Head of Sales Engineering
Risk Management Solutions - Hoboken, NJ

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The Head of Global Sales Engineering is responsible for building and managing the team of RMS Sales Engineers that will support the sales of current and new RMS products and solutions.

The sales engineering function is to ensure that RMS clients and prospective clients have a clear understanding of the RMS products, how these can be integrated with the clients' systems, and how these products and solutions will support the main business needs of the client/prospect company .

The Account Executive will gather necessary support from the Client Services team, Global Sales Support and Product Marketing to support the commercial growth of the client. The needs of all RMS Business Units will be explored and advanced with the client through the development and understanding of the clients' business needs over multiple years.

Flexibility for international travel and sensitivity to local cultures and customs in the US, Europe and Asia
Reports To: Global Executive, Client Development
Key Accountabilities
  • Define or refine RMS needs for Sales Engineering team
  • Build RMS Sales Engineering team
  • Define the Sales Engineering "charter"
  • Create demonstrations of RMS products - both generic and customized
  • Support prospect for new clients
  • Introduce new products and services to client
  • Identification and development of solutions, using existing, new and bespoke technologies
  • General coordination of interaction between Clients and RMS business units
  • Co-ordinates interaction between client and RMS business units for product development
  • Participate in internal product development discussions and design
  • Working with the sales lead, achieve annual bookings target for client, products and personal target
  • Identify and progress opportunities to sell RMS products and services across the business mix
  • Ensure that RMS is developing strong relationships with client users, technical buyers and economic buyers
  • Ensure client has high level of satisfaction with RMS
  • Contribute to and follow the RMS Account Plan for each client
  • Support sales discussion in complex sales involving product marketing and sales specialists
Deliverables
  • Achieve defined sales targets
  • Achieve desired response times to client questions & issues (to RMS guidelines)
  • Reviews and provides input to Client Account Plans (where prepared)
  • Stable or growing client relationship as measured by commercial size
  • Achieve Annual Bookings Goals
  • Achieve target growth for individual client relationships
  • Achieve target growth for individual business unit initiatives
  • Frequent reporting (e.g. Salesforce) on client activities
Required Functional Skills
  • Understanding of enterprise application, database and cloud computing
  • Team development and management
  • Understanding of how client's business operates (user context, workflow and deliverables)
  • Ability to identify, propose and deliver new and innovative solutions to client needs (short term and strategic)
  • Insurance Industry Knowledge
  • Customer relationship management and leadership; ability to develop relationship with senior influencers
  • Develop and follow an Account Plan to address client business needs and RMS business unit needs over 12 - 18 months
  • Ability to exert internal influence (RMS) to solve client needs
  • Ability to anticipate problems and prevent escalation
  • Core Professional sales skills and practices (Miller Heiman)
  • Ability to understand and sell value
Individual Competencies
  • Professional
  • Industry Knowledge/Bus. Acumen
  • Client Focused
  • Solutions Driven
  • Creativity & Innovation
  • Results & Action Oriented
  • Interpersonal
  • Decision Making
  • Self-Knowledge & Development
  • Teamwork & Collaboration
  • Leadership
  • Coaching & Mentoring
  • Building & Developing a Team
  • Managing & Measuring Work
  • Planning & Organizing
  • Strategic Agility
Pre-requisite Industry Experience
At least 6 years in commercial role in insurance market, or within company providing solutions to the insurance or financial markets
Proven success in solutions sales for deals $500,000 - $10m+
Consistent record of exceeding sales target

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Risk Management Solutions - 2 years ago - save job