Loan Software Pre-Sales Manager

  • Job Reference: 269656263-2
  • Date Posted: 24 April 2021
  • Recruiter: Accenture
  • Location: Chicago, Illinois
  • Salary: On Application
  • Sector: Banking & Financial Services
  • Job Type: Permanent

Job Description

Job DescriptionPosition: Software Pre-Sales EngineerOrgnanization: Mortgage CadenceLocation: United StatesMortgage Cadence, a wholly-owned subsidiary of Accenture, has been partnering with mortgage lenders since 1999, offering the industry's 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 prospect's 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 sale's 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 - it's 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 of the job description Read Less