Senior Solutions Consultant - Paymode for Digital Banking

The Role 

We are looking for a dynamic and innovative Senior Solutions Consultant to join our team in North America to help drive the launch of our Paymode for Digital Banking solution.  

Solutions Consulting is a critical part of our Go-to-Market strategy, collaborating with our Sales colleagues to drive bookings and profitable growth through compelling business payment offerings. We are a global team of experts organized around Centers of Excellence to “tell our best story” as One Bottomline to our customers, partners and the market.  We provide deep Product and Solution knowledge, technical guidance, and product application expertise to design optimal business solutions to secure successful new business relationships and expand existing ones.  We set a high-bar and consistent approach in how we present, demonstrate, communicate, WIN, and delight customers. We are also seen as the voice of the customer within Bottomline, partnering with our Product and Technology teams to direct and influence our products and roadmap.  

This role will be part of the Global Solutions North America team, helping drive sales to new and existing customers of our Paymode for Digital Banking solution. Paymode for Digital Banking integrates Paymode, a key strategic asset for Bottomline and the largest B2B payments network in North America, with Bottomline’s market leading Digital Banking solution enabling online payments and cash management for financial institution corporate clients ranging from micro-businesses to large corporates. 

As a key member working with the North America Banks Sales team, the Senior Solutions Consultant – Paymode for Digital Banking will apply domain expertise and thorough product knowledge to understand each prospect’s business focus, strategies and priorities.  The Consultant will lead the solution development phase of the sales cycle, lead the delivery of requests for proposal responses, and be responsible for delivering product demonstrations and answering detailed prospect questions related to product functionality and use.  The Consultant will also work with prospects and internally to analyze prospect payment data and quantify the expected financial benefits of adopting Paymode for Digital Banking. 

This role will work across the Digital Banking and Paymode teams as required to support Paymode for Digital Banking opportunities, as part of a global Solutions Consulting function. They will work closely with global product managers in understanding the broader portfolio of Bottomline’s global solutions that are best fit for expanding opportunities within our customer base and driving net new logos and partnerships.  

 This is a remote role, based in the US

How you’ll contribute 

• Engage in driving Sales activities across all GTM teams.  Help proactively qualify customer needs, validate solution capabilities, and answer functional and technical inquiries 

• Develop and expand relationships with Sales and Product teams 

• Drive product demonstrations and proof of concept illustrations. Engage and support Sales teams and customers through the sales process from discovery through contract presentment 

• Coordinate with Product and Delivery teams to keep demonstration systems current with the latest product releases and enhancements 

• Work with sellers to understand key details that will impact sales strategy including prospect priorities and needs, organization, decision-making process, technology infrastructure, and vendor ecosystem 

• Position the differentiation and financial value of Bottomline’s solutions in formal and informal competitive selling situations through product demonstrations, quantitative financial analyses, written communications, PowerPoint presentations, and other engagement most appropriate for specific situations and audiences   

• Tailoring product demonstrations to Bottomline’s strategy and goals for specific prospect interactions, including modeling key client requirements in demonstration environments, developing tailored ROI estimates based on client payments, and coordinating internally and externally to incorporate and integrate other Bottomline products and partner solutions where appropriate   

• Capturing initial solution definition inputs to support downstream activities including pricing, contracting, and deployment 

• Delivering consultative advice based on experience and best practices in formal and informal prospect discussions 

• Building productive, well-functioning prospect relationships across the spectrum of influence 

• Leading the delivery of and contributing compelling content to high-quality, differentiating request for proposal responses    

• Helping organize and maintain Bottomline’s request for proposal content database 

• Driving continuous improvement in Bottomline’s selling, product demonstration and proposal response processes 

• Modeling the partnership and collaboration with sales, product management, delivery and other teams required to make these processes successful  

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

• Meaningful experience in business payments  

• Strong verbal, written and presentation communication skills using the MS Office suite 

• Strong financial analysis and modeling skills using MS Excel  

• Ability to articulate compelling and differentiated value propositions in competitive sales situations 

• Strong facilitation and interpersonal skills, plus the ability to collaborate effectively   

• Excellent problem solving skills; ability to push creative thinking beyond the boundaries   

• Strong time management skills, plus the ability to maintain a high level of productivity, manage multiple competing priorities, and work effectively under the pressure of time constraints in a fast-paced, complex, team-oriented environment 

• Understanding of software development lifecycle and technology 

• Understanding of processes and techniques associated with complex, enterprise-level software sales 

• Ability to travel 20-40% 

• 10+ years’ experience as a technology industry professional in at least one of the following roles, preferably in the financial services industry: Pre-sales / solutions consulting, business analysis, professional services, treasury sales 

• BA/BS in a business or technology field, or equivalent experience   

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