About this role
<p><b>Sales Manager </b></p> <p><b>Location:</b> Remote</p> <p> </p> <p> </p> <p><span style=""><span><span style=""><u><span style="">About Us</span></u></span></span></span></p> <p><span style=""><span><span style=""><span style="">Sapiens International Corporation (NASDAQ and TASE: SPNS) is a leading global provider of software solutions for the insurance industry, with a growing presence in the financial services sector. We offer integrated core software solutions and business services, and a full digital suite for the property and casualty/general insurance; life, pension, and annuities; and reinsurance markets. Sapiens also services the workers’ compensation and financial and compliance markets.</span></span></span></span></p> <p><span style=""><span><span style=""><span style="">Our portfolio includes policy administration, billing, and claims; underwriting, illustration and electronic application; reinsurance and decision management software. Sapiens’ digital platform features customer and agent portals, and a business intelligence platform. With a 30-year track record of delivering to more than 600 organizations, Sapiens’ team of over 4,000 employees operates through our fully-owned subsidiaries in North America, the United Kingdom, EMEA, and Asia Pacific. For more information: </span><a href="http://www.sapiens.com" style="text-decoration:underline">www.sapiens.com</a><span style="">.</span></span></span></span></p> <p> </p> <p><b>Overview</b></p> <p>This position is responsible for generating new insurance software sales and services revenue to the P&C and Reinsurance industry. This position will be responsible for managing the strategy and complex sales cycle for Sapiens Suite of offerings including Policy Administration, Billing, Claims and our data and digital software solutions targeting the Tier 1 to 3 personal and commercial lines carriers.</p> <p>Our expectations is that the Major Accounts Senior Sales will have many existing relationships with many of the top tier carriers and have a good understanding of the insurance value chain. He will be confident in working with the various Sapiens Stakeholders to engage with the carriers Senior Business and IT leadership team to develop a relationship and long term partnership.</p> <p>This role will communicate and work with many stakeholders including Product, Delivery, Finance, Legal and Sales to develop a long-term partnership with our clients. As this is a senior sales executive role, our expectations will be that this person is accountable for the entire sales cycle from qualifying new leads, responding to RFI/RFP’s, proposal, presentations, demonstration, managing Proof of Concepts and leading contract negotiations.</p> <p> </p> <p><b>Primary Responsibilities:</b></p> <p> Develop, promote, and execute sales strategies in assigned accounts / territories that will enable the company to achieve its financial objectives</p> <p>Understand the personal, commercial and specialty insurance industry trends and be able to sell the Sapiens value proportion to our customers and prospects based on their business needs</p> <p><br> • Utilize sales methodologies, processes, and best practices to increase the probability of success<br> • Develop relationships at all levels including C Level, business and information technology.</p> <p>Work with carries in a consultative and proactive manner to ensure that we are meeting their current and future needs</p> <p><br> • Consistently build and maintain a deep sales pipeline through cold calling, partnering with Lead Generation Specialists, coordinating with Lead Generation campaigns, attending trade shows and conferences, networking, etc.<br> • Insure data is entered into the Sales CRM system timely and accurately<br> • Manage expenses efficiently<br> • Participate in company solution training periodically<br> • Learn and promote solution differentiators and value proposition<br> • Stay abreast of market influences and changes<br> • Monitor competitive activity and competitor solutions<br> • Research accounts that have the greatest revenue potential and assign a high priority for establishing relationships in those accounts<br> • Lead, coordinate, and influence sales cycles<br> • Coordinate contract negotiations<br> • Collaborate with other stakeholders on developing and executing sales strategies<br> </p> <p><b>Requirements:</b></p> <ul> <li>7 + years of experience in a sales role for Property & Casualty Policy Administration Suite(s) / Reinsurance</li> <li>Experience selling into personal, commercial and specialty carriers. with a proven record meeting targets </li> <li>High-energy self-starter, hunter.</li> <li>Exceptional verbal and written communication skills</li> <li>Excellent organization and presentation skills</li> <li>Excellent negotiation, influence, mediation and conflict management skills</li> <li> Strong understanding of carrier workflow and business objectives, and ability to translate company systems into carrier’s solutions.</li> <li>Demonstrated ability to follow sound business ethics when executing job responsibilities to build and maintain management confidence</li> <li>Technical skills – Microsoft Office product</li> <li><b>Up to 75% travel required</b></li> </ul> <p> </p> <p><b>Preferred Qualifications:</b></p> <ul> <li>Bachelor’s degree, ideally in technology, engineering, marketing or business-related field</li> <li>Management consulting experience with multi-year customer technology implementation projects</li> <li>Strong knowledge of the P & C Insurance business</li> </ul> <p><b><span style=""><span style="Calibri', sans-serif">Sapiens is an E-Verified & Equal Opportunity/Affirmative Action Employer, M/F/D/V</span></span></b></p>