Senior Solutions Consultant- Banking

The Role:

The Senior Solutions Consultant is a business-focused pre-sales professional who supports sales opportunities across Bottomline’s Banking Solutions portfolio, with primary responsibility for Digital Banking Solutions and secondary support for Fraud and Risk Solutions (CFRM).

Partnering closely with Sales Executives, Account Managers, Product Management, Product Marketing, Technical Solutions Consulting, and Implementation, this role helps financial institutions identify their needs, evaluate solutions, and connect Bottomline’s capabilities to meaningful business outcomes. The Senior Solutions Consultant leads consultative discovery, software demonstrations, RFP and RFI responses, and solution storytelling throughout the sales process.

The ideal candidate understands how banks deliver commercial digital banking and treasury management services to their business customers. They are comfortable engaging executives, commercial banking and treasury management leaders, product teams, operations, and technology stakeholders, and can translate complex requirements into clear, compelling solution narratives.

This person is commercially minded, curious, and confident guiding customers through complex buying decisions while establishing themselves as a trusted banking technology advisor.

How you'll make an impact:

Consultative Sales Support

• Serve as a primary business and solution resource throughout a financial institution’s evaluation and buying process.
• Partner with Sales Executives and Account Managers on discovery to understand the institution’s strategy, commercial customer needs, business priorities, current challenges, desired outcomes, and decision criteria.
• Apply consultative selling practices to uncover needs, challenge assumptions when appropriate, and connect Bottomline solutions to measurable business value.
• Help develop opportunity strategy, value messaging, competitive positioning, and customer-specific presentation plans.
• Lead end-to-end RFP and RFI responses, coordinating across Sales, Product, Technical Solutions Consulting, Security, Legal, Implementation, and other subject matter experts to deliver accurate, consistent, and differentiated submissions.
• Identify business risks, gaps, dependencies, and customer expectations early in the sales cycle.

Solution Demonstrations & Storytelling

• Plan, configure, and deliver compelling demonstrations of Bottomline Banking Solutions, with a primary focus on Digital Banking.
• Tailor demonstrations to each financial institution’s business model, commercial customer segments, treasury management priorities, and desired digital experience.
• Use clear, outcome-focused storytelling to demonstrate how Bottomline can help banks improve the customer experience, support growth, increase operational effectiveness, and address fraud and risk.
• Provide secondary demonstration and sales support for CFRM opportunities in partnership with the lead CFRM Solutions Consultant.
• Deliver executive presentations, capability overviews, workshops, and other customer-facing sessions both virtually and in person.
• Partner with Technical Solutions Consulting when opportunities require deeper architecture, integration, security, data, or technical validation.

Banking & Market Expertise

Maintain strong working knowledge of:

• Commercial banking business models and the needs of small business, middle-market, and corporate customers.
• Commercial digital banking, cash management, and treasury management services.
• Core commercial banking capabilities including account information, payments, entitlements, approvals, reporting, alerts, administration, onboarding, and servicing.
• Payment fraud and risk management concepts and relevant CFRM use cases.
• Trends shaping commercial banking, including real-time and cross-border payments, embedded and open banking, APIs, digital identity, fraud and risk convergence, data-driven treasury services, and emerging AI-enabled customer experiences.
• Bottomline Banking Solutions, key differentiators, and how the portfolio fits within a financial institution’s broader technology ecosystem.

Customer Engagement

• Engage confidently with leaders across Commercial Banking, Treasury Management, Digital Banking, Product, Operations, Fraud, Risk, and Technology.
• Translate customer goals and requirements into a clear solution narrative and recommended approach.
• Communicate complex business and product concepts clearly to both executive and practitioner audiences.
• Represent Bottomline as a Banking Solutions subject matter expert in customer meetings, partner conversations, industry events, webinars, and other external forums.
• Establish credibility as a trusted advisor throughout the evaluation and decision-making process.
• Develop persuasive written content, including solution narratives, requirements responses, follow-up summaries, and presentations.

Cross-Functional Collaboration

• Bring customer, prospect, partner, competitive, and market insights back to Product Management to help inform product strategy and priorities.
• Collaborate with Product Marketing and Sales Enablement on messaging, demonstrations, use cases, and reusable sales assets.
• Partner with Technical Solutions Consulting, Engineering, and Implementation to validate feasibility and ensure customer commitments are accurate and deliverable.
• Contribute to demonstration environments, scripts, storyboards, discovery guides, and solution playbooks.
• Support knowledge sharing and ongoing readiness across Solutions Consulting and the broader sales organization.

What will make you successful:

• 5+ years of relevant experience in Solutions Consulting, Pre-Sales Consulting, Product Management, Product Marketing, Treasury Management, Commercial Banking, or a comparable customer-facing role.
• Experience working with or selling to financial institutions through a banking technology provider, fintech, enterprise software company, or financial institution.
• Ability to learn complex software and translate product capabilities into credible, engaging customer demonstrations.
• Strong understanding of consultative selling and the ability to connect customer needs to business outcomes and solution value.
• Excellent written and verbal communication skills, including executive presentations, discovery facilitation, and persuasive business writing.
• Strong customer presence, business judgment, curiosity, and the ability to manage multiple priorities in a fast-moving sales environment.
• Ability to travel as needed for customer meetings, demonstrations, workshops, and industry events.

Preferred

• Experience with commercial digital banking, treasury management, cash management, or related banking technology.
• Previous Solutions Consulting, Product Management, or Product Marketing experience.
• Experience supporting complex enterprise software sales and formal RFP/RFI processes.
• Familiarity with payment fraud prevention, risk management, or CFRM solutions.
• Knowledge of the commercial banking technology ecosystem and the needs of bank buyers, treasury management teams, and the business customers they serve.

What Success Looks Like

• Builds credibility with bank executives, commercial banking leaders, treasury management professionals, and other key stakeholders.
• Strengthens discovery and helps Sales uncover customer priorities, decision criteria, and desired outcomes.
• Delivers compelling, customer-specific demonstrations that differentiate Bottomline and advance opportunities.
• Articulates Bottomline’s value in clear business terms, moving beyond features and functionality.
• Provides effective secondary support for CFRM opportunities while developing expertise across the broader Banking Solutions portfolio.
• Improves sales effectiveness through collaboration, reusable content, and disciplined opportunity support.
• Leads high-quality RFP and RFI responses that communicate a clear and differentiated Bottomline position.
• Contributes to new customer acquisition and expansion within existing financial institution relationships.