Lead AP Automation Solution Consultant in Cleveland, OH at Key Bank- Corporate

Date Posted: 2/13/2018

Job Snapshot

  • Employee Type:
    Full-Time
  • Location:
    1360 West Mall Drive
    Cleveland, OH
  • Job Type:
    Banking
  • Experience:
    Not Specified
  • Date Posted:
    2/13/2018
  • Job ID:
    27577BR

Job Description

ABOUT THE JOB (JOB BRIEF)

KeyBank’s Enterprise Commercial Payments team is keenly focused on providing a robust solution set to help companies run their businesses better, more efficiently and more effectively. While most financial organizations focus primarily on only the activities directly related to payment execution, KeyBank aims to better the client experience by providing innovative solutions across the entire Accounts Payable (AP) and Accounts Receivable (AR) lifecycle. In keeping with that ongoing strategic vision, KeyBank is partnering with AvidXchange, a leading-edge AP Automation solutions provider, to deliver our clients a product suite which will accelerate the timing of, improve visibility into, and streamline the overall invoice reception, approval, and payment process.

In order to support the AP Automation partnership and the continued growth opportunities in this space, KeyBank is seeking a Lead AP Automation Solution Consultant. The Lead AP Automation Solution Consultant plays two critical roles in delivering the AP Automation solution set to our clients while driving sales and revenue growth across the client base. First, you will utilize significant professional experience as a consultative seller in the technology or banking industry in order to understand needs and appropriately design a solution to meet those needs, while guiding sales representatives on alternate courses of action in a deal. Further, the Lead will also manage and develop a small team of Solution Consultants to further deliver these solutions to our clients and drive revenue growth. Your ability to effectively communicate with people at all levels in a client’s organization and project strong credibility and expertise in conversations will enable success in this role.
ESSENTIAL JOB FUNCTIONS

The Lead Solution Consultant role offers a unique opportunity to use a blend of sales acumen, product expertise, and leadership and is designed to enhance the sales process while serving as a liaison between Sales, clients, Product Management, Operations, Onboarding and vendor partners.

Some of the performance expectations include:
  • Professionally represent KeyBank and our AP Automation offerings.
  • Maintain industry knowledge and expert status; remain current with internal and external product development and innovations.
  • Collaborate with internal and external/vendor partners to develop and drive specific client acquisition strategies.
  • Manage and drive the dissemination of client insights, competitive information, solution enhancement requests and solution updates to appropriate internal and external stakeholders.
  • Join Payments Sales Advisors in discussions with prospects or clients in order to validate the business needs, architect the solution set and present the offering.
  • Manage the sales pipeline for both your assigned segments/industry verticals as well as those of your team, keeping pulse on opportunities, activities and stages; report as needed to internal leadership and vendor partners
  • Advance the prospect’s decision making process by creating a compelling reason to buy through defined marketing messaging and the presentation of KeyBank’s value propositions.
  • Ensure both you and your team are sharing and implementing best practices across the KeyBank sales organization and across the entire Solution Consultant team
  • Conduct and validate process and needs assessments in order to perform tailored and effective product demonstrations either remotely or on-site at a prospect’s location.
  • Partner with key Sales Managers and the AP Automation Product Manager to develop sales tools and training materials.
  • Assist with responses to requests for proposals (RFP’s).
  • Translate and communicate a client’s technical product needs to internal and external service partners.
  • Own stewardship of the client experience by participating in complex or sensitive implementations and serving as an escalation point for client servicing issues related to our AP Automation product offerings
  • Additional Lead responibilities include:
    • Act as a “player-coach,” balancing day-to-day Solution Consultant activities while providing guidance and support to team of direct reports
    • Shadow and provide actionable coaching of team members, creating professional development opportunities and supporting team members’ goals
    • Support the recruitment, selection, and onboarding of new team members as needed
    • Gather and disseminate your teams’ progress against goals and other initiatives; act as the “voice” of the AP Automation Solution Consultants to the rest of KeyBank
REQUIRED QUALIFICATIONS
  • Experience in effectively leading a team, with particular experience having performance and goal-setting conversations, acting as a “player coach,” and continuously developing talent. Ability to understand strategic priorities, business needs, and opportunities to sell AP Automation solutions.
  • Bachelors degree in business or equivalent experience.
  • 5+ years of experience a technical sales role with detailed understanding of the day-to-day challenges of the invoice reception, approval and payment process.
  • Ability to communicate and demonstrate the value of complex, technical solutions.
  • Ability to build effective relationships with end users and decision makers in mid-market and large corporate companies.
  • High level of intellectual curiosity, especially in regards to the AP and overall payments industry
  • Excellent communication and presentation skills; proven ability to translate technical information to a general audience.
  • Strong interpersonal skills; ability to build rapport with internal and external stakeholders.
  • Willingness to travel as necessary. The role requires travel for client or vendor meetings, training sessions or conferences, though many activities may also be supported by remote sessions.
PREFERRED QUALIFICATIONS
  • Proven success within a pre-sales or implementation of payment solutions is a strong plus
  • Banking experience
  • Project management experience


ABOUT KEY:
KeyCorp's roots trace back 190 years to Albany, New York. Headquartered in Cleveland, Ohio, Key is one of the nation's largest bank-based financial services companies, with assets of approximately $134.5 billion at March 31, 2017. Key provides deposit, lending, cash management, insurance, and investment services to individuals and businesses in 15 states under the name KeyBank National Association through a network of more than 1,200 branches and more than 1,500 ATMs. Key also provides a broad range of sophisticated corporate and investment banking products, such as merger and acquisition advice, public and private debt and equity, syndications, and derivatives to middle market companies in selected industries throughout the United States under the KeyBanc Capital Markets trade name. KeyBank is Member FDIC.

ABOUT THE BUSINESS:
Key Corporate Bank is a full-service corporate and investment bank serving the needs of mid- to large- sized businesses and focusing principally on middle market clients in six industry sectors: consumer, energy, healthcare, industrial, public sector, and real estate.

FLSA STATUS:Exempt

KeyCorp is an Equal Opportunity and Affirmative Action Employer committed to engaging a diverse workforce and sustaining an inclusive culture. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.

JobID: 27577BR