23 days old

Loan Software Pre-Sales Manager

Chicago, IL 60684
  • Jobs Rated

Position: Software Pre-Sales Engineer

Orgnanization: Mortgage Cadence

Location: United States

Mortgage Cadence, a wholly-owned subsidiary of Accenture, has been partnering with mortgage lenders since 1999, offering the industrys only true one-stop shop mortgage technology solutions designed for point-of-sale through post-closing. In a time when efficiency, speed and the customer experience are paramount to the success of lenders, Mortgage Cadence offers the most reliable software and dedicated people, supporting lenders every step of the way. Each of our products has revolutionized the mortgage lending process in some way, changing the way lenders lend and borrowers finance.

As a software company, we think like a start-up, with every employee empowered and encouraged to be visionary. Teamwork and innovation define what we do as we take our customers into the future by providing the last lending solution they will ever need.

A Solution Engineer is responsible for actively driving and managing the technology evaluation stage of the sales process. They work with the sales team to technically advise client prospects on the sale of our products. It is a Solution Engineer's responsibility to explain the technical and functional aspects of a product or service to mortgage business users, mortgage business consultants, or mortgage business IT staff. The Solution Engineer will be familiar with all technical aspects and issues of the product or service. This ensures a high level of customer satisfaction, as a Solution Engineer will be prepared for any / all technical issues that may come about. This is a position for someone with both technical knowledge and sales skills.

The role of Solution Engineers essentially involves translating and explaining highly complex system functionality to customers and clients, focusing on revealing how a product or piece of equipment can solve their specific problems or improve several key performance indicators. At its heart, the role of a Solution Engineer is to win the technical sale.

Core Responsibilities:

Technical Ability This role requires a technical understanding of the Mortgage Cadence Platform as well as each individual product that comprises the MCP. Eventually, this candidate must master the technology we are selling.

Communication Skills - This candidate must have a comprehensive understanding of the mortgage industry and all roles that comprises the origination process. Not only is mortgage industry knowledge necessary but having the ability to ask open ended questions and probe prospects during Discovery sessions. Discovery sessions are the foundation of successful demonstrations.

Client Facing Skills The Discovery sessions and system demonstrations are the times for Solution Engineers to shine. These sessions are the performance times the engagement. This candidate must have strong presentation skills that encompasses the ability to multi-task i.e. read the room, manage multiple screens and applications simultaneously, capture questions/comments, and instill confidence in the client prospect that Mortgage Cadence is the best partner they could have with the best solution. This role must be able to connect with and successfully align with all levels of the prospects organization from C-Suite to front-line employees.

Partner with Sales Leads This role is not only a technical role but also a sales role and a Solution Engineer has a stake in the sales success. To be able to ensure success, Sales Engineers must be able to work in a collaborative environment partnering with the sales lead on most of the sales activities in the lifecycle as well as the overall strategy of the engagement.

Practice and Feedback Sales happen when clients are impressed and see value in our products. Constant practice and feedback are necessary to improve your abilities to impress clients. This candidate must be able to receive constructive feedback about their performance. Demonstrations and discovery sessions are client facing and we must never practice on our clients. Listening to feedback about performance can be difficult, due to the nature of performance its personal. But only the best candidates listen for feedback on their performance and apply the changes and perfect them during practice in the most positive way. Preparation helps to keep the unknowns in check and allows the team to provide a meaningful demonstration to a client, even when the system is not doing what is expected.

General Responsibilities:

+ Attend as many training sessions as possible to learn about the Mortgage Cadence Platform and join every release presentation or preview demonstration of the system.

+ Attend all meetings scheduled by the VP of Sales/Training Configuration Support (Brian Cvancara) to understand system configuration updates and release changes to maintain core demonstration scripts.

+ Practice demonstrations utilizing the demonstration scripts provided organizing sessions with peers or other departmental resources.

+ An ACTIVE participate in client Discovery sessions and report back to Sales team issues, challenges, or concerns found. Then devise a plan, as a sales team, on approach to overcome challenges.

