Enterprise Sales Leader, Insurance

Company Description

We help the world see new possibilities and inspire change for better tomorrows. Our analytic solutions bridge content, data, and analytics to help business, people, and society become stronger, more resilient, and sustainable.

Job Description

POSITION SUMMARY

As Enterprise Sales Leader for Insurance, you will be responsible for the growth of Verisk Marketing Solutions’ (VMS) market share in the insurance segment.

You and your direct selling team will be engaging and selling our suite of data solutions to new and existing customers. This is an outside sales player/coach role where you and your team will be consultative selling complex solutions of varying deal sizes across defined, ideal customer profiles within the insurance industry.

Internally, you’ll work closely with cross-departmental resources as well as divisonally within the broader Verisk corporation to develop and execute on strategies to drive prospect and client engagement. Solutions Consultants and Product leaders will partner with you and yoru team members to match our products to the customers’s needs throughout the selling process. You will also partner with Customer Success team members to ensure we maximize customer value and engagement. Team selling and collaboration across the VMS organization is our culture.

ESSENTIAL FUNCTIONS

The Enterprise Sales Leader is responsible for owning the overall approach to growing our insurance sales revenue and customer count. This includes identifying key target customers and account plans, developing relevant use cases and engagement strategies that best position our data products to solve industry challenges, and leading the sales effort through direct selling and management of a team of sales professionals.

Keys to success in this role will be the ability to engage the insurance market with confidence, uncover challenges carriers are facing, and position VMS as a key partner to assist in data driven solutions.

• 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

Qualifications

• 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.

Additional Information

For over 50 years, Verisk has been the leading data analytics and technology partner to the global insurance industry by delivering value to our clients through expertise and scale. We empower communities and businesses to make better decisions on risk, faster.

At Verisk, you'll have the chance to use your voice and build a rewarding career that's as unique as you are, with work flexibility and the support, coaching, and training you need to succeed. 

For the eighth consecutive year, Verisk is proudly recognized as a Great Place to Work® for outstanding workplace culture in the US, fourth consecutive year in the UK, Spain, and India, and second consecutive year in Poland. We value learning, caring and results and make inclusivity and diversity a top priority. In addition to our Great Place to Work® Certification, we’ve been recognized by The Wall Street Journal as one of the Best-Managed Companies and by Forbes as a World’s Best Employer and Best Employer for Women, testaments to the value we place on workplace culture.

We’re 7,000 people strong. We relentlessly and ethically pursue innovation. And we are looking for people like you to help us translate big data into big ideas. Join us and create an exceptional experience for yourself and a better tomorrow for future generations.

Verisk Businesses

Underwriting Solutions — provides underwriting and rating solutions for auto and property, general liability, and excess and surplus to assess and price risk with speed and precision

Claims Solutions — supports end-to-end claims handling with analytic and automation tools that streamline workflow, improve claims management, and support better customer experiences

Property Estimating Solutions — offers property estimation software and tools for professionals in estimating all phases of building and repair to make day-to-day workflows the most efficient

Extreme Event Solutions — provides risk modeling solutions to help individuals, businesses, and society become more resilient to extreme events.

Specialty Business Solutions — provides an integrated suite of software for full end-to-end management of insurance and reinsurance business, helping companies manage their businesses through efficiency, flexibility, and data governance

Marketing Solutions — delivers data and insights to improve the reach, timing, relevance, and compliance of every consumer engagement

Life Insurance Solutions – offers end-to-end, data insight-driven core capabilities for carriers, distribution, and direct customers across the entire policy lifecycle of life and annuities for both individual and group.

Verisk Maplecroft — provides intelligence on sustainability, resilience, and ESG, helping people, business, and societies become stronger

Verisk Analytics is an equal opportunity employer.

All members of the Verisk Analytics family of companies are equal opportunity employers. We consider all qualified applicants for employment without regard to race, religion, color, national origin, citizenship, sex, gender identity and/or expression, sexual orientation, veteran's status, age or disability.

http://www.verisk.com/careers.html

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