Job Purpose

The MERS Regional Sales Manager grows MERS Registry membership and helps members manage asset risk through the MERS suite of solutions. This role consults with lenders, partners and counterparties on registry participation, positions eNote adoption as a core part of each member's digital strategy and builds the relationships that connect ICE data, technology and expertise to member outcomes across the mortgage industry.

Responsibilities

• Identifies and pursues opportunities to broaden MERS Registry membership across lenders, servicers, partners and counterparties
• Consults with members on registry participation and asset risk management, matching member needs to MERS solution offerings
• Coaches and develops members toward broad eNote adoption, working across origination, servicing, counterparty, and investor stakeholders
• Acts as primary liaison between members and MERS strategy and solutions, understanding each member's operational needs, risk posture and growth plans
• Builds and executes territory and relationship plans that grow registry membership, eNote volume and MERS product adoption
• Demonstrates deep knowledge of MERS products, the eNote ecosystem, industry regulation and competitive landscape
• Partners with internal teams, including Product, Member Services, Client Support, Professional Services, Client Management, Client Success, and Marketing, to advocate for member needs across the ICE ecosystem and onboarding eRegistry plans for members
• Tracks membership and eNote adoption metrics, reports progress to leadership and recommends improvements to the member experience
• Represents ICE and MERS at industry events, conferences and association meetings to build awareness and drive new membership
• Develops sales plans and strategies for the assigned territory and contributes to broader MERS growth strategy
• Travels up to 50% to member sites and industry events
• Performs other related duties as assigned

Knowledge and Experience

• Bachelor's degree or the equivalent combination of education, training or work experience
• 7+ years of sales, account management or consulting experience in the mortgage industry
• Working knowledge of MERS, registry operations, eNote workflows or mortgage asset risk management
• Experience selling to or consulting with lenders, servicers, investors or other mortgage industry counterparties
• Demonstrated ability to manage a territory and a full book of business independently as a self-starter

Preferred Knowledge and Experience

• Working technologist's understanding of the forces reshaping mortgage technology, including secondary market securitization infrastructure, distributed ledger and blockchain applications for asset registries and title, and digital asset standards such as MISMO, applied to advise members on where MERS and eNote adoption fit their technology roadmap
• Direct experience with MERS Registry membership, eNotes, eVault or MERS eRegistry operations
• Experience with ICE Mortgage Technology products, services and capabilities
• Salesforce or other CRM tool experience
• Experience working in a metrics-based environment with the ability to meet or exceed strategic goals
• Strong negotiation skills and the ability to remain calm under various levels of pressure
• Strong written and verbal communication skills, including the ability to explain complex risk and technology concepts in plain terms
• In-depth understanding of the consultative sales process and excellent follow-up skills across the sales cycle
• Ability to build effective working relationships with all levels of management, both internal and member facing

Base Salary Range for Remote 

The expected base salary for this role is between $140,000 - 210,000.   The base salary range does not include Intercontinental Exchange’s rewarding and uncapped sales commission incentives.  While we provide this range as general guidance, at ICE we compensate employees based on the skillset and experience of the individual. Regular full-time ICE employees are eligible for a suite of competitive employee benefits, including healthcare coverage (medical, dental and vision), a 401(k) plan, life insurance, time off, and paid leave for qualifying circumstances. 

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