Key activities for the Sales Executive include:
- Proactive development of new business customers in assigned territory.
- Build and maintain relationships with key decision makers both technical and business focused within prospects and existing clients.
- Work with sales support functions maintain accurate records of contacts and prospects utilizing the Company’s systems and procedures.
- Manage with the support of the Customer Account Managers, Customer Success Managers, Customer Executive Sponsors, post-sale client relationships to maximize 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 customers business case in conjunction with product experts, strategic advisory team, and professional services.
- Maintain a solid knowledge of the company’s underlying technology, the range of existing products and consulting services.
- Prepare detailed quotations and proposals that fully meet client expectations, as well as minimizing risk to the company. Follow Company procedures for quotation review.
- 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 into marketing strategies and product development.
Required skills/experience include:
- Proven track record of selling complex core enterprise applications, ideally with a SaaS approach and into an insurance industry vertical (ideally General Insurance).
- A high level of energy and commitment, proven ability to create and close opportunities within a defined territory
- Interest and desire to learn about new business areas – the business of general insurers, such that they can engage in cogent face to face discussions with business leaders
- Track record in both winning new name business and managing existing accounts. The role is 70% new business, 30% add-on sales working with long (up to 3 years sometimes) and complex sales cycles with multiple decision makers
- Proven ability 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
- Somebody who thinks through the situation draws up a series of potential actions and then executes the best option
- Somebody who knows how to sell the “Value” of our solutions and support the fact that the customer must evaluate their 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
- Fit in comfortably into a team environment, the multi-faceted nature of the opportunities requires strong teamwork and collegiality in decision making
- An ability to quickly become an autonomous leader in the territory they will manage, well recognized as such by customers, partners, and their peers
- Experience of working with strategic partners and system integrator
- Ability to analyze market trends and business data to identify new market potential