Director Mortgage Presales and Solutions
Job brief for Presales :
The Mortgage Pre-Sales Leader is responsible for supporting the Vertical Sales / Hunting team in identifying opportunities and closing all type (single service line/multiple service lines) and size (small/medium/ large) of deals.
Relevant Experience : 10-15 years as an SME in the US Mortgage industry.
Responsibilities :- Define and implement a structured way of handling opportunities first client meeting/solution pitch / RFP response / RFI response/presentation etc.
- Helps the Sales and Delivery team to put down the strategy against Digital Transformation.
- Work with sales team to identify pipeline and plan activities on a weekly basis
- Take lead / to participate in opportunity assessment, qualification, developing response strategy, proposal development, review, and feedback process, competitive positioning, pricing / commercial decisions
- Work closely with the delivery heads in identifying the right team to develop the solution, estimates, schedules, technical responses, etc. to complete the proposal
- Work closely with support functions (like IT / Quality/marketing etc.) for creating a compelling solution/proposal
- Provide weekly reports to sales and delivery organizations to provide visibility on the pipeline, probable deals, etc. for planning and tracking business growth
- Anchoring client visits from the stage of planning, identifying key participants, storyboard for the meeting, reviewing content, planning demos/team discussions, and front-ending the discussion
- Conduct primary and secondary research; generate and qualify market analytics/research
- Assist sales team in prospecting with relevant pitch and market/company-specific data.
- Research and Analysis for the targeted companies in US Market- Prospect's information reports, understanding their pain points, company's value propositions, etc.
- As a Subject matter expert, you'll be in charge of reviewing, analyzing, and evaluating mortgage systems and processes. Document processes, define scope and objectives and formulate systems to support overall business strategies.
- Generate Collaterals, Case Studies, White Papers, etc. and assist Sales in pitch evangelism.
- Create Proof of Concept (POC) implementation plans and deliver POC
Requirements and skills :- Should have a thorough knowledge of US Mortgage ecosystems
- Mandatory experience of working in the US Mortgage domain
- Domain experience across key business areas - Processing Services, Underwriting Services, Post Close Services, Secondary Market Services
- Ability to influence operations and affect change without being confrontational
- Ability to work well across various internal and external stakeholders
- Excellent presentation skills, verbal and written communication skills, and interpersonal skills
- Proven track record of managing and supporting large bids from a pre-sales perspective
- Demonstrated performance in Complex Solutioning and innovative deal construct
- Consultative, Value-proposition/ Business case driven pre-sales methodology experience is highly desirable
- Strong Techno-Commercial/ Business Orientation and Cost Sensitive
- Knowledge of different costs in the delivery of services and experience of putting together a commercial proposal
- Self-Driven and Motivated
- Comfortable in a fast-paced, high-pressure, rapidly evolving entrepreneurial environment
- Excellent Program Management and Consulting Skills
- Hands-on experience in writing proposals and delivering customer presentation