Channel Sales Executive

The Role

As a key member of the Paymode Channel Team, The Channel Sales Executive (CSE) is a full-time position 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. 

The CSE will partner with Bank Sales Officers, Relationship Managers and Solution Engineers.  They 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 the technology than the bank channel sales officer. They become a trusted advisor to the Bank Team. 

How you will contribute 

• Developing and expanding relationships with channel sales teams to increase sales volume  
• Supporting channel sales teams through the pre-sales process, from opportunity identification and Qualification, to discovery, all the way through contracting 
• Presenting the Paymode-X value statement in partnership with or on behalf of channel partner 
• Earning the trust of Channel Teams as their Paymode subject matter expert, helping them create urgency, and overcoming the objections of the customer 
• Build Channel and Client Relationships 
• Work with bank sales officers to understand their client portfolios, and pre-qualify revenue-generating opportunities for Paymode-X and its’ Channel Partner 
• Serve as a trusted advisor to the client and channel 
• Solution Design and Definition 
• Utilize marketing tools and create value propositions to generate engagement of new business opportunities 
• Within each client, understand decision makers, influencers, followers – and actively build and maintain relationships across the spectrum of influence 
• Work with clients and bank channel partners to understand unique client needs and customize client-specific solutions 
• Work with internal partner teams to align on delivery of solution to fit client need  
• System Demonstration 
• Conduct demonstrations of Paymode 
• Configure data and workflow setups in demonstration systems to model client requirements 
• Coordinate with product management and delivery teams to configure demo systems  
• Process Improvement 
• Continuously improve internal processes, particularly in the areas of sales support 
• Bring prospect feedback – technical, product, customer experience – to PMX Channel Leadership    
• Manage and maintain all pipeline reports and Salesforce data with most up-to-date opportunity status and call notes 

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

• 5+ years of computer software sales and/or service experience, preferably in the AP management or commercial card space 
• Highly effective sales, relationship building and motivational skills 
• Strong interpersonal and business development skills, as well as superior Payments Industry Landscape and Paymode product knowledge  
• 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   
• Proven ability to assess sales strategy strengths and gaps, and make suggestions for process improvement 
• Highly organized and capable of working effectively 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, with an ability to push creative thinking beyond the boundaries of existing industry practices and client mindsets 
• Must be a “people person”, motivated to build and maintain professional relationships. 
• Prior experience managing a clean and current Salesforce pipeline 
• Ability to travel up to 50%
• BA/BS in a business or technology field, or equivalent experience.