EMS Origination Sales Director - Insurance

Line of Service
Internal Firm Services
Industry/Sector
Technology
Specialism
IFS – Internal Firm Services – Other
Management Level
Director
Job Description & Summary
About the Role
Execution Managed Services: Expertise you can trust. Speed you can count on. Outcomes that last. Bringing together the best of technology and operational know-how. EMS provides clients with a skilled delivery partner able to define, transform and run even the most complex of business functions. We are professional problem solvers, curating available services and technology to build lasting solutions to client\’s regulatory, commercial and strategic challenges. Together, we help ease client\’s pain today, deliver results quickly, and stay by our client\’s side to create an advantage that lasts.
EMS is PwC\’s dedicated team of managed services specialists who work together to find and win EMS work for the firm. It consists of a group of EMS Go-To-Market partners supported by a breadth of enabling capabilities, including strategy, communications, governance, digital, and our industry-leading Sales & Solution team.
We are seeking an experienced Sales Director that will lead the go-to-market strategy, pipeline development, and sales execution within the insurance sector. This role requires a dynamic and experienced sales professional with strong domain expertise in managed services, encompassing business process services and technology services, and leading across the sales lifecycle. The individual will be responsible for building trusted relationships, driving sales growth, and ensuring alignment with organisational market differentiation and messaging.
What your days will look like:

• Develop and execute on go-to-market strategies for the assigned sector in collaboration with EMS and GTM leadership.
• Ability to build a strong trusted internal network to understand the service catalogue, delivery network, market differentiators and case studies to represent the firm in lead generation. Understand the market (through analyst reports) and be clear on PwC\’s market messaging and differentiation;
• Strong domain experience of Managed Services (gained through Sales and/or deliver experience) at an industry level (G&HI. FS or Private) and majoring across Business Process Services (Risk/ Reg, Finance, HR, Procurement) and/or Technology services;
• Drive the go-to-market push for mid-market opportunities where we have a right-to-win leveraging our more commoditised managed services and the bundling of these services.
• Actively seek to find the adjacent opportunities in the market, either through existing relationships and/or through the bundling of similar services;
• Work with alliance partners to sell with, through and to these relevant sectors.
• Take personal accountability for building a robust sales pipeline within the assigned sector, including client engagement and lead generation.
• Lead the sales cycle, from deal qualification to deal closure, with a focus on must-win opportunities specific to the sector.
• Oversee and maintain Salesforce processes to ensure accurate pipeline tracking and reporting.
• Be dynamic in terms of the go to market, quick to follow up and bring Service and Sector P&Ds into any follow up opportunities – look to engage clients in the EMS Experience.
• Work proactively with Sector and Account teams to partner in (EMS-led) lead generation process; take accountability where required/agreed to lead the opening up of accounts (through APWs) and pursuits;
• Be responsible for driving the pipeline, Salesforce, deal qualification and must win process for the market domain they are responsible for – helping identify the must win deals;

The role is for you if;

• Experience in architecting, selling and overseeing delivery of managed services deals in the financial services sector covering Banking & capital markets | Insurance | Asset and wealth management
• Proven ability in origination of managed services opportunities
• Strategic thinker who can work with accounts and identify opportunities to shape and sell managed services
• Experience in end to end pursuit process
• Comfortable in dealing with and influencing senior stakeholders, including challenging when necessary.
• Proven experience of delivering commercial and business performance results at pace

What you\’ll receive from us;
No matter where you may be in your career or personal life, our benefits are designed to add value and support, recognising and rewarding you fairly for your contributions.
We offer a range of benefits including empowered flexibility and a working week split between office, home and client site; private medical cover and 24/7 access to a qualified virtual GP; six volunteering days a year and much more.
Education (if blank, degree and/or field of study not specified)
Degrees/Field of Study required:
Degrees/Field of Study preferred:
Certifications (if blank, certifications not specified)
Required Skills
Optional Skills
Accepting Feedback, Accepting Feedback, Active Listening, Analytical Thinking, Business Case Development, Business Development, Business Expansion, Business Partnering, Business Presentations, Business Requirements Analysis, Client Management, Client Prospecting, Coaching and Feedback, Communication, Compensation Strategy, Contract Negotiation, Creativity, CRM Software, Customer Acquisition, Digital Business Development, Distribution Channel Performance, Embracing Change, Emotional Regulation, Empathy, Executive Negotiation {+ 42 more}
Desired Languages (If blank, desired languages not specified)
Travel Requirements
Up to 20%
Available for Work Visa Sponsorship?
No
Government Clearance Required?
No
Job Posting End Date