Job Description
This Sales Executive is responsible for generating new insurance software sales and services revenue to the insurance industry. In this role, you will manage the strategy and end to end complex sales cycle for Sapiens Suite of offerings including Policy Administration, Billing, Claims and our data and digital software solutions targeting the Tier-1 to 4 carriers (including qualifying new leads, responding to RFI/RFP’s, proposal, presentations, demonstration, managing Proof of Concepts and leading contract negotiations, etc.)
Leveraging your experience and solid network within the top tier carriers and deep understanding of the insurance value chain, you will be confident in working with the various Sapiens Stakeholders to engage with the carriers Senior Business and IT leadership team to develop a relationship and long-term partnership.
In this role you will communicate and work with many stakeholders including Product, Delivery, Finance, Legal and Sales to develop a long-term partnership with our clients.
Job Requirements
- A hunter, with 7 + years of experience in a sales role for Life & Annuities Policy, Administration Suite(s), with experience selling into personal, commercial and specialty carriers with a proven record meeting targets;
- Strong understanding of carrier workflows and ability to translate company systems into carrier’s solutions;
- Excellent negotiation, influence, mediation, and conflict management skills;
- Demonstrated ability to follow sound business ethics when executing job responsibilities to build and maintain management confidence;
- High-energy, self-starter;
- Exceptional verbal and written communication skills;
- Excellent organization and presentation skills.
- Bachelor’s degree, ideally in technology, engineering, marketing or business-related field; related work experience can be substituted for educational requirement.
- Willingness to regularly travel as required.
Job Responsibilities
- Win new logo deals;
- Cross sell Sapiens solutions for L&A to Sapiens existing accounts;
- Enhance Sapiens pipeline for current and next year;
- Develop, promote, and execute sales strategies in assigned accounts / territories that will enable the company to achieve its financial objectives;
- Develop relationships at all levels including C Level, business, and information technology;
- Work with carriers in a consultative and proactive manner to ensure that we are meeting their current and future needs;
- Understand the personal, commercial and specialty insurance industry trends and be able to sell the Sapiens value proposition to our customers and prospects based on their business needs, including but not limited to:
- Learn and promote solution differentiators and value proposition;
- Monitor competitive activity and competitor solutions;
- Stay abreast of market influences and changes;
- Own the end-to-end sales cycle, including but not limited to:
- Consistently build and maintain a deep sales pipeline through cold calling, partnering with Lead Generation Specialists, coordinating with Lead Generation campaigns, attending trade shows and conferences, networking, etc.;
- Utilize sales methodologies, processes, and best practices to increase the probability of success;
- Lead, coordinate, and influence sales cycles;
- Collaborate with other stakeholders on developing and executing sales strategies;
- Coordinate contract negotiations;
- Ensure data is entered into the Sales CRM system timely and accurately.
