- Senior Technology Sales
- Level: Business Development Sales
- Salary Guide : up-to £160K PA Plus Bonus
- Domain: Insurance
- Location: London, UK
Job Description:
We are recruiting a Hunting Lead UK&I who will be responsible for leading new business sales activities in the Insurance sector. Key aspect of the role is to inspire customers on their Cx/ automation/cloud transformation agenda and advise how we could play an integral part in that journey.
This is a quota carrying role and responsibilities will include lead generation, prospecting, identifying, qualifying and creating opportunities and selling full range of services across industries (Primary – non-Life Insurance and Secondary - Life Insurance).
Basic Criteria:
- You are passionate about the innovation economy and modern technologies
- Have a good understanding of how software / technology in transforming Insurance and how companies like US can help clients shape their future with capabilities such as CxT, Automation, Cloud, Data, Artificial Intelligence and Machine Learning
- Leverage partner ecosystem to the fullest – strong network in at least one major platform (Guidewire +Microsoft/AWS)
- Have successfully sold into UK/Europe P&C clients – preferably Guidewire solutions
- Have proven experience in building a portfolio from scratch and growing it, with a successful track record of hunting net new logos
- Have demonstrable track record in achieving/exceeding annual booking and revenue targets
- Are able to communicate with and build relationships with senior client stakeholders (CXO, CXO-1, CXO-2 and CXO-3 levels)
- Are able to work effectively with globally distributed teams
- Brings in a ‘hustler’ mentality – Focus on getting things done both internally and for customers
Key Responsibilities include:
- Identify and sell to the decision makers including C-Level executives, across both IT and LOBs in enterprises in net new accounts
- Consult on / identify requirements and propose solutions to customers
- Create and deliver client presentations, proposals, and contract negotiations
- Bring in strong large deal sales skills and drive deal closures particularly in outsourcing and transformation deals
- Bring in strong relationships in at least 1-2 of the primary named verticals and enable net new business
- Strategic account planning and execution within the assigned region
- Customer profiling, sales planning and achieve booking and revenue margin targets by services line at the account level
- Anchor client meetings and pursue any opportunities generated with the help of pre-sales, and external partners
- Partner with sales and channel organisations of software vendor(s) driving joint demand generation and jointly closing license and services revenue
- Director Global DIGITAL Platforms & Product Sales
- Location: London UK
- Salary: £NEG
Our client is looking for a high-energy, collaborative, Director Channel Partner who will manage existing channel partnerships with large technology leaders, help develop new partnerships and drive revenue growth.
The Director Channel Partner plays a key role in managing all aspects of relationships with channel partners as well as for account customers. The Director will, within the assigned geography, ensure growth and profitability by focusing strongly on vision alignment and service of the channel. This includes selling to prospects and driving revenue as well as managing partners and clients.
The expectation of the role is to drive our partnerships and revenue growth, through close partnership and business development. This role will report to the global head of sales and bring tactical sales execution expertise to the select channel.
RESPONSIBILITIES:
Drive revenue to meet monthly goals and targets and build strong client partnerships. Continuously Train and Engage existing partner Sales Team on Company Offerings. Work with sales team to understand their client needs and how our platform can help. Convey to our partners the value of our client’s Global AI platform business offering, implementation approach and pricing strategy
Establish alliances with new partners. Onboard new partnerships; handle agreements and negotiations; work with internal groups to inform them on current and upcoming business opportunities
- Lead the sales team with integrity and providing ongoing coaching and feedback, recognizing and developing team members, identifying and managing risks, and completing daily management tasks.
- Exhibit strong technical-domain expertise, being comfortable in understanding and explaining technology and solutions and with ability to guide large RFPs and maintaining response quality
REQUIREMENTS:
- Bachelor’s Degree; MBA Preferred
- 10+ years of experience in software solutions selling Bachelor in IT / Computers / EE or related field, with experience of selling in European/North American/APAC markets is a plus
- 6+ years of overall experience with a strong background in digital solutions, software channel sales and proven expertise in building relations
- Well-developed business acumen, complimented by strategic approach and sound business judgment, with proven track record in a high growth environment
- Ability to provide leadership in an evolving business, through technical and sales proficiency, with specific expertise in channel sales
- Experience of leading teams and others in an evolving environment, exuding the passion and drive to deliver mandates with a closely knit team
- Excellent written and verbal communication skills, and charismatic presence for public speaking
- Create and communicate a clear and compelling view for the future of the account business, through conceptualizing and implementing business development activities
- Effectively communicate and negotiate priorities between both business stakeholders and client partners, while also leading and working under pressure in a fast-paced matrix organization
- Has experience being a strong individual contributor and building, energizing and growing high-impact global sales teams
- Extensive travel