Accounts Receivable Solutions Consultant
This role can be offered on either a hybrid (2 days/week in our Stratford, London office) 3 days from home or a fully remote for the right candidate.
Your role in our future
-
Delivering high-performance Professional Presales support to a strong Accounts Receivable sales team that delivers exceptional results in their region.
-
Partner with regional sales team - focusing on day-to-day execution of Quadient’s AR business strategies to ensure revenue targets are achieved or exceeded.
-
Establish and maintain “trusted advisor” status during all sales engagements, gaining the confidence of Quadient AR prospects / customers, Sales Reps and Sales Leaders.
-
Developing key relationships with customers and prospects to advance opportunities or to further develop revenue opportunities associated with the account. Leverage those relationships to expand business through a consultative selling approach.
-
Partner with Sales to define and deliver technical sales strategies, including assembling and directing a team of key contributors from other departments (Customer Engagement Teams) such as Customer Success Services Sales, Customer Success Services, Customer Success Support, Product Management, Customer Success Managers and Customer Transformation.
-
Partner with sales to drive in-depth discovery and assessment workshops (often in collaboration with key contributors from the Customer Engagement Team, facilitating outcome-focused dialogue to understand, define and document customer requirements.
-
Support solution development sessions with sales and Customer Engagement Teams, helping identify “best solution fit” based on requirements uncovered during discovery. In addition to core Quadient AR solutions, recommendation may include partner or third-party solutions and / or recommended changes to customer business processes.
-
Attend weekly Presales Team calls to review activity.
-
Be an active member in the ICA Global Presales Team to help develop and define the overall strategy for Accounts Receivable Presales.
-
Partnering with Product Management, R&D and Customer Success teams to provide ongoing customer feedback and input in support of product roadmap and strategy.
-
Identify enablement programs needed to ensure you “stay ahead of the innovation curve”.
-
Ensure that you maintain expert-level knowledge in consultative selling, Quadient ICA and Partner solutions, competitive information, industry trends, and vertical market(s) to help align customer business needs to solutions and services offered.
-
Work closely with regional Sales and Marketing teams to identify, develop, and support business development activities. This may include GTM strategies, integrated solution planning, enablement / training of lead generation & Marketing teams, and long-term account strategy to develop future engagement opportunities.
-
Align and Partner with Regional Partnership and Alliances team to ensure Partners are accredited and up to speed with current and future trends within the Order 2 Cash space.
-
Align and partner with Product Management to help drive appropriate product enhancements and changes to technology roadmap. Recommend the development of new capabilities in support of market and customer needs.
-
Represent Quadient AR through non-sales related presentations to various audiences at analyst briefings, partner meetings, conferences, user groups and other Marketing events.
-
Independently participate in thought leadership activities, including (but not limited to) written articles for blogs or publications, creation of Quadient ICA marketing collateral and authoring best practice guides for Presales activities.
-
Seek, in all cases to establish the ‘technical win’ as part of the sales cycle
-
Be adaptable and demonstrate the Quadient Accounts Receivable solution based on the needs and interest of the prospect.
-
Support the creation of Statements of Work’s
-
Collaborate with sales to find the best way to win an account, actively support in the creation of business cases and ROI models.
Your profile:
-
Strong empathy for customers, exceptional “can do” attitude and a passionate customer-first focus.
-
5+ years of experience in a Presales role within the Accounts Receivable / Order to Cash market or equivalent industry vertical experience.
-
Hands-on experience with ERP systems such as NetSuite, SAP, Business Central, Acumatica, Sage, QuickBooks, etc.
-
Hands-on experience with payment solutions such as REPAY, CardConnect, GoCardless, Flywire, Trust Payments, Merchant e-Solutions, etc. highly desirable.
-
Experience showing business outcomes through Proof of Concepts with Enterprise and Mid-Market organizations.
-
Comfort level with RESTful APIs and/or file-based system integrations
-
Self-starter that is highly motivated with a proven track record of sales success in a Presales role.
-
Experience and strong desire to work in a dynamic, responsive, fast-paced sales organization.
-
Comfort and confidence interacting with customers and delivering formal presentations to mixed audiences including business users, IT, business management and executive audiences.
-
Understands Market Trends across key accounts receivable verticals.
-
Ability to demonstrate solution value to advance sales opportunities.
-
Ability to build a strong working relationship and credibility with prospects, customers and the Quadient AR Sales Team.
-
Strong sense of teamwork, integrity, self-motivation, and positive attitude.
-
Strong problem-solving skills.
-
Understanding of contemporary ERP and order to cash technology
-
Excellent written and verbal communication skills.
-
Excellent time management skills and the ability to multitask.
-
Consistent achievement of ambitious goals.
-
Fluent in English – speaking and writing
-
Periodic travel may be required in support of events, internal, and external meetings (~30%)
#LI-CS76
#LI-remote
Knowledge gaps can be filled. Even if you don’t satisfy every single requirement or meet every qualification listed, we still want to hear from you.
Ready to lead the way? Apply now
