Job Description

You will focus on understanding the strategic objectives of clients and building meaningful relationships with business leaders within the target market. You will be responsible for territory management, optimizing coverage, closing large strategic deals, and using the extended Sales Organization they have at their disposal for maximum efficiency.

• Proactively develop new business customers in the assigned territory.
• Build and maintain relationships with key decision-makers both technical and business-focused on prospects and existing clients.
• Work with sales support functions to maintain accurate records of contacts and prospects using different systems and procedures.
• Manage with the support of the Customer Account Managers, Customer Success Managers, Customer Executive Sponsors, post-sale client relationships to improve product extension sales to existing customers.
• Lead and undertake Sales activities from initial contact until sale closure.
• Arrange and lead technical and functional presentations to clients, support the customer's business case in conjunction with product experts, strategic advisory team, and professional services.
• Maintain a solid knowledge of our underlying technology, the range of existing products, and consulting services.
• Prepare detailed quotations and proposals that fully meet client expectations, as well as minimize risk to the company.
• Present regular detailed reports to Management regarding Sales and Marketing activities and success rates.
• Represent the Company at trade shows, conferences, industry meetings, and other avenues to initiate sales of the Company’s products.
• Analyze competitor activities and provide feedback on marketing strategies and product development.

Required Knowledge, Skills, and Abilities

• Proven track record of selling complex enterprise applications, ideally with a SaaS approach and into an insurance industry vertical (ideally General Insurance).
• Working with long (up to 3 years sometimes) and sophisticated sales cycles with multiple decision-makers
• Being able to tie client business needs/plans to the solution proposed in a compelling manner
• Be able to demonstrate a proactive nature, somebody who makes things happen – reluctant to take “no” for an answer
• Knowing how to sell the “Value” of our solutions and support the fact that the customer must evaluate his business benefits against any implementation cost estimate
• Understand the impact, benefits, and cost structure to the customer of large core solution projects
• Understand enterprise technology and the key challenges facing CIOs / CTOs at client firms
• Able to strike the right level of persistence at differing levels throughout a prospective client organization
• Strong teamwork and collegiality in decision making is needed
• An ability to quickly become an autonomous leader in the territory you will manage, well recognized as such by customers, partners, and peers
• Experience in working with strategic partners and system integrator
• Ability to analyze market trends and business data to identify new market potential