Risk Product Account Executive
BAI and RMA have come together as ProSight Financial Association to empower financial services leaders to strengthen and advance our industry.
The strategic combination brings together RMA’s expertise in serving the commercial banking and risk management functions and BAI’s knowledge in serving the retail banking and regulatory compliance functions. It’s a complementary union of two non-profit organizations that have always had their members’ and customers’ best interests in mind.
The work we do creates positive ripple effects throughout financial services organizations and ultimately helps consumers, businesses and communities thrive.
The primary focus of the Risk Product Account Executive is to understand the needs and priorities of key stakeholders overseeing the risk management function within financial services companies (banks, credit unions, GSEs, and fintech solution providers) and to connect those needs with services provided by ProSight. This position reports to the Head of Membership and will directly contribute to our goal of doubling the business line’s revenue within the next two years.
Job Accountabilities
Risk Product Account Executive is responsible for:
- Meeting and exceeding sales targets for new and existing clients in North America.
- Understanding prospective client needs, industry best practices, and regulatory expectations to translate those needs into business opportunities.
- Managing the sales process, including prospecting, qualification, nurturing, closing, and retention activities
- Research and identify key decision makers at prospective clients in existing and new markets through internal and external networking and use of publicly available information such as LinkedIn, quarterly reports, press releases, industry event agendas, and news articles.
- Build a pipeline of opportunities through network contacts, trade organizations, face-to-face meetings, and our contact list of over 1,000 risk management professionals.
- Originate new sales opportunities by professionally and persistently initiating introductory sales calls, discovery discussions, and follow-up meetings.
- Leading and coordinating proposal response including developing proposal strategies, win themes, and key messages/differentiators as part of pursuit approach.
- Collaborating with internal partners including marketing, events, content, and relationship managers to define and execute winning account attraction and retention strategies.
- Regularly and consistently using CRM solution (Salesforce) to track conversations, meetings, leads, and opportunities. Ensure that prospect, customer, and account information is accurate and up to date.
- Ensuring clients’ overall satisfaction with ProSight risk products and provide feedback and insights to product owners.
- Other duties as assigned.
- Bachelor’s degree preferred.
- At least five years of complex B2B selling experience with proven ability to exceed sales targets and grow accounts, preferably for a consulting, advisory, or financial institution.
- Experience in banking or financial services industry required, preferably with or selling to organizations between $10 and $100 billion in total assets.
- Strong communication and virtual/in-person presentation skills with experience selling to C-suite executives such as Chief Risk Officers, Chief Credit Officers, and Chief Financial Officers. A solid listener that can turn listening into action with attention to detail & strong follow up skills.
- Excellent organization and negotiation skills; strong executive presence and business acumen.
- Ability to work in a virtual environment. This position may require travel but is not expected to exceed 10%.
- Subject matter knowledge and understanding of best practices.