Channel Sales Executive

Bottomline•Portsmouth, NH

10d

About The Position

Are you ready to transform the way businesses pay and get paid? Bottomline is a global leader in business payments and cash management, with over 35 years of experience and moving more than $16 trillion in payments annually. We're looking for passionate individuals to join our team and help drive impactful results for our customers. If you're dedicated to delighting customers and promoting growth and innovation - we want you on our team! As a key member of the Paymode Channel Sales Team, the Channel Sales Executive (CSE) is focused on driving new Paymode sales, through our Bank Partners. Channel Sales Executives are responsible for building and strengthening relationships with Bank Teams and will partner, both internally and externally, throughout the sales cycle: training channel sales teams, analyzing and prospecting within customer portfolios, reviewing pre-sales qualifications, identifying business drivers, and providing solution requirements and technical guidance. In this role, you will partner with Bank Sales Officers, Relationship Managers and Solution Engineers, and you are accountable for taking ownership of deal and pipeline success, including managing and tracking sales activity within Salesforce. The position requires ongoing learning to ensure industry knowledge of payables trends that our Bank Partners and their clients are experiencing, in addition to a deep understanding of the PMX platform and its capabilities. A successful CSE relies upon credible relationship building and the ability to go deeper into technology than the bank channel sales officer to become trusted advisors to the Bank Team.

Requirements

Bachelor’s degree preferred or equivalent work experience.
5+ years of Experience selling SaaS solutions to senior executives within large corporate finance such as the CFO, Treasurer, and Controller.
Possess a Strong Will to Win and Growth Mindset.
Highly effective sales, relationship building, and motivational skills.
Strong interpersonal and business development skills, as well as superior product knowledge of PMX.
Excellent follow-up skills and a sense of urgency in answering questions, resolving issues/questions, as well as coordinating internal cross-functional teams to appropriately respond to needs.
Ability to assess sales strategy strengths and gaps and make suggestions for process improvement.
Capability to manage multiple opportunities across various sales stages all advancing towards closure.
Highly organized and collaborative with a high ability to work effectively across functional groups.
Impeccable verbal, written and presentation communication skills using the MS Office suite (email, documents, presentations), with attention to detail.
Excellent critical thinking skills, ability to conduct needs assessment and discovery through high-value questions, listening skills, and collaboration with clients and prospects.
Ability to influence creative thinking beyond the boundaries of existing industry practices and client mindsets.
Prior experience managing a clean and current Salesforce pipeline.
Ability to travel up as role requires.

Responsibilities

Works leadership and partners to deliver results against revenue and growth targets.
Developing and expanding relationships with new clients to earn their trust, overcome objections, and create a sense of urgency.
Collaborate through the entire sales process, from discovery through contracting and implementation.
Presenting the PMX value statement and competitive differentiators.
Serve as a trusted advisor to the client and partners.
Operates as the lead point of contact for any matters specific to your customers throughout the sales cycle.
Maintains sales operational requirements including documentation in Salesforce and internal communications to senior management and other teams per best practices.
Forecasts and tracks key account metrics across entire pipeline.
Maintains professional and technical knowledge by reviewing professional publications, establishing personal networks, and participating in professional societies.
Creates and manages target call lists and executes on prospecting KPIs.
Utilize marketing tools and create value propositions to generate engagement of new business opportunities.
Within each client, understands unique client needs, decision makers, spectrum of influence, and can customize client-specific solutions.
Ability to take part and lead during demonstrations of PMX.
Identify data and workflow setups to be incorporated in demonstration to model client requirements.
Coordinate with product management and delivery teams to configure demo systems.
Continuously improve internal processes, particularly in the areas of sales support.
Bring prospect feedback – technical, product, customer experience – to PMX Direct Leadership.
Manage and keep all pipeline reports and Salesforce data with up-to-date opportunity status and call notes.