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

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