Director Sales Technology

We are global talent research, insight, and sourcing specialists with offices in the UK, USA, Singapore, Malaysia, Hong Kong, Dubai, and India. Our international reach has helped us to understand and penetrate specialist markets at a global level. In addition to this, our service is also extended to complement our client’s in-house talent acquisition teams.

Our Client operates in the Insurance Industry, with its headquarters rooted strongly in the United Kingdom. It has its branches spread to more than 140 countries, providing employment to more than 45,000 people all over the world. They fall in the Forbes Global 2000 (2022). Their core business is to provide their clients with global solutions in order to manage risk and optimize benefits.

ICT has ambitious growth plans for our technology-based propositions and seeks a Technology Sales Director to drive the accomplishment of these plans. In this role, you will actively seek, develop, and close new business opportunities to achieve our technology sales goals in the P&C and Life insurance markets. The role holder will be a senior colleague responsible for driving revenue growth in the South-West European division through strategic technology sales pursuits, partnerships, and client engagement.

Responsibilities

• Engaging as a market-maker across SWE focused on large and strategic technology opportunities in which you will work collaboratively with regional, divisional and local teams to help seek, develop, and close new sales pursuits.
• Taking accountability for client retention and actively collaborating with client relationship managers.
• Developing and maintaining c-suite relationships, especially CTO/CIOs within select technology clients.
• Supporting and mentoring fellow consultants, other technology sales colleagues, and regional proposition teams to help achieve ICT’s overall growth plans within the EMEA region.
• Aligning technology capabilities with insurer requirements ensuring value and return on investment is maximized for success.

Pipeline and Sales

• Developing and managing a qualified pipeline through seeking out prospects, calling on potential clients and building upon existing client relationships.
• Collaborating with the senior consultants to leverage existing relationships and technology footprint in the market.
• Identifying and conducting initial triage of client needs, and developing ideas for meeting those needs, presenting information on company's capabilities, strategically cross-selling ICT and other businesses solutions aligned with client needs and introducing subject matter experts, as required, to win the business.
• Promoting company as a leader in the market with superior industry knowledge, insights, and solutions.
• Designing and leading execution of go-to-market sales strategies and campaigns focused on new and existing clients.
• Engaging directly with prospects to showcase company's capabilities and provide customized solutions that address their unique challenges.
• Collaborating with marketing and proposition leadership to create sales messages, product collateral, and increase overall market awareness.
• Obtaining referral leads from existing clients.
• Identifying and pursuing cross-selling opportunities.
• Developing new relationships with individuals responsible for making or influencing decisions in areas relevant to our solutions.

Client Management

• Taking accountability for client retention and the development of c-suite relationships with select technology clients.
• Maintaining consistent/high quality touch points by phone and face to face with prospects and clients.
• Participating in client relationship stewardship and planning meetings.
• Supporting Client Management teams in identifying and closing opportunities.
• Acting as a client relationship manager to select technology clients.
• Fostering relationships with client c-suite and decision makers in areas relevant to our solutions.

People

• Collaborating with other technology sales colleagues with regards to technology sales activities.
• Helping to identify and develop/mentor future technology sales talent.

Technology Product Development and Strategy

• Working with consultants, other technology sales colleagues, and regional and global proposition teams to identify current and emerging market trends and client needs.
• Providing input into the development of new products or enhancements to current products.
• Contributing to roadmap discussions.
• Identifying and suggesting potential inorganic opportunities (acquisitions, partnerships).
• Developing/improving market collateral and sales messaging.
• Meeting technology annual new business revenue targets.
• Providing guidance and participating in sales and revenue forecasting.
• Participating fully in the ICT practice and the achievement of the overall ICT business plan and budget.

What you already have

• Proven success in senior client management and/or sales roles with revenue targets.
• Minimum of 10 years of industry experience.
• In addition to English, at least one of Italian, French or Spanish is required.
• Proven track record of successful pipeline development, delivery of effective sales strategies and reputation as a client-centric sales professional.
• Extensive understanding of and experience in insurance underwriting, actuarial (product development, valuation, financial reporting, modelling, experience studies, assumption setting), risk (including economic capital) and finance functions and related technology.
• Ability to learn new technology solutions and demonstrate these solutions to clients at a high level.
• Meticulous and analytical, confident in problem solving and decision making.
• Good team player with ability to influence without authority in a matrix organisation.
• Ambition to help insurers succeed.
• Excellent communication (written, verbal and oral) skills and interpersonal skills and ability to forge relationships at senior levels of organisations.
• Ability to work in a client-centric strategic and decisive manner according to tight deadlines.
• Availability to travel on an as needed basis including client visits, conferences, internal meetings, etc.