Channel Sales Executive

The Role

We are looking for a Channel Sales Executive to innovate, win, and grow with us in a remote location

This role can be hybrid or 100% remote (preference will be given to Northeast Coast)

As a key member of the Paymode- X (PMX) Channel Team, you are responsible for building and strengthening relationships with Bank Channel Sales Officers 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.  While you will partner with a bank, you are accountable for taking ownership of deal and pipeline success, while managing and tracking sales activity within Salesforce.  This position requires ongoing learning to ensure industry knowledge of payables trends that our bank customers and their clients are experiencing, in addition to a deep understanding of the PMX platform and its capabilities. The successful Channel Sales Executive relies upon credible relationship building and the ability to go deeper into the technology than the bank channel sales officer.

How you’ll contribute:

• Developing and expanding relationships with channel sales teams to increase sales volume
• Supporting channel sales teams throughout entire sales process, from discovery 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-X subject matter expert, helping them create urgency with and overcoming the objections of their customers
• 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
• System Demonstration:
• Conduct demonstrations of Paymode-X.
• 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 product knowledge of
• Paymode-X
• 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 30% or more as the role requires

#LI-AD1