National Sales Director – SaaS Software Sales, P/C Insurance

Role Overview

• Engage with major P&C Carriers, identify and establish alignment between Duck Creek’s solutions and customer’s business drivers, and manage all aspects of sales cycles within an assigned set of accounts.
• Teach high level prospective and current customers new and valuable solutions and how to compete in their market and translating that into a successful commercial relationship with Duck Creek.
• Act as a team lead, and coach and mentor Sales Directors.
• Responsible for winning a high level of new top tier business and develops existing accounts.
• Act in the capacity of the sales expert for the team and support Senior Leadership in issues that impact design/selling success or address future concepts, products or technologies.
• Create formal networks with key decision makers and serve as external spokesperson for the organization.
• Build relationships with key influencers, develop business insight into and have informed opinions on future strategies of assigned accounts.
• Play an active role in the onboarding / training of new Sales Directors.
• Coach Sales Directors on Pipeline Creation and Management opportunities.
• Develop and execute prospecting strategies to identify, qualify, pursue and close new business.
• Secure and lead face-to-face meetings with business leaders and decision makers including “C” level executives within our target marketplace.
• Develop, maintain, and grow an ongoing sales pipeline.
• Maintain a thorough understanding of the Duck Creek consultative and solution selling process.
• Deliver compelling customer presentations and proposals that expertly articulate the Duck Creek Value Proposition and how it supports the prospect’s strategic objectives.
• Maintain current and accurate information on account status and sales activity in SalesForce.com.
• Manage account development and opportunity pursuit process from initial assignment through close using Salesforce CRM.
• Accurately forecast new bookings.
• Develop and deploy strategies for securing new accounts.
• Perform other related duties and activities as required.

Requirements

• Degree preferred or equivalent years of practical job experience in a similar function or role
• 5+ years of business experience in large enterprise Sales navigating complex business software / IT solutions
• 5+ years of deep insurance industry/domain expertise
• Expert level in managing large deal pursuit teams, and equally large complex buy side consensus teams
• Deep knowledge of the complete Duck Creek offering (including Service and Support).
• High level of sales achievement
• Strong experience with long term planning of resources, technology and account structure
• Ability to lead and mentor a team
• Exceptional communication skills.
• Ability to understand & interpret carrier strategy and align the appropriate Duck Creek software and service capability to C level stakeholders
• Ability to manage / leverage external partner ecosystems as part of the overall value proposition and messaging
• Proficient in Microsoft Excel and Word.
• Travel: 80%

Tech Stack

• SFDC

Benefits

• Flexible work environment
• Medical, dental, vision, life and disability insurance
• 401(k) Retirement Plan
• Flexible Spending & Health Savings Account
• Paid holidays, vacation, and volunteer time
• Employee assistance program and other benefits.