Business Solutions Consultant – Virtual Account Management

Solution Leadership & Discovery (Pre-Contract)

Lead customer discovery and solutioning conversations across complex deposit and fund flow scenarios.

• Understand:
• Customer business model and fund flows
• Operational complexity and process dependencies
• Technical and integration constraints
• Nature of funds being managed (e.g., third-party, fiduciary, client-segregated, or operational funds)
• Translate customer needs into a clear Virtual Account Management solution approach, aligned to Huntington capabilities and delivery models.
• Apply knowledge of common Virtual Account Management use case patterns (e.g., fiduciary, custodial, platform-based, and multi-entity structures) to:
• Accelerate discovery and reduce cycle time
• Identify fit and non-fit early
• Surface typical control, ownership, and operational considerations
• Partner with RMs and TMAs to:
• Validate use case alignment
• Address client questions and solution feasibility
• De-risk complexity early in the sales cycle
• Serve as the Virtual Account Management subject matter expert in client discussions, helping simplify complex concepts and guide decision-making.

Delivery Orchestration

Determine when and how to engage:

• Technology teams
• Implementation and onboarding resources
• Platform and vendor partners
• Operations and servicing teams
• Coordinate execution across Product, Technology, Operations, Risk, and external partners to ensure alignment.
• Ensure:
• Clear ownership across all workstreams
• Clean, well-managed handoffs
• Alignment between sales commitments and delivery reality

Onboarding & Go-Live Accountability

• Maintain accountability for client progress through:
• Onboarding
• Integration readiness
• Go-live
• Validate that:
• Technical and operational prerequisites are clearly defined and met
• Customer expectations are aligned throughout the process
• Internal and external resources are properly engaged
• Ensure a smooth transition from implementation into ongoing servicing and Customer Success.

Risk & Solution Readiness Awareness

• Proactively identify risks and friction points related to:
• Use case fit and operational control requirements
• Customer and internal onboarding readiness
• Data dependencies and integration complexity
• Understand how different use case structures (e.g., fiduciary responsibilities, client fund segregation, and multi-party models) influence:
• Account structure design
• Control expectations
• Onboarding and servicing complexity
• Surface these considerations early to improve solution quality, reduce downstream friction, and ensure long-term scalability.

Basic Qualifications

• Bachelor’s Degree in Business, finance or related field or equivalent work experience.
• Minimum 10 years of proven success in a sales and solutioning consultant or technical sales advisor role.
• Minimum 4 years in the Merchant/AR/AP space, targeting mid-market firms.

Preferred Qualifications

• Master’s degree in Business, Finance, or related field.
• Experience in pre-sales or implementation of payment solutions is an advantage.
• Banking experience and project management experience are beneficial.
• Proven ability to develop and execute on go-to-market strategies focused on selling to mid-market firms.
• Proven experience in meeting six-figure sales goals in merchant/AR space.
• Ability to understand vertical needs and map solutions to fit those needs, as well as in-depth product features and specifications and communicate the value of technical solutions e.g., payment gateways and certifications.
• Skill in building relationships with decision makers in mid-market and large corporates. Well-versed with sales-cycles in mid-market and large corporate segments.
• Deep experience in payments products, especially merchant and receivables products
• Ongoing understand of different payment gateway solutions and features.
• Excellent communication, presentation, and interpersonal skills.
• Good interpersonal skills and ability to connect with internal and external stakeholders.
• Willingness to travel for client facing meetings, training, or conferences, between 20% – 30%, with remote work also being a part of the role.
• Thorough knowledge of various software programs including Salesforce, Word and Excel, and the ability to quickly learn additional systems/software.