Client Executive

Job Description

Job Description

** This position is eligible for commission earnings under the Company's sales compensation plan. Actual total compensation may exceed the stated salary range based on commission earnings, performance results, and other business factors.

About defi SOLUTIONS:

It’s an exciting time to join defi!

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 defisolutions.com and follow us on LinkedIn.

Position Purpose :

The Client Executive develops relationships and sales strategies to secure new SMB sales opportunities, expand and grow defi SOLUTIONS’ market share and revenue, and promote strategic customer and partner relationships through value-driven solution sales. This position effectively persuades and frames client opportunities; Shares industry, solution, deal and sales “best practices” knowledge with the broader sales group; May mentor and coach other sales professionals with less experience.

Essential functions:

Reasonable accommodations may be made to enable individuals with disabilities to perform these essential functions.

• 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.

** Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.

Required education and experience:

• 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
• Industry experience in either auto or lending preferred

Additional eligibility requirements:

• 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

Travel required:

• Up to 25% travel

Affirmative Action/EEO statement:

defi SOLUTIONS is an Equal Opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability or protected veteran status.