Senior Bank Account Executive

Job Overview:

The purpose of the Bank Partner Account Executive position is to grow the AvidXchange customer base from the acquisition of new business, generated through referral bank partnerships. You will work with referral bank partners to identify potential customers (prospects), and subsequently own and drive qualification and discovery calls, ultimately selling the value of the AvidXchange solution set.

In this role, you will lead and manage all aspects of the bank referral relationship.  Your primary objective is to facilitate the identification of bank client ‘leads’ and convert qualified ‘prospects’ to AvidXchange customers.  To accomplish these goals, you will build a successful partner relationship and drive sales growth through sales support and executing sales processes / activities.  You will help establish joint annual sales goals, define, and coordinate sales enablement activities, and manage joint monthly sales pipeline / forecast routines.  You will perform monthly business reviews to assess and aggregate current state and opportunity areas. You will frequently work cross-functionally with teams from the banks and AvidXchange – including Partner Sales Enablement, Product Marketing, Onboarding, Customer Success and other teams to coordinate and support great end to end partner experiences.

Success will be primarily driven by effectively achieving mutually agreed upon sales goals, while building strong relationships that position AvidXchange a trusted partner/solution and optimizing referral sales strategy and tactics.

 

What you'll do:

• Function as a single point of contact responsible the operation and success of your assigned referral bank partners
• Develop an active and well managed sales referral bank partnership that demonstrates collaboration and accountability to achieving mutually defined sales goals
• Professionally represent the Bank + AvidXchange partnership and its offerings
• Highly skilled at building relationships with Treasury Management Officers – gaining their trust and confidence to build pipeline
• Ability to learn and understand bank customer relationships, joint strategic priorities, business needs, and pain points
• Utilize a “solution selling approach” to advance bank customer prospects through the decision-making process
• Collaborate with Partner Marketing / Product Marketing teams to help the bank deploy assets and campaigns to generate demand for partner co-branded AvidXchange solutions
• Establish sales goals, sales processes, conduct monthly forecasting, and perform MBR and QBRs
• Manage opportunities from lead registration through the established sales process stages to close sales
• Collaborate with internal AvidXchange teams to address issues / escalations

What we're looking for:

• Ability to learn and understand AvidXchange product suite, value propositions, buyer personas & pain points, and the AvidXchange sales process
• Responsive communicator that demonstrates a strong attention to detail and relationship management skills 
• Ability to toggle between partner relationship management and sales management skill sets
• Ability to work well with a team of peers and partners accomplish sales goals
• Ability to analyze performance through both qualitative and quantitative measurements including referral activity, leads, win-loss data, marketing program effectiveness and partner engagement.
• Knowledgeable in finance operations for middle market companies.
• Treasury Management / Accounts Payable knowledge is a plus.
• Proven experience to present effectively in front of groups either in person or via online tools like Microsoft Teams, WebEx for partner sales trainings, prospect sales events and/or webinars.
• Typically requires a University Degree or equivalent experience and minimum 5 years of prior relevant experience
• Relevant experience in partner channel sales, Treasury Management / Banking, preferably with a financial service or fintech company
• Experience with SFDC or other similar CRM solution
• Experience with Channel Sales strategy & tactics
• Highly proficient with Microsoft office
• Must be able to travel domestically up to 30%

 

 

About AvidXchange

AvidXchange is a leading provider of account