Business Development Manager

You’re a dynamic enterprise B2B Fintech or SaaS closer ready to catapult your success to the next level. You’ve built a strong, loyal channel network through your drive, creativity and commitment to working with channel partners translating prospects’ technical and business needs into solutions that make them heroes. You’re deep on financial acumen and tech while being tapped into the channels’ community such as SAP Concur, UKG, and others. You are equally comfortable pitching the data flows, technology, and finance capabilities of our services. You thrive on challenge and love to win, individually and as a team. And you’ve proven it by consistently exceeding goals and your track record of expanding responsibilities.

Cornerstone is a highly respected B2B software company in the travel and expense management space – one of the largest and most challenging sectors in the world. We’ve built a great reputation for delivering solid technology that scales globally, tailored to the needs of each customer. Our reputation is based on a deep understanding of the industry, the technology, the in-the-weeds operational nuances, our approachable culture and the highest level of integrity.

Our legacy is our launchpad to innovation. We are bringing a game-changing ecosystem of connections to T&E and ERPs, human capital management, payments, data platforms and others Why? Data issues are the biggest obstacle facing our customers and prospects. And we’re the best ones to solve the problem because we live side by side with our customers every day. So, we’re taking on the challenge. It’s what we do.

The Channel Sales Rep is responsible for generating new revenue by selling solutions and professional services to the new & current customer base of our channels. Selling is done mainly via online meetings and with some personal interaction, operates under moderate supervision, and requires minimal travel.

The channel can reap 400 leads in a calendar year typically yielding a 30% hit rate requiring process, structure, and vigor around funnel management. You will coordinate co-selling activities with the channel representative, and prospects with responsibilities for finance, AP, CXO, and CISO teams. You will own leads through the entire sales cycle.

·      Achieve and exceed quarterly and annual sales quota objectives

·      Develop an onboard, 60-day, 90-day, and annual projections

·      Build a strong pipeline through networking and engaging the channel

·      Analyze prospect’s needs to establish the value of Cornerstone solutions as they specifically relate to the customer’s requirements

·      Manage account profitability and recommend corrective action to improve processes

·      Negotiate and close opportunities while supporting Cornerstone price positions and assist in preparation of sales contracts for orders obtained

·      Provide gaps in offerings to product for future product and service offerings

·      Demonstrate knowledge of financial systems, human capital as well as expense and AP platforms

·      Deliver successful sales to service transitions of new sales

·      5 years of experience in Fintech, accounting systems or T&E direct experience

·      Proven track record of exceeding individual sales targets in a team environment

·      Previous channel or partner selling experience

·      Excellent presentation, written and verbal communication skills

·      Able to engage at all levels, from the front line to the C-suite

·      Strong negotiation skills

·      Thrive in a distributed workforce

Competitive base salary and sales commission plan, with benefits. 

Full Time/Remote Employment, US based

Estimated 15% travel, mostly domestic