Senior Solution Consultant - Banking

The Role

Solutions Consulting is a critical part of our global Go-to-Market strategy. We are experts in our solutions to ‘tell our best story’ as One Bottomline to our customers, partners and the market. Solution Consulting is a global team setup to partner with our Sales colleagues to focus on driving bookings and profitable growth through compelling business payment offerings. We are seen as the voice of the customer in Bottomline, partnering with Product and technology teams to direct and influence our products and roadmap. 

This role will be part of the Solution Consulting North America team, addressing customer needs and challenges and to differentiate Bottomline from its competitors. Solution Consultants provide deep Product and Solution knowledge, technical guidance, and product application expertise to design optimal product configurations and business solutions to secure successful new business relationships and expand existing ones.  They set a high-bar and consistent approach in how we present, demonstrate, communicate, WIN, and delight customers. 

As a key member working with the North America Banks Sales team, the Senior Solutions Consultant - Banking utilizes domain expertise and thorough product knowledge to understand each prospect’s business focus, strategies and priorities.  The Consultant leads the solution development phase of the sales cycle, leads the delivery of requests for proposal responses, and is responsible for delivering product demonstrations and answering detailed prospect questions related to product functionality and use. 

This role may also work across other global sales teams as required to support Banking opportunities, as part of a global Solutions Consulting function. They will work closely with global product line 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. 

How you’ll contribute

• Engage in driving Sales activities across all GTM teams.  Ensure team is active and proactive in qualifying customer needs, validating solution capabilities, and answering functional and technical inquiries.
• Develop and expand relationships with Sales teams.
• Drive product demonstrations and proof of concept illustrations. Engaging and supporting Sales team 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.
• Working 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
• Positioning the differentiation and value of Bottomline’s solutions in formal and informal competitive selling situations through product demonstrations, 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 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

• Strong verbal, written and presentation communication skills using the MS Office suite 
• 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 30 - 50%
• 5+ 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, solution architecture
• BA/BS in a business or technology field, or equivalent experience  

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Last updated on Aug 16, 2024