Angeles, CA

69d•$86,250 - $158,250•Hybrid

About The Position

At American Express, our culture is built on a 175-year history of innovation, shared values and Leadership Behaviors, and an unwavering commitment to back our customers, communities, and colleagues. As part of Team Amex, you'll experience this powerful backing with comprehensive support for your holistic well-being and many opportunities to learn new skills, develop as a leader, and grow your career. Here, your voice and ideas matter, your work makes an impact, and together, you will help us define the future of American Express. How will you make an impact in this role? The Accounts Payable (AP) Automation Sales Manager will be responsible for driving sales from prospective clients in partnership with internal partners on all key activities related to the sourcing, qualifying, presenting, and ramping of Accounts Payable software solution deals. The ideal candidate works in tandem with internal partners to drive charge volume through Accounts Payable software solutions. The ideal candidate also engages directly with clients to understand customer needs and leverage product knowledge to deliver innovative business solutions that provide ongoing value to new customers through the American Express business suite of products.

Requirements

Consultative selling
Effectively identifies client needs to configure solutions that address client requirements and deliver value
Influence & persuasion
Uses appropriate interpersonal styles and communication methods to gain acceptance for products and/or services
Demonstrating value
Proactively and consistently demonstrates the value of partnering with American Express
Results focus
Demonstrates a competitive, positive attitude, quickly adapts to different situations, and recovers from setbacks
Market, industry, & product knowledge
Understands at a tactical level market/industry key competitors, challenges, terminology, technology, trends, and regulation
High learning agility
Intellectually curious
Collaborative and growth mindset
Personal accountability
Compliance focused
Bachelor's degree preferred
Minimum of 5 years in a direct client facing role with commercial customers
Experience partnering with clients across various markets / industries
Experience in a highly regulated industry
The ability to understand complex technology and articulate it in simple non-technical terms
Experience working with 3rd party SAAS partnerships to assist with lead generation.
Solid track record of working with sales process engineering and complex business processes
Demonstrated ability to work with teams
Strong working knowledge of AP and ERP solutions and software
Deep understanding of the overall Procure to Pay processes
Proficient in discussing and selling in our full AP Automation product suite
Ability to thrive in highly fluid environments, where technology and processes are always transforming
Ability to bring along peered stakeholders in an organization from C level to Accounts payable clerk
Ability to quickly make decisions and drive results in a dynamic and ever-changing environment
Creative problem-solving skills with track record of overcoming objections to drive growth
Understanding of risk management decisions and processes
Ability to lead informally, collaborate and build relationships within and across all levels of the organization (i.e., Product, Marketing, Servicing, Risk, Sales, etc.)
Strong communication and presentation skills, with the ability to tailor a message to a diverse set of audiences (customer, colleague, business partners, leadership)
Excels at prioritizing multiple tasks, developing daily, weekly, and monthly call strategies
Availability to travel up to 10%

Responsibilities

Partner with Sales, Marketing, and internal partners on targeted accounts to generate strong pipeline
Leverage various contact methods such as cold calling or in-person meetings to secure profitable sales through self-generated leads
All prospecting must be facilitated with integrity, and in accordance with our values, with a focus on profitably delivering solutions commensurate with the prospective client's needs.
Effectively manage a pipeline of prospective AP Automation customers provided by American Express and self-prospect
Turn leads into prospects (contacts who know you and are willing to share info on available opportunity), follow up with contacts in CRM database, and probe for potential opportunities with the prospects
Understand customer requirements and jointly develop solution in accordance with customer requests, bring in product specialists to meet with customer, and continue conversations to understand areas for improvement
Maintain a high level of knowledge and expertise across all AP Automation software offerings as the expert within American Express
Coach and train Sales teams to effectively identify opportunities and schedule appointments
Identify opportunities through needs assessment, serving as a consultant to the customer's business; recommend the best tools to optimize and improve client's payment processes
Coordinate internal resources to ensure smooth delivery of the solution and platform, and implementation
Drive collaboration across internal stakeholders, i.e., product and marketing teams.
Manage and execute all key phases of the sales process from sourcing to closing
Ensure all aspects of the American Express Code of Conduct, and our Business Conduct policies, standards, and procedures, are adhered to so that we uphold the highest standards in our interactions with our customers and compliantly meet all regulatory requirements

Benefits

Competitive base salaries
Bonus incentives
6% Company Match on retirement savings plan
Free financial coaching and financial well-being support
Comprehensive medical, dental, vision, life insurance, and disability benefits
Flexible working model with hybrid, onsite or virtual arrangements depending on role and business need
20+ weeks paid parental leave for all parents, regardless of gender, offered for pregnancy, adoption or surrogacy
Free access to global on-site wellness centers staffed with nurses and doctors (depending on location)
Free and confidential counseling support through our Healthy Minds program
Career development and training opportunities