Executive Account Leader

4 weeks ago

Atlanta, United States CareerBuilder Full time

Overview:
Job Purpose
ICE Mortgage Technology is the leading cloud-based platform provider for the mortgage finance industry. ICE Mortgage Technology solutions enable lenders to originate more loans, reduce origination costs, and reduce the time to close, all while ensuring the highest levels of compliance, quality and efficiency.
As an Executive Account Leader, you will develop and maintain strategic long-term trusting relationships with the companys largest and most strategic clients and prospects to accomplish organic growth and long-term company objectives. The EAL leads with a customer orientation, grounded in the customers objectives and business and driven by a strong desire to help customers make their business successful. The EAL role leads a cross-functional account team to assess and fulfill client needs and is ultimately accountable for the health and expansion of the overall customer relationship.
Responsibilities
Builds and sustains trustworthy and personal relationships at all levels of the customer organization and across ICE Mortgage Technology
Successfully manages a complex web of relationships and champions the overall customer strategy for positive enterprise business outcomes that solidify long term strategic partnerships
Nurtures and cultivates relationships with strategic accounts to transform the relationship and solidify an understanding that ICE Mortgage Technology is an essential strategic partner for any mortgage lender
Executes collaborative strategic planning meetings in conjunction with customers to ensure alignment in priorities and objectives
Strong in-depth knowledge about competitors and the ability to analyze the additional services and products that could deliver more value to the customer
Effectively analyzes company capabilities against the customer to determine fit and opportunities, and solutions of products and services that meet customer-defined value
Up-to-date knowledge about your customers and determination to work with Product to deliver features that will provide significant value to them
Leads cross-functional teams between customer and internal organizations to execute plans and solution opportunities that align with mutually beneficial long term strategies. Adds new dimensions to the customer relationship by creatively drawing on the full resources of the company
Leads the internal account team in account planning, jointly creating team goals and KPIs to ensure the extended account team is well positioned to achieve their individual goals through the actions of the team
Engages in effective team selling techniques, partnering with extended account team specialists to orchestrate a successful sales process
Adheres to a formal sales process while successfully navigating customer buying processes and procurement teams; maintains good pipeline hygiene
Achieves annual revenue and growth objectives, including net new business, expansion business, professional services business, and successful renewal goals.
Effectively partners with technical support resources to optimize customer technical environments to ensure customer scalability and to mitigate latency
Escalation point for clients on business related issues/concerns
Ensures clients are optimizing their investments, benefiting from expansive resources available to support adoption and utilization of what they own to increase their ROI and to support retention efforts.
Curates referenceable customers across a wide spectrum of solutions.
Builds and maintains customer profile and account information in Salesforce
Executes within the parameters of ICE Mortgage Technology legal, financial, operational and data security requirements
Knowledge and Experience
Exceptional consultative selling and closing skills with experience closing business with large and enterprise organizations essential. Experience executing land and expand strategy preferable.
Consumer Finance or Mortgage Industry domain expertise essential
Background in SAAS desired
Experience with Encompass and/or other mortgage lending origination systems a plus
Executive presence & credibility essential
Skilled in complex, long sales cycle value-based selling
Strong business acumen and the willingness to learn and become an expert in the customers business and their strategic business needs
Excellent relationship management skills
Adept at building value propositions specific to the customers needs and desired outcome
Strong communicator, excellent verbal, written and presentation skills
Effectively articulates a value proposition
Delivers Boardroom level presentations
Plans and facilitates highly effective meetings, ensuring all objectives are met with minimal wasted effort
Persuasively promotes company ideas (e.g. with enthusiasm, conviction and assertiveness)
Provides compelling rationales for arguments (e.g. shows how our positions address key organizational needs and priorities)
Builds a broad base of support among key decision-makers and influencers (e.g. links our proposals to their needs, interests and concerns)
Mature negotiation skills
Ability to motivate and lead a cross-functional team
Ability to influence stakeholders and marshal resources to deliver on customer expectations
Ability to toggle between strategy and tactics effectively
Strong strategic and critical thinking skills
Effectively navigates business and technical audiences to nurture opportunities
Demonstrates a technical aptitude, embraces new technology
Solid analytical capabilities, comfortable navigating business intelligence tools to drive analysis and insights
Schedule
This role is remote, and the employee may be located in one of the following states: Arizona, Connecticut, Washington DC, Florida, Georgia, Illinois, Kansas, Maryland, Massachusetts, Michigan, Minnesota, Missouri, New Hampshire, New Jersey, North Carolina, Ohio, Oklahoma, Oregon, Pennsylvania, South Carolina, Texas, Utah, Virginia, Wisconsin
Intercontinental Exchange, Inc. is an Equal Opportunity and Affirmative Action Employer.

All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, sexual orientation, gender identity, national origin or ancestry, age, disability or veteran status, or other protected status.

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