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About The Position
defi SOLUTIONS is a pioneer in end-to-end, SaaS loan originations, servicing, and managed servicing solutions. Our customers include the highest-volume captive auto lenders, banks, credit unions, and finance companies in North America. We have more than three decades of experience helping lenders reduce time-to-market, streamline operations, and customize lending processes with proven, scalable performance.
Learn more at defi solutions.com and follow us on LinkedIn.
Requirements
- Bachelor’s degree or equivalent experience
- A solid track record of managing a portfolio of accounts
- Proven track record of meeting sales targets
- Solution sales experience in information technology with at least 5 years of experience working for a software solutions vendor
- Proven negotiation and commercial deal-making skills
- A business understanding of asset and resource management and revenue billing
- Establishes rapport based on professionalism and active listening skills
- Understands the sales process, development and qualification of a business need, identification of target clients, and favorable positioning of products.
- Incorporates thorough understanding of industry trends and client’s key challenges into sales presentations.
- Ability to describe value in the context of emerging market trends and how they affect the client.
- Articulates solutions in terms of ROI to the client and sells business value
Nice To Haves
- Industry experience in either auto or lending preferred
Responsibilities
- Generates leads and drives profitable revenue by selling defi products and services within designated territory or assigned accounts.
- Drives strategies, tactics and account plans to identify, qualify and secure new opportunities to meet sales targets.
- Manages sales opportunities through the sales process, including qualification of prospects; assessment of potential client needs; presentation of defi products and services; and expeditious closing of business.
- Independently develops selling strategies for assigned accounts and effectively interfaces regularly with executive levels.
- Leverages executive level contacts to develop greater account coverage and create demand.
- Develops strategies to utilize key influential individuals within client’s decision process and creates action plans to influence decisions.
- Secures funding for future customer initiatives by linking solutions to client’s business issues to gain credibility at executive level.
- Recommends new value-add solutions through unsolicited proposals to create customer demand and helps customer identify and measure the impact of the proposed business improvement.
- Build internal and external industry networks to remain current on industry trends and describe defi’s value in the context of emerging market trends and how they affect the customer.
- Articulates to the customer how defi is better positioned than the competition to meet their business needs and objectives.
- Prevents objections by uncovering customer concerns early and building consensus towards a mutual solution based on customer requirements.
- Develop long-term client and business relationships based on mutual value and trust, resulting in repeat business.
- Manages client expectations appropriately to ensure mutual satisfaction with the client and defi SOLUTIONS.
- Maintains prompt and accurate sales pipeline forecasting.
- Shares industry, solution, deal, and sales “best practice” knowledge with the sales community.
