Verisk · 16 hours ago

Enterprise Sales Leader, Insurance

Oak Brook, IL

Full-time

Remote

Senior Level

7+ years exp

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Responsibilities

Managing all phases of the revenue lifecycle, directly and indirectly with your team, including prospecting and developing leads; traveling to and meeting with customers; developing value propositions; financial deal structuring to contract negotiation and closing.

Identify and engage the right customer stakeholders to drive consensus for deals; work cooperatively with internal team for deal success.

Manage selling activities for the insurance segment – targeting the right accounts to deliver revenue against quarterly and annual targets.

Selling our products through a defined solution selling methodology aimed at teaching our customers to think differently about a business problem and leading them to our solution.

Ability to coach, guide and counsel direct reports against well-defined performance outcomes.

Develop accurate forecasts and manage sales activity in CRM (Salesforce.com)

Learn the marketing technology and data domain to understand how VMS’ offerings can be applied to all stages of your customer’s marketing and data operations – new business acquisition, cross selling, upselling and retaining accounts.

Understand your customer’s marketing strategies to develop use cases and the highest impact plan for value creation.

Establishing an executable strategy which includes leveraging your existing business relationships and personal networks to generate sales leads for you and your team.

Working closely with VMS sales peers to share industry, deal, and sales 'best practice' knowledge with sales community.

Qualification

Find out how your skills align with this job's requirements. If anything seems off, you can easily click on the tags to select or unselect skills to reflect your actual expertise.

Solution Sales ExperienceSales Management ExperienceData Products SalesSalesforce.comSaaS SalesDaaS SalesMarketing Technology KnowledgeConsultative SellingFinancial Deal StructuringPipeline ManagementPerformance Outcomes ManagementExecutive Stakeholder EngagementCoachingNetworking Skills

Required

7+ years of solution sales and sales management experience through a defined sales process (Challenger, Value Selling, Sandler, etc.); sales experience within a SaaS or DaaS business model preferred.

Experience selling and leading sales staff with the sales of data products to executives, preferably in marketing departments.

Professionally assertive, not afraid to influence traditional thinking at any level of an organization. Can take prospects on a solutions journey to navigate the transition towards a new and better way of achieving business goals by using compelling, data-driven insights.

Strong familiarity with the marketing technology and data industry selling complex data and analytics products, ideally to insurance industry focused accounts.

Experience prospecting while effectively engaging initial points of entry and quickly navigating the conversation to key stakeholders and across executive leadership.

Proven track record of top performance within a data and technology sales organization and demonstrated success exceeding goals involving large, complex, enterprise deals.

Ability to predictably manage and deliver on projected performance outcomes.

Demonstrated use of Salesforce.com for pipeline management and as a tool for driving disciplined and repeatable sales processes.