Business Relationship Manager

Business Relationship Manager (BRM)

The Business Relationship Manager plays a key role in driving a significant share of revenue for Optimal Blue as well as protecting current revenue from clients. Successful candidates will have a proven track record in building, managing, protecting and consistently delivering high performing sales results.

The Business Relationship Manager will achieve/exceed sales targets by managing and developing current customers in the Mortgage Lending Industry and adding additional products and services to clients in the assigned segment. In addition, this role will work with the Client Success Manager to ensure renewal of products and services in assigned segment.

This position is compensated with base salary plus commission.

Responsibilities:

Work effectively to facilitate sales opportunity by orchestrating internal and partner resources.

Owning the expansion of relationships with our current clients through expanding the use of their current solutions and cross-selling them additional Optimal Blue products

Developing relationships with the executive decision makers within each assigned client

Working closely with the Customer Success Manager (CSM) to drive utilization of the features and capabilities of the products that our clients currently utilize of Optimal Blue to ensure the highest ROI for our clients

Negotiate renewal terms with clients, as necessary, to ensure renewals

Partner with the CSM to ensure that client goals and challenges are being addressed to preserve or create growth opportunities within the client

Attend quarterly client business reviews and participate by presenting key financial and peer benchmarking metrics

Participate in the forecasting and prioritization for client renewals amongst your assigned accounts with your CSM partner

Create reference-able customers (case studies, reference calls, speaking engagements)

Demonstrate a clear cadence of building and always maintaining high quality pipeline.

Recognize customer business problems and drive/influence resources to address these needs; create business proposals around these needs

Work with Pre-Sales technical resources to gain complete understanding of customer needs and customize the appropriate solution

Negotiate favorable pricing and business terms by selling value and ROI

Adopt and daily use company’s sales productivity tools such as Salesforce.com and others

Provide timely and insightful feedback to product management and marketing

Role Requirements:

• 7+ years of relevant B2B sales experience in either a SaaS based consultative enterprise selling environment or mortgage industry and/or mortgage software experience

• 3+ Years experience working in an account management, consulting, or client services role

• Ability to forge, develop and maintain productive customer relationships

• Proficient in selling at all levels in the buyer organization by building trust, acting with integrity and leading by example

• Ability to develop effective territory plan using a combination of face to face and phone/web presentations to drive sales with a minimum of 50% travel within territory as well as to industry events

• Skilled in articulating the value and differentiation of Optimal Blue solutions

• Quick learner with strong communication and presentation skills

• Well-organized, disciplined planner and implementer with sound strategic thinking and conceptual abilities/vision

Desired Skills & Knowledge:

• Deep, expert knowledge of the mortgage business including products, industry trends, regulatory issues, competitors and industry partners.

• Excellent sales and negotiating skills

• Ability to execute commercial transactions (pitching, negotiating, closing) with a sense of urgency

• Proficient in building trust at executive levels within client organizations

• Knowledgeable in product capabilities and able to translate product value into business value

• Experience facilitating meetings, delivering executive presentations and resolving conflict with resources at all levels

Educational Requirement:

• Bachelor's degree preferred or equivalent experience