Senior Solutions Consultant

The Role 

We are looking for a dynamic and innovative Senior Solutions Consultant to join our team in the United Kingdom to help drive sales for our Fraud and Compliance solutions globally.  

Solutions Consulting is a critical part of our Go-to-Market strategy, collaborating with our Sales colleagues to drive bookings and profitable growth through compelling business payment, fraud and compliance offerings. We are a global team of experts organized around Centers of Excellence to “tell our best story” as One Bottomline to our customers, partners and the market.  We provide deep Product and Solution knowledge, technical guidance, and product application expertise to design optimal business solutions to secure successful new business relationships and expand existing ones.  We set a high-bar and consistent approach in how we present, demonstrate, communicate, WIN, and delight customers. We are also seen as the voice of the customer within Bottomline, partnering with our Product and Technology teams to direct and influence our products and roadmap.  

This role will be part of our Global Solutions team, helping drive sales to new and existing customers of our Payment Fraud Defense solutions including real-time payment monitoring and interdiction, internal threat management, and enterprise case management.  

As a key member working with our Global Sales team, the Senior Solutions Consultant – Fraud and Compliance will apply domain expertise and thorough product knowledge to understand each prospect’s threat and regulatory environment, business focus, strategies and priorities.  The Senior Solutions Consultant will lead the solution development phase of the sales cycle, lead the delivery of requests for proposal responses, and be responsible for delivering product demonstrations and answering detailed prospect questions related to product functionality and use.  The Senior Solutions Consultant will also work with prospects and internally to analyze prospect payment data and quantify the expected financial benefits of adopting our Fraud and Compliance solutions. 

This role will work across our global teams in regions including EMEA and Asia/Pacific as required to support Fraud and Compliance opportunities. They will work closely with global product managers to understand which of the broader portfolio of Bottomline’s Fraud and Compliance solutions are best fit for expanding opportunities within our customer base and for driving net new logos and partnerships.  

How you’ll contribute 

• Engage in driving Sales activities across all GTM teams.  Help proactively qualify customer needs, validate solution capabilities, and answer functional and technical inquiries
• Develop and expand relationships with Sales and Product teams
• Drive product demonstrations and ROI modeling/value quantification efforts. Engage and support Sales teams and customers through the sales process from discovery through contract presentment
• Engage with customers and prospects to help position and scope the technical elements of solution design and deployment including preliminary validation of system connectivity
• Coordinate with Product and Delivery teams to keep demonstration systems current with the latest product releases and enhancements
• Work 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
• Position the differentiation and financial value of Bottomline’s solutions in formal and informal competitive selling situations through product demonstrations, quantitative financial analyses, written communications, PowerPoint presentations, and other engagement most appropriate for specific situations and audiences  
• Tailor product demonstrations to Bottomline’s strategy and goals for specific prospect interactions, including modeling key client requirements in demonstration environments, developing tailored ROI estimates based on client business profile and inputs, 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 position both stand-alone Fraud & Compliance solutions as well as integrated, “One Bottomline” cross sales incorporating Digital Banking, Financial Messaging, and other of our capabilities 

If you have the attributes, skills, and experience listed below, we want to hear from you. 

• Meaningful experience in global fraud and compliance
• A robust understanding of the technical foundations of fraud solutions and their integration and deployment
• Strong verbal, written and presentation communication skills using the MS Office suite
• Strong financial analysis and modeling skills using MS Excel 
• 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 20-40%
• 10+ 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, sales
• BA/BS in a business or technology field, or equivalent experience   

We welcome talent at all career stages and are dedicated to understanding and supporting additional needs. We're proud to be an equal opportunity employer, committed to creating an inclusive and open environment for everyone. 

 

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