Job Description:
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Virtual Role - must be near a major airport.
Our client is a leading provider of content, compliance, technology, and services to banking, mortgage, securities, and insurance organizations in the United States.
The Product Specialist - Mortgage will serve all US markets/channels. This individual has primary responsibility for being the subject matter expert with respect to company's mortgage software and workflow solutions, and will use this expertise to assist and support the sales team in closing sales. The Product Specialist will provide guidance and leadership to approximately 40-50 Account Executives (OSRs) nationwide. Product Specialist activities include working collaboratively with a wide range of internal and external customers, providing feedback to the development organization from voice of customer which contributes to new product development to meet changing customer needs; managing time and resources effectively.
* Maintains, exhibits and shares a detailed level of knowledge with respect to company's products and the mortgage industry by learning and thoroughly understanding all product features, functionality, content, and technical requirements of the mortgage software and workflow solutions; analyzing competitive products to identify and understand strengths and weaknesses; maintaining a high level of understanding with respect to compliance, best practices, trends and legislation that affect the financial services industry; maintaining an understanding of mortgage workflow processes and technology; and leveraging this knowledge throughout the sales process to meet the customer's expectations, overcome objections and overcome competitive challenges.
* Supports new account/customer development to assist sales representatives to meet weekly, monthly, and annual sales goals by engaging in the pre-sales process with the Outside Sales Reps (OSRs) to assist in needs identification for clearly qualified opportunities; using knowledge of the account and the industry to determine software and workflow solutions to meet specific needs of the account; determining key messages to be emphasized in RFI's, RFP's, and proposals; working with the OSR to position products and services; participating in or leading conference calls or in person meetings to solidify opportunities, document customer/partner business needs and requirements, position the appropriate mortgage and hardware recommendations; demonstrating solutions in person or via web/live meetings; interacting, directly or indirectly, with senior management level at the customer organization (e.g., loan officers, operations officers, compliance officers, loan processors, and technical and IT staff); and participating in pricing discussions and contract negotiations.
* Assists in the development and communication of the prescribed sales process by translating industry and software knowledge into pre-sales presentation materials (e.g., PowerPoint presentations, proposals) for use by all field sales personnel; updating and maintaining pre-sales presentation materials as industry and products change over time; assisting in the ongoing training of field sales force as it relates to technology and software; and providing on-the-job training/transfer of knowledge to sales personnel through coaching on a daily basis.
* Contributes to new product development that meets customer needs by identifying gaps where current products do not meet client requirements; working with professional services and product managers to translate unmet client requirements into business and functional specifications; conducting financial analysis, revenue projections, ROI, and go-to-market plans to justify requested enhancements; managing client expectations on the timing, delivery and scope of product enhancements; ensuring efforts are completed on time and in scope based on specifications; and engaging corporate resources (e.g. Implementation Services, Client Services, Development) to ensure client issues and concerns are resolved.)
* Manages time and resources effectively to accomplish sales goals by planning for and scheduling all required sales activity; grouping activities logically; staying organized and ensuring laptop, wireless connectivity and other infrastructure elements of the sales process are operating properly at all times; troubleshooting and correcting technical issues when they arise; incorporating knowledge of industry trends/cycles on results; and tracking activities and resource utilization in accordance with standards.
Requirements
Bachelor's Degree in marketing, business or related field or 6 years of B2B commissioned sales experience.
2 years outside B2B sales or technical training experience in software industry, including:
*Financial industry experience/knowledge, particularly related to mortgage lending documentation and workflow processes (pre- and post-close).
* Good understanding of imaging and workflow solutions including competitive landscape.
* Developing and qualifying prospect lists.
* Making in-person presentations to prospective clients to explain the business products and services and their alignment with the client's needs.
* Using online presentation tools.
* Consistent achievement of sales quotas.
* Troubleshooting and solving technical issues (connectivity, hardware, and software).
* Experience with CRM software such as SFDC
7 years of B2B commissioned sales experience preferred including:
* Working within a multi-division organization with various sales channels.
* Consultative sales approach.
* Technical, software or on-line solutions sales.
* Image based workflow solutions.
* Financial Services Industry and related technology.
* Presentations to high-level decision-makers
* Integration of software applications into various networking environments, e.g., Novell, NT Server, Terminal Services, etc. to explore/test possible problem resolutions
* Sales process and activities
* Extensive PC and technology components
* English language
* Financial institution regulatory compliance
* Mortgage processes
* Contract negotiation
* Microsoft Office Suite (Word, Excel, PowerPoint, Outlook)
* Tools and process enabling remote connection to internal systems
* Sales management software; Salesforce.com in particular
TRAVEL REQUIREMENTS
* Extensive travel required across all regions of the United States. 60%-80%.
* Work from dedicated home office.
* Ability to lift 30 pounds (laptop and printed sales materials).
* Must have valid driver's license.
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