Solution Consultant - Payments

About the role

The Solutions Consultant is a key member of the sales organization, driving the sales process and goals as the product and technical expert. This role collaborates with TM Advisors, Relationship Managers, Product Management, and Vendor Partners to lead the sales process and manage the pipeline within the Payments business for a specific industry vertical or geography.

Responsibilities

• Lead the Payments sales process and manage the sales pipeline in a specific industry vertical or geography to meet or exceed new account, sales, and revenue goals.
• Collaborate with internal and external partners to develop and implement business development strategies.
• Lead sales discussions with potential or current clients to understand their needs and present solutions, overseeing the sales pipeline for the assigned industry vertical.
• Report on activities and opportunities to internal leaders and vendor partners.
• Help prospects make decisions by clearly presenting value propositions and assist in responding to requests for proposals (RFPs).
• Serve as a product expert with clients and internal business partners, including gateway certifications, APIs, and their documentation.
• Leverage deep product knowledge to configure products for client needs.
• Conduct need assessments and product demonstrations either remotely or on-site.
• Help improve and commercialize products by distributing client feedback, competitive information, and updates on solutions to relevant parties.
• Communicate clients' technical product needs to service partners.
• Work with product and marketing teams to develop sales tools and training materials.
• Work with the implementation team and participate in complex or sensitive implementations/onboardings to enhance client experience.
• Perform other duties as assigned.

Requirements

• Bachelor’s Degree in Business, Finance, or related field.
• 10+ years of proven success in a sales and solutioning consultant or technical sales advisor role.
• 4+ years in the Payments/Treasury Management/AR/AP space, targeting mid-market firms.
• 4+ years experience developing and executing go-to-market strategies focused on selling to mid-market firms, including:
  • Meeting six-figure sales goals in payments/AR space.
  • Understanding vertical needs and mapping solutions to fit those needs.
  • In-depth knowledge of product features and specifications.
  • Ability to communicate the value of technical solutions (e.g., payment gateways and certifications).
  • Experience with sales cycles in mid-market and large corporate segments.
• 4+ years experience with payments products, especially merchant and receivables products, including understanding of different payment gateway solutions and features.
• 4+ years experience with Salesforce, Word, Excel, and the ability to quickly learn additional systems/software.

Preferred Qualifications

• Master’s degree in Business, Finance, or related field.
• Excellent communication, presentation, and interpersonal skills.
• Skilled in building relationships with decision makers in mid-market and large corporates.
• Well-versed with sales cycles in mid-market and large corporate segments.
• Strong interpersonal skills and ability to connect with internal and external stakeholders.
• Willingness to travel for client-facing meetings, training, or conferences (20% – 30%), with remote work also part of the role.
• Experience in pre-sales or implementation of payment solutions is an advantage.
• Banking experience and project management experience are beneficial.

Schedule

This is an exempt position. The role follows a hybrid workplace model, combining in-office and remote work. Specific work arrangements will be provided by the hiring team.

Pay

The compensation range represents the anticipated low and high end of the base compensation for this position. Actual compensation will vary based on factors including location, experience, and education. Colleagues in this position are also eligible to participate in an applicable incentive compensation plan.

Benefits

• Health insurance coverage.
• Wellness program.
• Life and disability insurance.
• Retirement savings plan.
• Paid leave programs, paid holidays, and paid time off (PTO).