Product Sales Specialist, VitalPay
Location: United States, Remote
About Us:
We are dealer focused and OEM aligned. We are a leading ERP & DMS software and solutions provider to dealers and rental companies of heavy equipment. We specialize in working with the construction, mining, forestry, material handling, and agriculture industries. Today, we have over 800 employees, offices on four continents, and customers in over 20 countries. We are privately held, and our headquarters are in beautiful Cary, NC. We are actively seeking talented individuals to join our team and help us aggressively grow our international & North American footprint for both our 100% cloud-based ERP, DMS, and Rental solutions.
Why work for VitalEdge?
We don’t just sell technology, we enable transformation that results in broader societal benefits like building homes and critical infrastructure, growing food and delivering all sorts of products we all rely on for daily life. We exist to ultimately equip the world to keep running. We have more than 60 years of combined experience and three industry-leading software suites and associated apps, with which we will drive the market forward. It’s an exciting time to work for VitalEdge, join us!
Position Overview:
VitalEdge Technologies is seeking a Solution/Sales Specialist to serve as the dedicated Payments Specialist and industry subject-matter expert (SME) for VitalPay, our embedded payments solution.
This highly consultative, customer-facing role partners with Sales, Product, Engineering, and Implementation teams throughout the sales cycle. The specialist leads Payments discovery, workflow discussions, demonstrations, surcharging, and pricing proposals while ensuring solutions are appropriately scoped, technically feasible, and ready for successful implementation.
The ideal candidate combines strong Payments industry knowledge with technical fluency and business acumen, translating complex payment workflows, integrations, and technical concepts into clear customer value.
Responsibilities:
Sales Discovery
- Partner with Account Executives to lead technical and functional discovery around customer payment workflows, systems, integration requirements, transaction flows, security considerations, and operational dependencies.
- Understand each customer's existing technology ecosystem, business processes, data environment, integration requirements, and desired outcomes.
- Identify dependencies, risks, product gaps, and implementation considerations early in the sales process.
Technical Sales & Demonstrations
- Serve as the dedicated Payments Specialist and primary Payments industry SME on every VitalPay opportunity, engaged from the first customer discussion through handoff to Implementation.
- Partner with Sales and Solution Architects to deliver tailored solution demonstrations based on customer workflows, use cases, and business requirements.
- Support proof-of-concept, pilot, or technical validation activities when required to advance an opportunity.
- Understand how VitalPay pricing and proposals are built (including pricing models, rate structures, and customer statement analysis) and partner with Sales to present pricing proposals to clients with confidence and clarity.
- Lead and support in-depth Payments workflow discussions with customers, including payment acceptance, processing, settlement, reconciliation, and exception handling, and map them to VitalPay capabilities.
- Serve as the specialist for surcharging discussions, including program design, card brand and state / regulatory considerations, disclosure and compliance requirements, and the impact on the customer's payment workflows and pricing.
- Equip Account Executives to present Payments pricing and proposals by explaining the underlying assumptions, cost components, and customer savings or revenue opportunities.
Sales-to-Implementation Handoff
- Own the solution integrity from discovery through contract execution, ensuring the proposed solution, integrations, data requirements, dependencies, assumptions, and scope are feasible and implementation-ready before the opportunity is closed.
- Document customer requirements, integrations, assumptions, dependencies, and solution architecture for handoff to Implementation and Customer Success.
- Partner with Implementation teams on complex opportunities to ensure continuity between the solution designed during the sales process and the solution ultimately deployed.
Product & Go-to-Market Feedback Loop
- Serve as a consistent voice of the customer to Product and Engineering.
- Identify recurring customer requirements, integration needs, product gaps, competitive considerations, and emerging use cases.
- Partner with Product to improve how new VitalPay capabilities are positioned and demonstrated in the market.
Technical Sales Enablement
- Help build reusable sales resources, including architecture diagrams, integration guides, FAQs, demo environments, discovery frameworks, and solution playbooks.
- Educate Account Executives and other GTM team members on product capabilities, technical concepts, common customer architectures, and qualification criteria.
Qualifications:
Required
- Bachelor's degree in a related field (Computer Science, Information Systems, Engineering, or equivalent practical experience), or equivalent combination of education and hands-on service/technology experience.
- 5+ years of relevant experience across solutions architecture, sales engineering, enterprise software, systems integration, implementation consulting, or other customer-facing technical roles.
- 5+ years of hands-on knowledge of payment processing concepts, including gateways, tokenization, PCI DSS compliance, settlement, and chargeback / dispute flows.
- Working knowledge of surcharging and related card brand rules and state regulations, along with the ability to guide customers through program design and compliance.
- Understanding of Payments pricing structures (e.g., interchange-plus, tiered, flat-rate) and experience analyzing processing statements, building pricing proposals, and presenting them to clients alongside Sales.
- Direct experience with WorldPay or a comparable payment processor / platform (e.g., Stripe, Adyen, Fiserv) is strongly preferred.
- Experience supporting complex B2B software or technology sales cycles.
- Strong technical discovery skills with the ability to uncover both stated requirements and underlying business needs.
- Strong presentation, communication, and product demonstration skills, with the ability to establish credibility with technical, operational, and executive audiences.
- Demonstrated ability to work cross-functionally with Sales, Product, Engineering, Implementation, and Customer Success teams.
- Demonstrated ability to translate complex technical concepts into clear business value.
Preferred
- Experience with ERP platforms and ERP-related integrations.
- Experience supporting enterprise security reviews, RFPs / RFIs, and technical procurement processes.
- Experience designing or supporting proof-of-concept and pilot programs.
- Familiarity with industries and customer environments served by VitalEdge Technologies.
- Experience in an organization bringing new technology products to market or scaling an emerging product line.
Success Metrics
- Quota Attainment Rate
- Increased win rates and progression of opportunities requiring significant technical evaluation.
- Reduced technical friction and fewer late-stage technical blockers during the sales cycle.
- Strong alignment between solutions presented during the sales process and solutions ultimately delivered to customers.
- Faster and more effective completion of technical diligence, security reviews, and integration assessments.
- Successful proof-of-concept and pilot outcomes for strategic opportunities.
- Increased technical confidence and capability across the broader GTM organization.
- Percentage of technically complex opportunities entering Implementation with validated architecture, documented requirements and dependencies, and no material solution-design gaps discovered post-sale
- Accuracy and win rate of Payments pricing proposals, with Sales teams confident in presenting Payments pricing, surcharging, and workflows with the Payments Specialist's support.
- Consistent identification and communication of customer requirements and market feedback to Product and Engineering.
Our Benefits
We believe in supporting our employees both personally and professionally. VitalEdge offers a competitive benefits package including medical, dental, and vision coverage, a 401(k) with company matching, and uncapped PTO designed to give our employees flexibility and support throughout the year.
VitalEdge is an Equal Opportunity Employer
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