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Account Manager/Executive (3 positions - West Coast (SF/LA); Virginia/DC; Salt Lake City)

Account Manager/Executive - Top Bank mortgage loan SaaS analytical and compliance firm providing a CCAR and CECL (going into affect 2020); hot hot product growing at 50% / year; OTE/ttl compensation targeted at 170-180k; work from home or if near LA, from, home or LA office. LA, SF or other CA locations best but Seattle and Portland work too.

Position Summary
The Account Manager is the primary point of contact and manager of client relationships throughout the relationship lifecycle. S/he is responsible for the planning and achievement of relationship growth (revenue and partnership/interpersonal), ensuring customer satisfaction and retention, and assisting in driving enterprise value.

Responsibilities
  • Client Portfolio Management: Responsible for relationship development and management with key individuals and senior decision makers at the client across the areas of Finance, Risk/Credit and IT. (e.g., CFO, CAO, CRO, CTO) 
  • Account Planning: Define and execute account sales plans for assigned named accounts and exceed sales goals (quotas) through prospecting, qualifying, managing and closing sales opportunities 
  • Cross Team Coordination: Align resources (e.g., Product Development, SMEs, Customer Support, Customer Success) to respond to client needs and maximize client “stickiness” and value delivered 
  • Client Representation: Internally represent the needs and voice of the client with the firm’s constituencies. 
  • Presentation: Ability to present the basic messaging of who the firm is as a company and the value of our software solution. This includes both the ability to put together quality presentations that are clean and without error and the ability to effectively present the material in a knowledgeable and articulate way 
  • Manage and track client and transactional information in SalesForce 
  • Nurture and expand relationship with named clients 
  • Product, Solution and Brand Knowledge: proactively promote the firm’s brand, software and services/solutions and enable awareness of the value the firm delivers 
  • Support contract compliance
  • Travel < 50%, as required.  There are no location requirements. Semi-regular travel to DC office throughout the year is expected.
Requirements
  • 5-10 years of related industry experience including FASB, US GAAP, IFRS, Banking Technology, Loan Risk Management, Finance or Banking 
  • Experience with the negotiation process and proactively driving the process to completion 
  • Experience with Client Management and Development 
  • Understanding of the Enterprise Platform and/or SAAS space and success building and driving relationships with end-users. 
Required Capabilities and Behavioral Attributes
  • Focus – at ease weighing different views and making smart, quick decisions, especially under pressure. Ability to organize and keep track of multiple clients while maintaining individualized relationships with key stakeholders 
  • Excellent Communication – you know what to say and more importantly, how to say it. Comfortable having difficult conversations without impacting the integrity of the established relationship. Strong communicator, both verbal and written. Ability to establish and maintain long term relationships, in person and over the phone. 
  • Missionary – highly driven individual with an execution focus and a strong sense of urgency and a belief in the firm’s mission. You can go beyond relationship management. 
  • Go-Getter – willing to go the extra mile with a strong work ethic; self-directed and resourceful. Knows how to take initiative to propose solutions or solve problems. Ability to look back at history and forward to possibilities to create solutions for our clients. 
  • Achiever – committed to achieving results, independently and as part of a team. Responsive to client’s needs, big or small, so that each one feels as if they are the most important. Capable of understanding the strategic impact of decisions while operating effectively at a tactical level to achieve results. 
  • Bachelor’s Degree in Accounting or Finance
Nice to Have
  • CPA, CRM, or CFA certified and/or MBA 
  • 5+ years prior experience selling to banks/financial institutions
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Another Way to Think About the Position
  • Add on sales - 50% (are you an add-on sales leader) 
  • Account/Relationship management – 20% (are you a trusted-advisor) 
  • Industry and software – 20% (have you worked with banks that have mortgage loan portfolios and are you an expert in SaaS) 
  • Value software deliver – 10% (do you understand bank mortgage compliance and analytics and how SaaS offers value)