Regional Director – Market Development

Role Overview

• Prospecting. Develop an opportunity pipeline that represents a multiple of the assigned ACV quota.
• Facilitate quarterly business and operational review sessions to leverage for new opportunities.
• Present overall EWS and high-level product pre-sale presentations to qualify opportunities and define buyer criteria.
• Portfolio Management. Develop and maintain executive-level relationships to support cross-sell, upsell, and influence strategic initiatives.
• Provide account reviews, value summaries, product usage insights, and updates on company roadmaps and enhancements.
• Ensure alignment of customer strategies with the company’s value proposition to sustain product usage and identify growth opportunities.
• Solution Development Collaborate with internal teams to design effective solutions and be responsible for completion of sales cycles and ensure internal teams provide deliverables on time.
• Sales Operational Excellence. Maintain accurate and up-to-date records in Salesforce and other sales systems, ensuring weekly reviews of opportunities.
• Conduct regular account status updates with management and align efforts with EWS’ risk management protocols.
• Contracting. Responsible for the development and negotiation(s) of commercial and pricing terms for all DI solutions in addition to MSAs, amendments, and Value Test agreements.
• Understand, and lead EWS efforts to resolve outstanding issues.
• Sales Leadership. Responsible for the sales process, from pre-sale presentations to deal closure, representing EWS solutions as a subject matter expert.
• Oversee the development of RFIs/RFPs, solution presentations, and contract negotiations, ensuring on-time and accurate delivery.
• Customer Success. Accountable for ensuring that internal partners deliver best-in-class support, and service.
• Monitor solution implementation and operational success, ensuring seamless transitions to production for revenue-generating services.
• Address customer needs, including issue escalation, to ensure high satisfaction and retention.
• Risk Management. Support the company’s commitment to risk management and protecting the integrity and confidentiality of systems and data.
• Retention and Risk Mitigation
• Proactively identify revenue risks and develop strategies to address potential disruptions.
• Non-Revenue Activities. While primarily focused on revenue generation, the RD may also support initiatives like onboarding new partners or contributing to CSAT efforts that may indirectly drive growth.

Requirements

• Education and experience typically obtained through completion of a Bachelor’s degree in business, finance or other related field.
• Typically, a minimum of 12+ years of progressive related experience.
• Ability to obtain meetings with key decision-makers (C-level) within the banking and FSO industries.
• Ability to effectively communicate strategy and vision.
• Demonstrated success in cultivating and managing relationships with banking and/or financial services clients.
• Successful consultative/strategic sales experience in a “hunter role” within risk/payments/fraud banking or financial services industry and a track record of ability to exceed sales goals within the banking fraud, risk, or payments disciplines for other financial services applications.
• Demonstrated expertise with demand generation tactics to create new sales engagements.
• This is supported by strong consultative, conceptual and strategic selling and negotiating skills.
• Excellent verbal and written communication skills.
• Excellent active listening skills.
• Able to travel up to 50%.
• Strong organizational skills, ability to manage multiple internal as well as external assignments simultaneously.
• Ability to collaborate and organize information methodically.
• ‘Hands-on’ flexible self-driven person with excellent strategic, tactical and collaboration skills.

Benefits

• Healthcare Coverage – Competitive medical (PPO/HDHP), dental, and vision plans as well as company contributions to your Health Savings Account (HSA) or pre-tax savings through flexible spending accounts (FSA) for commuting, health & dependent care expenses.
• 401(k) Retirement Plan – Featuring a 100% Company Safe Harbor Match on your first 6% deferral immediately upon eligibility.
• Paid Time Off – Flexible Time Off for Exempt (salaried) employees, as well as generous PTO for Non-Exempt (hourly) employees, plus 11 paid company holidays and a paid volunteer day.
• 12 weeks of Paid Parental Leave
• Maven Family Planning – provides support through your Parenting journey including egg freezing, fertility, adoption, surrogacy, pregnancy, postpartum, early pediatrics, and returning to work.