Regional Director - Market Development

Early Warning®

6d • Hybrid

About The Position

The Regional Director (RD) serves as the primary driver of customer and prospect relationships for EWS, responsible for advancing annual contract value (ACV) and revenue growth. Acting as a trusted advisor to C-suite executives, the RD identifies opportunities where EWS solutions align with customer needs, they lead the sales process from solution development through negotiation and contracting. The RD must collaborate with internal teams to ensure smooth implementation and sustained client success, resolving challenges while fostering long-term, strategic relationships. Key responsibilities include driving purchasing objectives and product adoption for regional accounts, cultivating existing revenue streams, and developing strategies for growth and retention. The RD partners closely with internal stakeholders to plan and promote new products, ensuring alignment on delivering value and exceeding sales targets. This role demands accountability, executive presence, and a commitment to customer satisfaction and success.

Requirements

• Completion of a Bachelor’s degree in business, finance or other related field.
• 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.
• 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.
• Background and drug screen.
• Eligibility to work in the United States for any employer at the date of hire.
• This position is ineligible for employment Visa sponsorship.

Nice To Haves

• Additional higher-level education.
• Proficient use of CRM tools, with a preference towards Salesforce.com.
• Proven experience successfully working in a matrixed organization.
• B2B experience.

Responsibilities

• 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.
• 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.
• Collaborate with internal teams to design effective solutions and be responsible for completion of sales cycles and ensure internal teams provide deliverables on time.
• 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.
• 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.
• 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.
• 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.
• Support the company’s commitment to risk management and protecting the integrity and confidentiality of systems and data.
• Proactively identify revenue risks and develop strategies to address potential disruptions.
• 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.

Benefits

• 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.
• 100% Company Safe Harbor Match on your first 6% deferral immediately upon eligibility for the 401(k) Retirement Plan.
• 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 support.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior