Senior Solution Principal (R2R Team)

Job Summary
The Solution Principal team is a bunch of highly motivated, dynamic, gritty and target carrying sellers who drive multiple high-priority pipeline opportunities to guide our business to achieve significant and continuous growth across the sales territory. This role requires deep expertise in corporate finance, specifically Treasury and Liquidity Management, combined with exceptional presentation and consultative selling skills. You will be the crucial bridge between our sales, product, and customer teams, driving complex, high-value opportunities. Our roles are fast paced and constantly evolving so you will want to embrace change and uncertainty with zing and grit!!

This is an Individual Contributor Role!!

Responsibilities

• Responsible for the strategic development and delivery of product demonstrations to secure new business.

• Develop and execute a comprehensive opportunity plan with Account Executives (AE), with a mixture of sell-to and sell-through strategies.

• Strategize deal movement uniquely through every sales stage that helps establish our value proposition clearly.

• Take ownership of the sales targets; Rise beyond targets.

• Understand customer’s business to be able to explore automation opportunities in corporate finance and treasury.

• Build and develop cost benefit ROI, Business Case Models, Functional and technical maturity assessments and Competitive Analysis for clients based on opportunity scope.

• Understand product and competitive products to be able demonstrate our value proposition effectively to clients.

• Responds to functional and technical elements of RFIs/RFPs, Requests for Information and pricing requests.

• Conveys customer requirements and provides market feedback to Product Management teams.

• Liaison with Product Managers and Development to understand details of product direction and design and communicate information back to the sales organization and/or Prospect.

• Responsible for representing the product to customers and at field events such as conferences, seminars, etc.

• Responsible for staying abreast of the product roadmap, understanding the scenarios, features, and functions, and how these are applied to address business and technical problems.

• Manage and keep Sales CRM platform up to date to ensure completeness of data, metrics and interactions.

• Interface with product, engineering, consulting and customer success team to ensure customer satisfaction.

• Travel to client sites if required (<5%)

Requirements

• 5-10 years relevant experience in sales or sales consultative role or finance transformation consulting or system integration focused on Treasury, Payments and Liquidity Management.

• 5-10 years of relevant experience in treasury, payments, cash management or liquidity management or in a technology role related to these practices. Experience in handling CFO office sales would be an added zing!

• Preference will be given to candidates having worked with TMS/TRM solutions in the past in presales/sales/consulting roles with expertise in the area of treasury and vendor payments.

• Passion for Enterprise and SaaS Sales as a profession & knack for technology to enjoy business and IT client conversations about our solutions.

• Should have a natural flair for conversations, collaboration & networking with multiple customers/internal teams on a daily basis. Excellent interpersonal relationship building skills.

• Fluency in not only verbal, written & presentation skills, but thoughts as well that bring the X-factor to companies growth targets.

• Zeal to ideate, learn and execute strategies that bail out sales processes from trenches and bring the deal back on track.

• Should possess sound understanding of the end to end enterprise sales cycle model and consultative selling approach to deal with CXOs.

• Focus on driving ROI/Commercial and product Implementation strategies during sales and solutioning phase.

• Deep understanding in corporate cash & liquidity management processes.

• Professional level certifications like CFA, FRM, CTP are nice to have.

• A Bachelors’ of Science in Finance, Accounting, or a related discipline is strongly preferred. MBA’s preferred, however, graduates with relevant work experience can also apply.

• Ability to communicate technical and business information to widely varied audiences.