Senior Pre Sales Consultant (Insurance)

Job Description:

As the No. 1 provider of core technology to the insurance industry globally, DXC Technology brings unparalleled domain expertise, software and services, and a world-class ecosystem of partners to help insurers achieve their digital transformation objectives.

The EMEA Insurance Pre-Sales team supports sales professionals in driving growth within DXC’s Insurance Software and BPS (ISB) business. We have an exciting opportunity for an experienced Senior Pre Sales Consultant to join our expanding team, to bring to the sales process in-depth industry and market expertise, together with a detailed practical knowledge of DXC’s solutions, including our EMEA BPS offering.

The focus will be on supporting sales initiatives across the EMEA region as a whole.

Primary Job Functions:

• Sales – Provide support to sales engagement including:
  • Deal Qualification.
  • Orchestrate response to and complete RFI / RFP Documentation.
  • Solution Planning / Governance Processes.
  • Lead in depth demonstration, workshops and client presentations.
  • Handle objections, problem solve client challenges.
  • Support Pilot and POC Activities.
  • Initial involvement in Discovery Sessions.
  • Maintain good understanding of competitive landscape.

• Product – Provide support and work closely with Product Owners:
  • Bring industry knowledge and expertise to help drive product enhancements. innovation and roadmap development.
  • Develop and maintain good relationships with business and IT executives within target and existing customers and also with influencers in the market (eg analysts and partners).
  • Review release functionality and produce documentation for client distribution.
  • Support material and facilitate client feedback sessions.

• Marketing – Liaise with marketing function / personnel to:
  • Align sales and marketing messaging for products – business value led
  • Ensure USP’s are highlighted and messaging is market relevant
  • Develop use cases / case studies for release
  • Be involved in development of social media campaigns
  • Attend relevant market events in UK and Europe

• Delivery – Work with Delivery leads:
  • Ensure DXC approach to delivery is utilised in the sales process
  • Identify key sales messages in delivery strategy and produce materials to support sales journey.
  • Ensure Delivery teams are ‘set up for success’ through education of prospects.

• Technical – Work with technical teams to:
  • Ensure demo environments are stable and upgraded to latest versions
  • Maintain data in demo environments to ensure relevant use cases can be shown to prospects / clients
  • Solid understanding of how systems interact and integration capabilities
  • Logical understanding of how data moves between systems.

Secondary Job Functions

• Bring a detailed understanding of the current business drivers and needs of the UK Commercial and Specialty / Broking market to discussions with customers and prospects.

• Demonstrate and describe component parts of in detail and how we work closely with our customers to design the right solution for them.

• Have a good understanding of our delivery process including due diligence, solution design, data migration, transition, and transformation.

• Engage and listen with customers in order to gain a clear understanding of their specific strategy, and challenges and be able to overlay how DXC products and services can support.

• Bring / learn a good understanding of the commercial elements underpinning successful software deals

• Acts as a mentor for less experienced Sales Solutions colleagues.

Essential Skills Required:

• Extensive years experience in a pre-sales, consulting or Senior BA capacity.
• Demonstrable experience working within the sector.
• Experience working with solution / product portfolios.
• A strong knowledge of and experience working in the market across EMEA.
• Excellent communication skills and experience in presenting to clients. Ability to think fast and articulate complex solutions with clarity.
• Ability to develop strong internal relationships with senior stakeholders across the areas outlined in Primary job functions.
• Strong creative and problem-solving mindset.
• Precise attention to detail.
• Ability to manage and prioritise tasks in a fast-moving software business.
• Ability and hunger to learn quickly in a fast-moving software business.
• Experience developing winning sales solutions and proposals.

Additional Skills Required:

• Strong verbal and written communication skills to influence others through presentations, demonstration and written communication.
• Good listening skills in order to understand fully client needs.
• Ability to interact effectively and persuasively with customers up to Board level.
• Ability to work and lead in a team environment.
• Ability to create and maintain formal and informal networks.
• Ability to use own judgment and initiative in problem resolution.
• Significant experience interacting with senior executives in target organisations.
• Good knowledge of competitor products and services.

Work Environment

• Virtual First working environment
• Ability to travel nationally and internationally
• Professional working day

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