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°Õ³ó±ðâ€�Accounts Payable (AP) Automation Sales Managerâ€�will be responsible for driving sales from prospective clients in partnership with internal partners on all key activities related to the sourcing, qualifying, presenting, and ramping of Accounts Payable software solution deals. The ideal candidate works in tandem with internal partners to drive charge volume through Accounts Payable software solutions. The ideal candidate also engages directly with clients to understand customer needs and leverage product knowledge to deliver innovative business solutions that provide ongoing value to new customers through the American Express business suite of products. 

Job Responsibilities 

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• Partner with Sales, Marketing, and internal partners on targeted accounts to generate strong pipeline 

• Leverage various contact methods such as cold calling or in-person meetings to secure profitable sales through self-generated leads 

• All prospecting must be facilitated with integrity, and in accordance with our values, with a focus on profitably delivering solutions commensurate with the prospective client’s needs. 

Pipeline management 

• Effectively manage a pipeline of prospective AP Automation customers provided by American Express and self-prospect 

• Turn leads into prospects (contacts who know you and are willing to share info on available opportunity), follow up with contacts in CRM database, and probe for potential opportunities with the prospects 

Client solution and delivery 

• Understand customer requirements and jointly develop solution in accordance with customer requests, bring in product specialists to meet with customer, and continue conversations to understand areas for improvement 

• Maintain a high level of knowledge and expertise across all AP Automation software offerings as the expert within American Express 

• Coach and train Sales teams to effectively identify opportunities and schedule appointments 

• Identify opportunities through needs assessment, serving as a consultant to the customer’s business; recommend the best tools to optimize and improve client’s payment processes 

• Coordinate internal resources to ensure smooth delivery of the solution and platform, and implementation 

• Drive collaboration across internal stakeholders, i.e., product and marketing teams. 

• Manage and execute all key phases of the sales process from sourcing to closing 

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• Ensure all aspects of the American Express Code of Conduct, and our Business Conduct policies, standards, and procedures, are adhered to so that we uphold the highest standards in our interactions with our customers and compliantly meet all regulatory requirements 

Knowledge and Skills 

Consultative selling 

Effectively identifies client needs to configure solutions that address client requirements and deliver value 

Influence & persuasion 

Uses appropriate interpersonal styles and communication methods to gain acceptance for products and/or services 

Demonstrating value 

Proactively and consistently demonstrates the value of partnering with American Express 

Results focus 

Demonstrates a competitive, positive attitude, quickly adapts to different situations, and recovers from setbacks 

Market, industry, & product knowledge 

Understands at a tactical level market/industry key competitors, challenges, terminology, technology, trends, and regulation 

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• High learning agility 

• Intellectually curious 

• Collaborative and growth mindset 

• Personal accountability 

• Compliance focused 

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• Bachelor's degree preferred 

• Minimum of 5 years in a direct client facing role with commercial customers 

• Experience partnering with clients across various markets / industries 

• Experience in a highly regulated industry 

• The ability to understand complex technology and articulate it in simple non-technical terms 

• Experience working with 3rd party SAAS partnerships to assist with lead generation. 

• Solid track record of working with sales process engineering and complex business processes 

• Demonstrated ability to work with teams 

• Strong working knowledge of AP and ERP solutions and software 

• Deep understanding of the overall Procure to Pay processes 

• Proficient in discussing and selling in our full AP Automation product suite 

• Ability to thrive in highly fluid environments, where technology and processes are always transforming 

• Ability to bring along peered stakeholders in an organization from C level to Accounts payable clerk 

• Ability to quickly make decisions and drive results in a dynamic and ever-changing environment 

• Creative problem-solving skills with track record of overcoming objections to drive growth 

• Understanding of risk management decisions and processes 

• Ability to lead informally, collaborate and build relationships within and across all levels of the organization (i.e., Product, Marketing, Servicing, Risk, Sales, etc.) 

• Strong communication and presentation skills, with the ability to tailor a message to a diverse set of audiences (customer, colleague, business partners, leadership) 

• Excels at prioritizing multiple tasks, developing daily, weekly, and monthly call strategies 

• Availability to travel up to 10%