Account Manager

Description:

Account Manager – Software SalesReports to: Group Director, Sales – Learning & Development

BAI and RMA have come together as ProSight Financial Association, a leading industry organization whose purpose is to empower financial services leaders to strengthen and advance our industry. The strategic combination brings together RMA’s expertise in serving the commercial banking and risk management functions and BAI’s knowledge in serving the retail banking and regulatory compliance functions. It’s a complementary union of two non-profit organizations that have always had their members’ and customers’ best interests in mind. Our industry-leading offerings include: peer sharing events, thought leadership, learning and development, and decision support solutions. Our work creates positive ripple effects throughout financial services organizations and ultimately helps consumers, businesses and communities thrive.As an Account Manager selling our Policy Manager product in our St. Louis office, you will work as an inside sales representative, primarily calling bank, credit union, and mortgage firms nationwide. You will be a hunter and will identify business needs and propose appropriate solutions for regulatory compliance training and other related services. Based on customer needs assessment and potential account value, you may travel occasionally to give executive-level presentations to key decision-makers. As a member of the Learning & Development sales team, you will work in a fast-paced, team-oriented environment. The successful candidate will contribute to the business goals by meeting monthly, quarterly and annual new sales objectives. ProSight has a strong brand and a leading market position in an industry where compliance requirements are increasing dramatically, all creating much opportunity for sales growth.

Responsibilities

• Plan and organize work schedule to call prospects to close sales daily.
• Research/profile financial vertical nationwide to identify and penetrate top prospects.
• Develop account strategies and a network of contacts at various levels/functional responsibility within each organization in the assigned territory.
Follow leads through all stages of the sales cycle
• - lead generation, proposal, negotiation, closing and post-sale follow-up.
• Conduct a needs assessment and develop recommendations/proposals.
• Demonstrate technology products and solutions over the phone and Internet.
• Stay attuned to market trends, competition, customer needs, pricing and other factors that may impact sales and growth.
• Provide prospects with information and advice on BAI products and services.
• Manage and maintain a sales funnel to achieve steady growth within assigned territory.
• Provide realistic sales forecasts to facilitate growth.
• Manage contract negotiations, service requirements and details to close the sale.
• Manage territory, sales cycle and customers in CRM system.

The compensation range for this position is $100,000 - $120,000 which includes base salary and participation in a commission plan based on individual sales results. ProSight offers an outstanding benefits package with comprehensive insurance coverage, a 401(k) plan with company match, flexible paid time off, hybrid and remote working models, tuition assistance and the ability to work in a collaborative, team-oriented environmen BAI and RMA have come together as ProSight Financial Association, a leading industry organization whose purpose is to empower financial services leaders to strengthen and advance our industry. The strategic combination brings together RMA’s experience in serving the commercial banking and risk management functions and BAI’s knowledge in serving the retail banking and regulatory compliance functions. It’s a complimentary union of two non-profit organizations that have always had their members’ and customers’ best interests in mind. Our industry-leading offerings include: peer sharing events, thought leadership, learning & development and decision support solutions. Our work creates positive ripple effects throughout financial services organizations and ultimately helps consumers, businesses and communities thrive.

As a Sales Specialist, reporting to the Group Director of Sales, you'll be at the forefront of shaping our sales organization's culture and success in the US. You will have a pivotal role in developing new client relationships, leveraging a proactive and intelligent approach to understand the unique needs of clients, identify growth opportunities, and contribute to their success. In a role where trustworthiness and engagement reign, you'll drive client satisfaction through a consultative, value-led approach.

You will be a product expert and will identify business needs and propose appropriate solutions for enterprise risk and compliance related software products. Based on customer needs assessment and potential account value, you may travel occasionally to give executive-level presentations to key decision-makers. As a member of the ProSight Learning & Development sales team, you will work in a fast-paced, team-oriented environment. The successful candidate will contribute to the business goals by meeting monthly, quarterly and annual new sales objectives. ProSight currently has more than 2,400 clients nationwide. ProSight has a strong brand and a leading market position in an industry where compliance and risk requirements are increasing dramatically, all creating much opportunity for sales growth.

Responsibilities

• Manage sales cycle and customers in CRM system.

• Demonstrate technology products and solutions via Teams and/or in person presentations.
• Conduct a needs assessment and develop recommendations/proposals.
• Work with sales team to manage a complex, multi-stakeholder enterprise sales cycle from initial engagement to close.
• Drive pipeline through proactive outreach, network development, and strategic targeting.
• Build and present compelling value propositions, proposals and ROI cases to senior stakeholders (including C-level).
• Collaborate with internal teams to shape proposals, demonstrations and solution design.
• Stay close to the risk management and compliance market — identifying trends, insights, and opportunities that shape your strategy.

What We offer

• A strategic, high-impact sales role in a company with 100 year history
• A territory with established accounts that have not seen current ERC solution
• Access to senior leadership and influence on how we grow
• A supportive and high-performance sales culture — collaborative, accountable, and ambitious
• Competitive base salary and high commission potential
• Flexibility, autonomy, and the backing to succeed

The compensation range for this position is $100,000 - $110,000 which includes base salary and participation in a commission plan based on individual sales results. ProSight offers an outstanding benefits package with comprehensive insurance coverage, a 401(k) plan with company match, flexible paid time off, hybrid and remote working models, tuition assistance and the ability to work in a collaborative, team-oriented environment.

Requirements:

Requirements

• Bachelor's degree required
• A minimum of 2 years’ experience in an inside sales role and direct experience in business-to-business solutions selling
• Experience in either selling or servicing clients in the financial space
• A desire to grow a territory by generating new business through prospecting
• Experience organizing and managing an assigned territory
• Strong organizational skills and the ability to work in an independent, self-directed environment
• Experience in a high-volume, telephone-based selling environment
• Experience selling products in a Software as a Service (SaaS) business model a plus
• Experience in the financial services industry a plus
• Demonstrated success creating leads and sales through prospecting
• A history of meeting or exceeding assigned sales quotas for new business
• Technologically savvy, with extensive use of the Microsoft Office suite and ability to learn and demonstrate proprietary systems
• Demonstrated high-energy, tenacity and dedication to excellence as a sales professional
• Motivated by an internal desire to win and a desire to increase your own personal wealth