+ Design demonstration script, utilizing the core scripts as a starting point, to create a unique presentation to Client Prospects addressing key topics and concepts uncovered during the Discovery sessions.

+ Partner with VP of Sales/Training Configuration Support to document and create any custom configuration, branding needs, label changes, or workflow updates that accommodate the client prospects needs.

+ Schedule practice session on final product for client prospect demo.

+ Lead live demonstrations executing scripts and capturing key details that come from the conversation. Control the room (live or virtual) to ensure prospect engagement and delight.

+ Lead the RFP (Request for Proposal), RFI (Request for Information) or Due Diligence Questionnaire process for assigned prospects.

+ Respond to questions utilizing the RFP360 tool and coordinate any Subject Matter Expert assigned questions to ensure timely delivery of the request.

+ Accurately report time, expenses, and activities timely and appropriately within our reporting system.

+ This role reports to the SVP of Sales and Solution Architecture.

+ Up to 50% travel required

Basic Qualifications:

+ Minimum 5 years in a Loan Origination Sales or Processor role at a mortgage lending institution

+ Strong written and presentation skills

+ Familiarity with FHA, VA, USDA, GSE, products and mortgage lending compliance regulations.

+ Familiarity with technical software development concepts and

+ Proficient in Microsoft Office suite of products (Word, Excel, PowerPoint, Visio)

+ Ability to provide a live demonstration of candidates product of choice to Mortgage Cadence hiring team.

+ Familiarity with Mortgage Cadence Platform is a plus but not required

Preferred Qualifications/Traits:

+ Strong written and presentation skills

+ Familiarity with FHA, VA, USDA, GSE, products and mortgage lending compliance regulations.

+ Familiarity with technical software development concepts and

+ Proficient in Microsoft Office suite of products (Word, Excel, PowerPoint, Visio)

+ Ability to provide a live demonstration of candidates product of choice to Mortgage Cadence hiring team.

+ Familiarity with Mortgage Cadence Platform is a plus but not required

+ Innate need to be curious and learn

+ Self-starter who can identify needs and act upon them with little direction from leadership

+ Ability to be flexible to meet client prospects where they are and alter normal processes or procedures to meet the need.

Applicants for employment in the US must have work authorization that does not now or in the future require sponsorship of a visa for employment authorization in the United States and with Accenture. Equal Employment Opportunity Statement Accenture is an Equal Opportunity Employer. We believe that no one should be discriminated against because of their differences, such as age, disability, ethnicity, gender, gender identity and expression, religion or sexual orientation. Our rich diversity makes us more innovative, more competitive and more creative, which helps us better serve our clients and our communities. All employment decisions shall be made without regard to age, race, creed, color, religion, sex, national origin, ancestry, disability status, veteran status, sexual orientation, gender identity or expression, genetic information, marital status, citizenship status or any other basis as protected by federal, state, or local law. Accenture is committed to providing veteran employment opportunities to our service men and women. For details, view a copy of the Accenture Equal Opportunity and Affirmative Action Policy Statement Requesting An Accommodation Accenture is committed to providing equal employment opportunities for persons with disabilities or religious observances, including reasonable accommodation when needed. If you are hired by Accenture and require accommodation to perform the essential functions of your role, you will be asked to participate in our reasonable accommodation process. Accommodations made to facilitate the recruiting process are not a guarantee of future or continued accommodations once hired. If you would like to be considered for employment opportunities with Accenture and have accommodation needs for a disability or religious observance, please call us toll free at 1 (877) 889-9009, send us an email or speak with your recruiter. Other Employment Statements Candidates who are currently employed by a client of Accenture or an affiliated Accenture business may not be eligible for consideration. Job candidates will not be obligated to disclose sealed or expunged records of conviction or arrest as part of the hiring process. The Company will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. Additionally, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the Company's legal duty to furnish information.

Unless expressly indicated, this role is not open in the state of Colorado.


Jobs Rated Reports for Sales Manager

Posted: 2021-03-24 Expires: 2021-05-16

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Loan Software Pre-Sales Manager

Chicago, IL 60684

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