Channel Sales Executive

As a Channel Sales Executive at Bottomline, your primary responsibilities will include driving new Paymode sales through our Bank Partners, building and strengthening relationships with Bank Teams, and collaborating throughout the sales cycle. You'll be involved in training channel sales teams, analyzing customer portfolios, and maintaining communication through Salesforce to ensure pipeline success. Your role requires you to present the PMX value proposition, serve as a trusted advisor, and continuously improve internal processes to drive sales effectiveness.

To be considered for the Channel Sales Executive position at Bottomline, candidates should ideally possess a Bachelor's degree or equivalent work experience and have a minimum of 5 years of experience selling SaaS solutions, especially to senior executives in corporate finance roles such as CFOs and Treasurers. Strong interpersonal and relationship-building skills, along with the ability to manage multiple opportunities simultaneously, are also essential. Additionally, you should be proficient in using Salesforce to manage your pipeline effectively.

A Channel Sales Executive at Bottomline plays a critical role in driving business results by building relationships with Bank Partners and their teams, ultimately leading to increased sales. By serving as a trusted advisor, you help clients discover unique solutions that meet their needs and align with industry trends. Moreover, your ability to effectively manage the sales cycle and utilize Salesforce to track progress contributes significantly to the overall success and growth of Bottomline's Paymode platform.

A typical workday for a Channel Sales Executive at Bottomline involves engaging with Bank Partners, conducting training sessions, participating in sales strategy meetings, and analyzing customer portfolios. You’ll spend time maintaining your Salesforce pipeline, tracking key account metrics, and collaborating with internal teams to customize solutions for clients. Continuous learning about payables trends and networking with industry professionals are also important parts of your role to ensure you remain a knowledgeable resource for your clients.

Yes, the Channel Sales Executive role at Bottomline is 100% remote, allowing you the flexibility to work from anywhere in the United States. This setup not only provides you with the freedom to manage your work-life balance but also enables you to connect with clients and partners in diverse locations, enhancing your sales opportunities and professional growth.

In your response, highlight specific sales techniques such as solution selling, consultative selling, or relationship-driven approaches that you have successfully used in previous roles. Mention how these techniques helped you build rapport with clients and drive sales, particularly in SaaS environments like Bottomline's Paymode solution.

Your answer should encompass a specific scenario where you faced a significant objection from a potential client. Detail how you actively listened to their concerns, provided clarifications, and utilized persuasive methods to address their issues, ultimately leading to a successful sale.

Explain the various sources you use to stay updated on industry trends, such as professional publications, webinars, networking with industry specialists, and attending conferences. Emphasize your commitment to continuous learning and how staying informed helps you better serve your clients and enhance your sales strategies.

Discuss qualities like strong communication skills, relationship-building abilities, strategic thinking, and technical knowledge of your product, which are essential in this role. Provide examples of how you have demonstrated these traits in past positions.

Share your proficiency in using Salesforce or other CRM tools, specifying how you managed your pipeline, tracked leads, and ensured your sales processes were organized. Discuss any particular features you find useful and how utilizing these tools has improved your sales performance.

Explain your organizational strategies for balancing multiple sales leads and opportunities concurrently. Discuss prioritization methods, time management techniques, and tools you use to ensure you’re efficiently moving all prospects toward closure.

Discuss the specific marketing strategies and tools you utilize to create engagement with new prospects. This could include networking events, referrals, social media outreach, and targeted email campaigns. Ensure you relate these strategies back to the context of your previous experiences.

Outline your approach to presenting value propositions, emphasizing how you assess client needs, tailor your presentations, and highlight key differentiators of the PMX platform that resonate with the prospective client's challenges and goals.

Provide a detailed example of a collaborative experience, stressing your role, the team's objectives, and how collective efforts led to achieving sales goals. Highlight skills like communication, compromise, and leadership in your narration.

Discuss your approach to handling dissatisfaction, emphasizing the importance of empathy, active listening, and finding solutions that address their concerns while also guiding them toward the benefits of the Paymode system. Demonstrating your strategy in a calming manner can turn a dissatisfied client into a loyal one.