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

Exempt

The estimated base salary range for this role in the United States is $80,000.00 - $120,000.00 per year. For compliance with local legislation, and to provide greater transparency to applicants, we share salary ranges on all job postings regardless of the desired hiring location or whether the position is remote. The posted range is an estimate and reflects many factors which are subject to change. Final offer amounts may vary from the amounts listed above, based upon geographic location, candidate experience and expertise, and other relevant factors.

Sales positions may be eligible to participate in the business commission plan. Plan details will be provided to you upon hire.

Full time employees will also be eligible for enrollment in a wide range of choices of benefits , including medical, dental, vision, basic life insurance, short/long term disability, 401(k) participation (with company match).

The Company provides a minimum of 10 days of vacation for new employees , sick time based on state requirements, 8 Company-paid holidays and 2 personal holidays per year.

We recognize the value and importance of diversity and inclusion in our communities and in the workplace. We celebrate diversity and one of our goals as an employer is to create an inclusive work environment for all employees. We are an equal opportunity employer and do not discriminate against any employee or applicant because of race, religion, sex, sexual orientation including gender identity or expression, pregnancy, national origin, age, marital status, veteran status, disability status, or any other category or characteristic protected by law.

Applicants with disabilities who would like to require a reasonable accommodation related to any part of the application process may contact us at [email protected].

NOTE: If an applicant is selected to receive a conditional offer of employment, and in accordance with applicable law, a criminal background check may be conducted before the offer becomes final and employment begins. Pursuant to the San Francisco Fair Chance Ordinance, and other applicable laws, we will consider for employment qualified applicants with arrest and conviction records.

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