Develop new B2B corporate payments business across North America, focusing on virtual card opportunities and AP optimization. Generate and qualify leads, manage the full consultative sales cycle, negotiate contracts, prepare proposals, forecast revenue, maintain Salesforce data, and build relationships with executive and technical stakeholders. The home-based role requires 30–40% travel and regular visits to headquarters.
About the role/team:
We value our talented employees, and whenever possible strive to help one of our associates grow professionally before recruiting new talent to our open positions. If you think the open position you see is right for you, we encourage you to apply!
Our people make all the difference in our success.
An exciting opportunity has arisen for a Sr. Strategic Sales Manager to join the Corporate Payments Commercial Team. This role will be accountable for developing new direct business opportunities across the Company’s Corporate Payments product portfolio in North America. Target opportunities shall include direct to corporate on optimizing B2B payments coming from their AP system and finding new payment verticals for virtual cards.
How you will make an impact:
This is an individual contributor position and is ideal for an experienced, results-orientated individual with a consultative sales approach. Key responsibilities include:
- Identifying/qualifying opportunities with various types of businesses where a virtual can be used to fulfill payment of a B2B transaction.
- Being creative in your approach to identifying the ‘right’ target companies and initiating contact with the correct people within that organization.
- Managing the sales process through the complete sales cycle from lead generation and initial prospect contact through to successful closing of deals and follow up sales activities
- Effectively communicate WEX’s market proposition; accurately interpreting clients’ needs or pain points; proposing suitable solutions.
- Understanding the prospect and their drivers and developing strong client relationships with a matrix of stakeholders within the organization
- Preparing high quality presentations and proposals for submission to prospects in support of new business pitches and bid opportunities
- Experienced in contract negotiation
- Providing timely and accurate revenue forecasting and management information; and reporting on a regular basis as required
- Working closely with the internal operations teams to optimize the sales process from the first customer contact and to ensure smooth delivery of client services in line with customer expectations
- Keeping the Salesforce and Account Management systems fully up to date with relevant data
Sr. Strategic Sales Manager positions may be home based with the requirement to travel approximately 30-40% of the time to meet prospects along with regular visits to the company's headquarters based in Portland, Maine.
Expereince you will bring:
- Bachelor’s degree preferred
- Minimum of 6-10 years’ of direct sales, account and/or channel management develop experience.
- Proven record of generating own leads, a hunter mentality.
- B2B payment experience and Virtual payment industry knowledge a substantial plus
- Comprehensive understanding of financial services and the complex solution sales process
- Ability to participate in strategy development and lead attainment of critical objectives
- Proven track record of managing business development activities to achieve growth targets
- Successful track record of building and maintaining strong relationships ranging from senior level executives to technical contacts
- Demonstration of capabilities and skills for building trust, accountability and collaboration among internal and external stakeholders, team player
- Proven track record of exceeding annual sales quotas
- Skilled at presenting ideas effectively to individuals or groups, and positioning to meet the objectives of the event or meeting
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