Technology Sales Director Germany

Role Description:

• ICT has ambitious growth plans for our technology-based propositions and seeks a Technology Sales Director to drive the accomplishment of these plans. In this role, you will actively seek, develop, and close new business opportunities to achieve our technology sales goals in the P&C and Life insurance markets. 
• The role holder will be a senior colleague responsible for driving revenue growth in the South-West European division through strategic technology sales pursuits, partnerships, and client engagement. 

Responsibilities:

Your main areas of focus will be: 

• Engage as a market-maker across SWE focussed on large and strategic technology opportunities in which you will work collaboratively with regional, divisional and local teams to help seek, develop, and close new sales pursuits. 
• Take accountability for client retention and actively collaborate with client relationship managers. 
• Develop and maintain c-suite relationships, especially CTO/CIOs within select technology clients. 
• Support and mentor fellow consultants, other technology sales colleagues, and regional proposition teams to help achieve ICT’s overall growth plans within the EMEA region. 
• Align technology capabilities with insurer requirements ensuring value and return on investment is maximized for success. 

Pipeline and Sales: 

• Develop and manage a qualified pipeline through seeking out prospects, calling on potential clients and building upon existing client relationships. 
• Collaborate with the senior consultants to leverage existing relationships and technology footprint in the market.
• Identify and conduct initial triage of client needs, and develop ideas for meeting those needs, presenting information on our client capabilities, strategically cross-selling ICT and other our client businesses solutions aligned with client needs and introducing subject matter experts, as required, to win the business. 
• Promote our client as a leader in the market with superior industry knowledge, insights, and solutions. 
• Design and lead execution of go-to-market sales strategies and campaigns focused on new and existing clients. 
• Engage directly with prospects to showcase our client capabilities and provide customized solutions that address their unique challenges. 
• Collaborate with marketing and proposition leadership to create sales messages, product collateral, and increase overall market awareness. 
• Obtain referral leads from existing clients. 
• Identify and pursue cross-selling opportunities. 
• Develop new relationships with individuals responsible for making or influencing decisions in areas relevant to our solutions. 

Client Management: 

• Take accountability for client retention and the development of c-suite relationships with select technology clients. 
• Maintain consistent/high quality touch points by phone and face to face with prospects and clients. 
• Participate in client relationship stewardship and planning meetings. 
• Support Client Management teams in identifying and closing opportunities. 
• Act as a client relationship manager to select technology clients. 
• Foster relationships with client c-suite and decision makers in areas relevant to our solutions. 

People: 

• Collaborate with other technology sales colleagues with regards to technology sales activities. 
• Help to identify and develop/mentor future technology sales talent 

Technology Product Development and Strategy: 

• Work with consultants, other technology sales colleagues, and regional and global proposition teams to: 
• Identify current and emerging market trends and client needs 
• Provide input into the development of new products or enhancements to current products 
• Contribute to roadmap discussions 
• Identify and suggest potential inorganic opportunities (acquisitions, partnerships) 
• Develop /improve or market collateral and sales messaging 

Financial Metrics: 

• Meet technology annual new business revenue targets 
• Provide guidance and participate in sales and revenue forecasting. 
• Participate fully in the ICT practice and the achievement of the overall ICT business plan and budget. 

Requirements: 

• Proven success in senior client management and/or sales roles with revenue targets. 
• Minimum of 10 years of industry experience. 
• In addition to English, at least one of Italian, Franch or Spanish is required. 
• Proven track record of successful pipeline development, delivery of effective sales strategies and reputation as a client-centric sales professional. 
• Extensive understanding of and experience in insurance underwriting, actuarial (product development, valuation, financial reporting, modelling, experience studies, assumption setting), risk (including economic capital) and finance functions and related technology. 
• Ability to learn new technology solutions and demonstrate these solutions to clients at a high level. 
• Meticulous and analytical, confident in problem solving and decision making. 
• Good team player with ability to influence without authority in a matrix organisation. 
• Ambition to help insurers succeed. 
• Excellent communication (written, verbal and oral) skills and interpersonal skills and ability to forge relationships at senior levels of organisations. 
• Ability to work in a client-centric strategic and decisive manner according to tight deadlines. 
• Availability to travel on an as needed basis including client visits, conferences, internal meetings, etc.