Job Description
Job Description:
Sapiens is seeking a strategic, customer-facing, and results-driven Vice President, Presales (Life & Annuities) to lead our North American Life & Annuity Presales organization. This executive leader will be responsible for defining and executing the presales strategy that supports revenue growth, market expansion, and customer acquisition across the Life & Annuity insurance sector.
The VP of Presales will lead a team of solution consultants, business consultants, and presales specialists who partner closely with Sales, Product Management, Delivery, and Marketing throughout the customer lifecycle. This leader will serve as the executive face of Sapiens during strategic pursuits, helping insurers envision and adopt modern SaaS-based policy administration, underwriting, digital, data, and ecosystem solutions.
The successful candidate combines deep Life & Annuity insurance expertise, enterprise software experience, executive-level communication skills, and proven leadership capabilities. This individual will play a critical role in shaping winning sales strategies, differentiating Sapiens in the marketplace, and accelerating growth across new logo and existing customer opportunities.
Job Requirements
- 12+ years of experience in enterprise software, insurance technology, consulting, presales, solution architecture, or related leadership roles.
- 7+ years of experience working directly within the Life & Annuity insurance sector.
- Leadership experience managing presales, solution consulting, business consulting, or solution architecture teams.
- Demonstrated success supporting complex, multi-million-dollar enterprise software sales cycles.
- Proven experience presenting to executive leadership, including C-suite stakeholders and boards.
- Strong understanding of Life & Annuity insurance operations, policy administration, underwriting, new business, servicing, claims, compliance, digital engagement, and modernization programs.
- Experience working within SaaS, cloud, or insurance software organizations.
Job Responsibilities
- Presales Leadership & Strategy
- Define and execute the North American Life & Annuity presales vision, strategy, and operating model.
- Build and lead a high-performing team of solution consultants, business consultants, and solution architects.
- Establish scalable processes, methodologies, and tools that improve win rates, sales effectiveness, and customer engagement.
- Align presales priorities with corporate growth objectives, product strategy, and regional sales goals.
- Foster a culture of innovation, accountability, collaboration, and continuous development.
- Revenue Growth & Sales Support
- Partner with sales leadership to develop pursuit strategies for strategic opportunities and enterprise accounts.
- Serve as an executive sponsor during high-value pursuits and key customer engagements.
- Drive solution differentiation and competitive positioning throughout the sales cycle.
- Support pipeline creation, qualification activities, account expansion initiatives, and industry-focused go-to-market programs.
- Ensure consistent delivery of compelling business cases, executive presentations, demonstrations, and value-based solution narratives.
- Customer & Industry Engagement
- Act as a trusted advisor to Life & Annuity carrier executives, business leaders, and transformation sponsors.
- Lead executive discovery sessions focused on business outcomes, modernization initiatives, and digital transformation objectives.
- Present Sapiens’ vision, strategy, and solutions to C-suite and board-level audiences.
- Represent Sapiens at industry events, conferences, client forums, and analyst briefings.
- Maintain deep awareness of market trends, competitive activity, regulatory developments, and emerging technologies impacting the Life & Annuity industry.
- Solution Strategy & Innovation
- Guide the development of differentiated solution strategies that leverage the Sapiens Life & Annuity platform.
- Partner with Product Management to influence product direction based on client needs and market feedback.
- Collaborate with Delivery and Services leadership to ensure proposed solutions are executable and aligned with implementation best practices.
- Promote SaaS, cloud-first, API-driven, and ecosystem-enabled solutions that support customer transformation journeys.
- Operational Excellence
- Establish and manage presales performance metrics, including win rate, demo effectiveness, pipeline influence, and resource utilization.
- Improve forecasting accuracy and resource planning across active pursuits.
- Ensure high-quality responses to RFPs, RFIs, solution proposals, and executive summaries.
- Drive continuous improvement initiatives that increase efficiency and support predictable growth.
