About the Company
Relay Network is the innovator of the new B2B channel designed for businesses to create more valuable customer relationships. Our HIPAA-compliant, personalized channel combines the timeliness of SMS with the multifaceted experience of scrolling feeds. By delivering exactly what customers need, when they need it, in a familiar format, we help organizations guide customers through dynamic journeys that support key customer actions within critical moments such as onboarding, care management, and adherence.
Recognized by the top industry analysts, Relay serves more than 100 industry-leading clients and more than 60 million end users across numerous verticals, including healthcare, financial services, and life sciences. Located in the Greater Philadelphia area, Relay is ranked one of the Top Workplaces by The Philadelphia Inquirer and prioritizes building dynamic, harmonious teams. Relay doesn't look for people who simply fit in, we look for individuals who continuously shape who we are.
Duties & Responsibilities
- Responsible for managing Relays targeted strategic banks which include the top 50 Retail Banks, top Credit Unions, and large regional Banks with AUM over $20B in assets.
- Heavy focus on opening new greenfield accounts and cross selling into other Banks/FI's where Relay has existing relationships.
- Partner with internal resources to manage the entire end-to-end sales process, from lead generation via a BDR team to pipeline management through deal execution.
- Achieve budgeted ARR revenue goals for the business while operating within policies/procedures.
- Responsible for meeting and exceeding revenue objectives for new business and the expansion of existing accounts where applicable.
- Collaborate within Leadership to secure, retain, and grow accounts.
- Represent and recommend Relay for key trade shows and industry conferences.
- Represent the company as a leading solution provider and partner.
- Identify and anticipate the needs to clients through discussions of their objectives and strategies.
- Critically evaluate sales opportunities and make decisions about the core value of the business potential.
- Selling on value and ROI.
- Maintain and communicate an accurate pipeline and sales forecast.
- Proactively builds, enhances, and maintains effective relationships with potential and existing clients to ensure a high level of customer satisfaction, retention, and increase sales and revenue profitability.
- Lead the development of pitches, capabilities, presentations, strategic and tactical ideas, and proposals.
- Identify, develop, and cultivate relationships with senior level (C-level and VP/Director level) clients and be able to simultaneously nurture existing relationships to drive renewal business.
- Maintain up to date information on industry trends and the competitive landscape.
Indicators of Success
The ideal candidate will be a tenacious individual who embraces the start-up mentality and the agile work atmosphere of a growth-oriented organization. Ultimate success will be measured by delivering on commitments, exceeding goals, and achieving both with integrity and respect for co-workers. In addition, the candidate will have:
- Executive level relationship building skills
- Excellent communication skills including written, verbal, and listening skills
- A self-starter mentality
Relevant Experience
- 8+ years of proven software sales experience, at least 5 years Enterprise Sales specifically in Financial Services/Banking
- Demonstrated success working directly with Financial Services/Banking organizations especially in the Retail, SMB, or Credit Card divisions
- Strong knowledge and understanding around Financial Services/Banking
- Strong strategic account planning experience
- Demonstrated ability to develop business relationships and opportunities through relationship building and influence at the C-level
- Consistent achievement of year over year quota attainment
- Experience in comprehending and delivering ROI/business case
- Must have an entrepreneurial spirit; this is an opportunity to drive and deliver business in a rapidly growing sales organization that offers unlimited earning potential
- Strong industry selling experience
- Strong client-facing skills
- Proven track record of closing multi-decision maker, seven-figure enterprise software deals