Strategic Account Executive - FI Sales (Remote) - Vericast

Vericast is the financial institution (FI) performance partner. We help banks and credit unions drive growth, improve efficiency, increase engagement and navigate change through the power of data, technology and people. Our advanced analytics, data-driven insights and integrated solution set enable better execution with agility, precision and scale. That’s why thousands of financial institutions look to Vericast and our 150 years of financial services expertise to help them achieve more. For more information, visit http://www.vericast.com or follow Vericast on LinkedIn.

The Strategic Account Executive for the Financial Institution (FI) team is responsible for driving revenue goals through engagement with existing top accounts and new business acquisition.

In your role, you will engage with senior Marketing, Line of Business, and Data/IT decision makers to understand their needs and align with current or future-state Vericast solutions.

You will carry your own sales quota and deliver marketing, deposit & loan acquisition, and other engagement solutions to Vericast’s most important bank and credit union clients and prospects. You will partner with Account Executives, Client Strategists, SMEs, and Business Analysts to develop account engagement plans, identify solution alignment, and lead sales opportunities to achieve and exceed your sales targets.

Your professional DNA is that of a highly influential advisor with a passion for helping your clients achieve their goals with marketing and growth solutions. You naturally build close relationships with Vericast’s clients to understand their business drivers and how they relate to broader industry trends.  You expertly establish buy-in for your solutions at all organizational levels (frontline marketing & operations professionals, mid-level leaders, and senior executive management).

KEY DUTIES/RESPONSIBILITIES

• Engage client contacts at all organizational levels – C-suite to front-line – at target accounts to discover needs, align with Vericast solutions, and sell & deliver results.
• Identify opportunities within Vericast’s existing clients and potential new clients in the Financial Services industry.
• Develop a sustained pipeline of viable opportunities to exceed quota by actively prospecting via phone, email, marketing follow-up, personal relationships, and executive introductions.
• Partner with existing client teams (Account Executives, Directors, Client Strategists, etc) to identify target accounts and opportunities.
• Perform and interpret value analyses to identify value-creation opportunities for our clients via a thorough Discovery process.
• Effectively and independently deliver the Vericast Financial Institution value proposition -- demonstrating a full understanding of our capabilities.
• Identify the client's key cost and value drivers and engage in high-level strategic Marketing planning.
• Discover un-met client needs in alignment with Vericast’s strategic direction and partner with product to design and develop future-state solutions.
• Lead proposal and business development efforts in identified key accounts.
• Leverages internal expertise (Strategy, Product, Data science, IT, etc) as needed to move prospects along sales cycle and providing ongoing feedback to Sales Leadership and cross-functional partners.
• Together with Business Analysts, monitor the achievement of strategic, financial, and operational benefits of our sold and implemented solutions, ensuring that planned business outcomes are achieved.

EDUCATION

• Bachelor's Degree in business management or related field (Preferred)

EXPERIENCE

• 5+ years in a quota carrying sales role; demonstrated consistent over performance.
• 3+ years experience in FinTech and/or as a Sales Engineer highly desired.
• Recent solutions sales experience within a financial services vendor, fintech, SaaS, consulting, or other financial services related company; marketing discipline preferred.
• Aptitude and passion for technology – Must be able to credibly discuss technical topics and simplify/translate complex concepts into business outcomes.
• Selling through creating a compelling vision or story. Use of data and insights as a selling tool. Prospecting/new business development. Managing client relationships. Selling multiple/integrated product campaigns. Understanding of the client's market and strategic needs to align and recommend the ideal solution.
• Entrepreneurial mindset – Must be able to learn quickly, pivot, and adapt to changes in product and strategy as needed.
• Proven / consistent track record of success in achieving and exceeding annual quotas and business objectives
• Highly skilled in opportunity qualification, consultative selling, overcoming objections, presentation delivery, and negotiation

KNOWLEDGE/SKILLS/ABILITIES

• Excellent communication (written and verbal) and interpersonal skills. Ability to communicate at all levels within the organization and outside. Executive presence & ease in communicating with C-level executives required.
• Ability and willingness to travel (50%+).
• Ability to interpret financial institution needs and translate them into products/services.
• An understanding of both sides of a bank’s balance sheet including how product drives the business and ability to speak to quantifying results from a management perspective.
• Consulting background or agency experience preferred. 
• Adapt easily to change - including the market, products, and internal company initiatives.
• Deliver formal/high impact presentations - to clients and internally as needed.
• Display Emotional (EQ) and Cognitive (IQ) Intelligence; the ability to read those around you and appropriately respond intellectually and emotionally.
• Highly developed client solution selling and targeting skills; needs very little support from management to sell or close business.
• Innovative, analytical, and strategic thinking.
• Manage client expectations.
• Proficient at solution selling and closing opportunities.
• Show a consistent track record of success in achieving and exceeding annual quota and business goals.
• Strong skills in: problem resolution, overcoming objections, initiative, conceptual selling, presentation delivery, negotiation, innovation, and managing multiple priorities.

Base Salary: $160,000-$180,000

Position is eligible for a generous commission component; more information will be provided on the commission program for this role during the interview process.

The ultimate compensation offered for the position will depend upon several factors such as skill level, cost of living, experience, and responsibilities.

Vericast offers a generous total rewards benefits package that includes medical, dental and vision coverage, 401K with company match and generous PTO allowance. A wide variety of additional benefits like life insurance, employee assistance and pet insurance are also available, not to mention smart and friendly coworkers!

At Vericast, we do not just accept differences - we celebrate them, we support them, and we thrive on them for the benefit of our employees, our clients, and our community. As an Equal Opportunity employer, Vericast considers applicants for all positions without regard to race, color, creed, religion, national origin or ancestry, sex, sexual orientation, gender identity, age, disability, genetic information, veteran status, or any other classifications protected by law. Applicants who have disabilities may request that accommodations be made in order to complete the selection process by contacting our Talent Acquisition team at talentacquisition@vericast.com EEO is the law. To review your rights under Equal Employment Opportunity please visit: www.dol.gov/ofccp/regs/compliance/posters/pdf/eeopost.pdf.

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