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Manager, AP Automation Sales Consultant - Field Sales (Virtual- NY/NJ/CT) id-24985


You Lead the Way. We’ve Got Your Back.


With the right backing, people and businesses have the power to progress in incredible ways. When you join Team Amex, you become part of a global and diverse community of colleagues with an unwavering commitment to back our customers, communities and each other. Here, you’ll learn and grow as we help you create a career journey that’s unique and meaningful to you with benefits, programs, and flexibility that support you personally and professionally.


At American Express, you’ll be recognized for your contributions, leadership, and impact—every colleague has the opportunity to share in the company’s success. Together, we’ll win as a team, striving to uphold our company values and powerful backing promise to provide the world’s best customer experience every day. And we’ll do it with the utmost integrity, and in an environment where everyone is seen, heard and feels like they belong.

Join Team Amex and let’s lead the way together.

At American Express, our culture is built on a 175-year history of innovation, shared values and Leadership Behaviors, and an unwavering commitment to back our customers, communities, and colleagues. As part of Team Amex, you'll experience this powerful backing with comprehensive support for your holistic well-being and many opportunities to learn new skills, develop as a leader, and grow your career.

Here, your voice and ideas matter, your work makes an impact, and together, you will help us define the future of American Express.

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American Express is the leading payment card issuer for small businesses in the United States and supports business owners with products and services to help them run and grow their businesses.  Global Commercial Services (GCS) is committed to service and innovation and offers our Commercial Card Members a wide range of differentiated products and services.

GCS is the Global leader in the Corporate Payments Solutions space and subsequently continues to be an exciting and fast-growing business. GCS is a core operating group of American Express and has delivered robust growth over the past decade. GCS partners with small businesses and corporate clients to help them manage business expenses and make large purchases through proprietary payment solutions and expense management tools.


Role Objective
The Accounts Payable (AP) Automation Sales Manager 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 
Prospecting 

  • 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 

Compliance 


  • 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 
  
Attributes 

  • High learning agility 
  • Intellectually curious 
  • Collaborative and growth mindset 
  • Personal accountability 
  • Compliance focused 


Experience 


  • 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% 

Salary Range: $70,000.00 to $125,000.00 annually + sales incentive + benefits

The above represents the expected salary range for this job requisition. Ultimately, in determining your pay, we’ll consider your location, experience, and other job-related factors.

We back you with benefits that support your holistic well-being so you can be and deliver your best. This means caring for you and your loved ones' physical, financial, and mental health, as well as providing the flexibility you need to thrive personally and professionally:

  • Competitive base salaries 
  • Bonus incentives 
  • 6% Company Match on retirement savings plan 
  • Free financial coaching and financial well-being support 
  • Comprehensive medical, dental, vision, life insurance, and disability benefits 
  • Flexible working model with hybrid, onsite or virtual arrangements depending on role and business need 
  • 20+ weeks paid parental leave for all parents, regardless of gender, offered for pregnancy, adoption or surrogacy 
  • Free access to global on-site wellness centers staffed with nurses and doctors (depending on location) 
  • Free and confidential counseling support through our Healthy Minds program 
  • Career development and training opportunities.
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1. HOW DO YOU PLAN YOUR DAY?

This is what this question poses: When do you focus and start working seriously? What are the hours you work optimally? Are you a night owl? A morning bird? Remote teams can be made up of people working on different shifts and around the world, so you won't necessarily be stuck in the 9-5 schedule if it's not for you...

2. HOW DO YOU USE THE DIFFERENT COMMUNICATION TOOLS IN DIFFERENT SITUATIONS?

When you're working on a remote team, there's no way to chat in the hallway between meetings or catch up on the latest project during an office carpool. Therefore, virtual communication will be absolutely essential to get your work done...

3. WHAT IS "WORKING REMOTE" REALLY FOR YOU?

Many people want to work remotely because of the flexibility it allows. You can work anywhere and at any time of the day...

4. WHAT DO YOU NEED IN YOUR PHYSICAL WORKSPACE TO SUCCEED IN YOUR WORK?

With this question, companies are looking to see what equipment they may need to provide you with and to verify how aware you are of what remote working could mean for you physically and logistically...

5. HOW DO YOU PROCESS INFORMATION?

Several years ago, I was working in a team to plan a big event. My supervisor made us all work as a team before the big day. One of our activities has been to find out how each of us processes information...

6. HOW DO YOU MANAGE THE CALENDAR AND THE PROGRAM? WHICH APPLICATIONS / SYSTEM DO YOU USE?

Or you may receive even more specific questions, such as: What's on your calendar? Do you plan blocks of time to do certain types of work? Do you have an open calendar that everyone can see?...

7. HOW DO YOU ORGANIZE FILES, LINKS, AND TABS ON YOUR COMPUTER?

Just like your schedule, how you track files and other information is very important. After all, everything is digital!...

8. HOW TO PRIORITIZE WORK?

The day I watched Marie Forleo's film separating the important from the urgent, my life changed. Not all remote jobs start fast, but most of them are...

9. HOW DO YOU PREPARE FOR A MEETING AND PREPARE A MEETING? WHAT DO YOU SEE HAPPENING DURING THE MEETING?

Just as communication is essential when working remotely, so is organization. Because you won't have those opportunities in the elevator or a casual conversation in the lunchroom, you should take advantage of the little time you have in a video or phone conference...

10. HOW DO YOU USE TECHNOLOGY ON A DAILY BASIS, IN YOUR WORK AND FOR YOUR PLEASURE?

This is a great question because it shows your comfort level with technology, which is very important for a remote worker because you will be working with technology over time...

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