Job Description

Black Knight is the premier provider of integrated technology, services, data and analytics that lenders and servicers look to first to help successfully manage the entire loan life cycle. Our deep understanding of regulatory and compliance issues complements the knowledge, technology and solutions we offer to help our clients achieve their business goals. Black Knight offers leading software systems; data and analytics offerings; and information solutions that facilitate and automate many of the business processes across the mortgage life cycle.

Our suite of solutions by Compass Analytics provides premier mortgage pricing and risk management services and analytics to financial institutions nationwide. You can find out more information about Compass Analytics here: https://www.compass-analytics.com/about-3/

JOB FAMILY DESCRIPTION
Sells products and/or services within an established territory to ensure revenue growth in support of Black Knight new business revenue goals.

GENERAL DUTIES & RESPONSIBILITIES
* Responsible for selling products and/or services, developing new accounts and/or expanding existing accounts.
* Solicits and maintains network of prospects.
* Works as a member of a sales team to sell assigned products or services to identified key accounts.
* Keep records about the sales pipeline in the Company’s CRM in keeping with Company standards.
* Participate in events including trade conferences and the Company’s user conferences; balance scheduling of meetings with prospective clients and partners to generate new business and identify new leads.
* Prepare and present sales presentations and product demonstrations using standardized materials. Work with the Company’s marketing and product management teams when necessary in order to conduct highly technical demonstrations and to address technical or unusual prospect requirements.
* Maintain relationships for the purpose of identifying opportunities to sell additional products, including new products. Identify and nurture reference clients.
* Recommend changes in products, prices, services, and policies by evaluating results and competitive activity.
* Maintain industry, professional and technical knowledge by reviewing professional publications, establishing personal networks, studying Company materials, and participating in industry events.
* Negotiates, structures, and closes “deals” that meet customer expectations and Black Knight ability to deliver; utilizes appropriate company resources per the resources plan to provide product marketing support or specialized product sales expertise.
* Meets and exceeds sales goals and objectives.
* Performs other related duties as assigned.

EDUCATIONAL GUIDELINES
Bachelor’s degree or the equivalent combination of education, training, or work experience.

GENERAL KNOWLEDGE, SKILLS & ABILITIES
* Ability to understand the Company’s products and to communicate effectively about the products with experts in the disciplines that the products serve (primarily capital markets and sales).
* Technical acumen sufficient to conduct demonstrations that are targeted to the prospect receiving the demonstration, leveraging and adapting standardized demonstration software and presentations.
* Requires expert negotiation and communication skills, both written and verbal
* Requires solid decision-making and problem-solving skills
* Analytical skills are required to determine client business needs and requirements
* Ability to remain calm under various levels of pressure
* Ability to show established track record of involvement in industry trade groups preferred
* Requires the ability to establish and maintain effective working relationships with all levels of management (internally/externally), employees, clients and public
* A fair amount of travel is required (about 50%)

ADDITIONAL REQUIREMENTS

Develop and maintain a sales pipeline through typical sales stages:
* Lead generation and follow-up – identify leads through network outreach, company targeting, cold- and warm-calling, and site visits to make contact with and qualify leads
* Prospecting – nurture relationships based on prospect-recognized needs that the Company’s products can satisfy
* Establish the value proposition – achieve a prospect level of interest in the Company’s product that warrants a demonstration; includes negotiating a non-disclosure agreement with the prospect
* Quote Pricing – for qualified prospects who are showing buy signs, provide pricing and business terms, negotiate pricing concession requests, provide justification for pricing concessions and negotiate agreement on pricing with the prospect
* Overcome Objections – compete with other vendors offering similar products; establish a superior value proposition
* Negotiate agreements – use the Company’s standard documents to gain acceptance of contractual terms by the prospect
* Close deals

Sales Executive II
Intermediate professional role. Fully qualified sales representative who has advanced beyond Entry-level. Developing professional expertise, applies company policies and procedures to resolve a variety of issues. Has working knowledge of company products and services. Typically sells through a specific channel, having own territory, or working on a team and is responsible for small to medium-sized quota/territory. Normally receives general instructions on routine work, detailed instructions on new project or assignments. Typically requires five (5) years or more of field sales experience.

Black Knight is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, disability, age, and protected veteran or military family status. Our emplo yees’ diversity is our strength, and when we embrace our differences, it makes us better and brighter. Black Knight’s commitment to inclusion is at the core of who we are, and motivates us in how we do business each and every day.

How to Apply

Job Types: Full-Time.

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