Strategic Account Manager - Mortgage (IMB)

 Responsibilities

• The Strategic Account Manager (SAM) is the sales and account lead assigned to nCino's top Strategic IMB Customers and helps deepen and expand the nCino engagement with the most strategic, market-leading IMBs. The role is accountable for growing bookings and revenue of that account, supporting customer satisfaction and reference ability of the customer(s) throughout the customer lifecycle
• Creates, identifies and closes sales for a specific set of named IMB accounts. The individual must be a self-starting closer who can create a pipeline of business within existing accounts
• Expand nCino presence within existing enterprise clients by maintaining relationship 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 in order to identify opportunities to extend the nCino solution and help organizations solve critical problems in other segments of the organization   
• Use 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
• Strategic account planning. Develop plans and resource requirements to drive our 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
• Learn to deliver a strong demo of the nCino Bank Operating System based on prospect needs
• Manage complex sales cycle 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 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
• Ability 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

 
Desired Candidate Skills

• Graduate degree or related certification
• Passion for Customer Success
• Experience as a commercial banker 
• Consultative background with past experience with enterprise business and technology programs

Travel Requirements

• Frequent travel within the Midwest territory to accomplish and exceed goals