Presales Lead - InsurTech Software

Overview

Hiring for a Presales Lead for an InsurTech SaaS platform provider.

Responsibilities (KRA):

• Engage with prospects / clients to discover customer needs and requirements, determine customer problem areas and articulates recommended solution(s) or product(s)
• Collaborate with sales teams to generate leads and to convert prospects to customers.
• Contribute to product differentiation, based on customer, market and regulatory demands and through analysis of market and competitive conditions
• Lead the articulation of sales materials, presentations, and technical product details to prospects and clients, by conducting and participating in sales calls, to demonstrates product value proposition
• Interact, collaborate and listen to customers throughout the selling process to ensure their needs are properly understood and addressed.
• Create and deliver product demonstrations, including product overviews, detailed demonstrations, and client-driven proof-of-concept.
• Coordinates customer meetings and presentations in cooperation with other members of the sales team or related support functions
• Collect and document prospective customer requirements based on interactions with clients and work internally with Product and Engineering groups to create and refine the client presentations
• Support Sales through authoring responses to functional and technical elements of RFIs/RFPs
• Manage RFI/RFP responses and work with sales, services, engineering, product, and finance teams to ensure on-time completion and delivery to clients
• Support marketing initiatives through events, trade show activities and marketing material development.
• Provide estimations and project plans for the RFP’s in discussion with product and delivery teams
• Delivery Transition: - Transitions the deal to the delivery team post successful conversion - explains the agreed scope and deliverables to the delivery team to ensure a seamless customer experience - Participates creation of handover plan and works with the delivery team during the handover period

Requirements:

• 10 years+ experience in supporting software product sales, preferably in InsurTech
• Experience in assessing InsurTech product platforms while working for Insurance carriers is highly preferable
• Demonstrable deep domain knowledge in Insurance across Individual and Group products in Life, Health and P&C Insurance, working for clients and / or companies in these categories in the APAC region
• Presales acumen for effectively communicating with a variety of stakeholders – from technical personnel to C-level executives at client / prospect organizations, for positioning InsurTech offerings, leveraging product domain knowledge and product technical knowledge
• High degree of skills and competencies required for a Presales champion, on a wide range including urgency, creativity, discipline, passion, out-of-the-box thinking, problem-solving verbal and written communication, relationship building, leadership, negotiation, expectations alignment, presentation skills and suchlike
• Expert level proficiency in project management, coordination, organization, team building and communication abilities
• Demonstrated ability to produce results working independently and as a member of a team
• Ability and willingness to travel across the APAC region for about 40% of the time, to support strategic sales and product teams