Strategic Account Manager - Mortgage (IMB)

Responsibilities

• Serve as the senior executive covering the most strategic IMB enterprise accounts in the Midwest territory.
• Leverage existing relationships with executives and business unit leaders to understand their unique company challenges and influence their perspective of nCino solutions.
• Create, identify, and close sales for a specific set of named IMB accounts.
• Expand nCino presence within existing enterprise clients by maintaining relationships with key client stakeholders and partnering with nCino’s Customer Success team to drive adoption and identify opportunities to extend the nCino value proposition.
• Thoroughly understand mortgage operations within your designated IMB customers and navigate the organization effectively to identify opportunities to extend the nCino solution and help organizations solve critical problems in other segments of the organization.
• Use a consultative sales approach to identify client needs and use detailed knowledge of the nCino solution and the Salesforce.com platform to challenge customers to consider a new and innovative offering.
• Develop plans and resource requirements to drive existing customers to upsell and add new products. Analyze and measure account plans for customer and company success.
• Effectively identify prospective customer “mobilizers” and build consensus among key stakeholders.
• Deliver a strong demo of the nCino Bank Operating System based on prospect needs.
• Manage complex sales cycles within new clients by mapping customer’s decision-making and approval processes, compressing timelines, negotiating contracts, and closing business.

Qualifications

• Bachelor’s degree and 6+ years of experience in quota-carrying B2B software sales with a demonstrated record of meeting or exceeding targets or combination experience, education, & superior performance.
• Experience working with Independent Mortgage Banks.
• Demonstrated ability to identify executive decision makers, build credibility with client executives, and sell to the C-suite.
• Flexible problem-solver who will thrive in nCino’s fast-paced, collaborative, and entrepreneurial environment.
• Strong listening skills and impeccable verbal and written communication skills.
• Able to demonstrate software solutions onsite with clients or via virtual meetings.
• Organize, efficient, and able to maintain high level of production while also demonstrating process and administrative excellence.
• Must be located in the Midwest or near a major airline hub for territory coverage.