Business Development Specialist / It Sales Specialist - Remote

Position: IT Sales/ Business Development Professional (P&C Insurance)

Location: Canada (REMOTE)

Job Summary: This position is a key sales role for our client in Canada, responsible for executing regional sales and business development strategies for target companies within the Property & Casualty (P & C) Insurance Unit.

The candidate will play a hunter role, responsible for acquiring new clients. The candidate will target sales of entire portfolio of IT Products and Services for targeted firms. The candidate will develop revenue generating relationships with decision-making CxO level executives at targeted firms, as well as drive the sales cycle of all assigned sales opportunities from initial prospect communication through contract execution.

Job Responsibilities:

• Personally develop strong, long-term relationships and referrals with senior management at targeted firms
• Achieve monthly, quarterly and annual sales targets established by the Sales Head and execute business development, offering positioning and sales strategies as a member of the sales team for North America.
• Work in close collaboration with the presales team & delivery teams to ensure that proposed offerings and services fully meet customers’ business and technology needs.
• Support the team’s market research and competitive positioning analysis in partnership with regional presales, marketing and product development staff.
• Manage the end-to-end sales process for all opportunities including initial client communication, on-site presentations, RFI response, multi-day client workshops, RFP submission, negotiation and deal signing. The candidate is the central point for all communication and sales activities with prospects and customers.
• Demonstrate strong personal communication and presentation skills to establish interest, credibility and trust.
• Provide support to customers during initial phases of an engagement. Follow up and ensure total client satisfaction throughout the life cycle of the relationship.
• Achieve lead generation, prospecting and other sales management goals designed to build an optimal sales pipeline.

Skill and Experience Requirements:

• Demonstrated ability to manage often complex negotiations with senior-level business and technology executives at leading Insurance Companies
• At least 5+ years of experience in selling IT services within the region, preferably working in a leading IT service and/or products firm preferably with prior experience of working with cross functional teams.
• Thorough command of English, both written and spoken.
• Ability to maintain strong sales management focus during sales cycles that are typically six months to one year in duration.
• Understanding of customer decision making criteria as it pertains to offshore services, consulting, enterprise solutions.
• Experience with vendor selection processes including RFI and RFP issuance and response management.
• Demonstration of a consistent achievement of client acquisition and sales revenue targets.
• Strong hunter profile with a proven track record of success in selling IT Products and Services into the P & C Insurance Industry
• Strong local contact base and access to alumni, local associations, industry associations within the region.
• Good understanding of the overall Insurance Industry and /or specific sub-verticals.

Travel Requirements:

• The candidate is expected to travel regularly to regional prospect and customer locations to support lead generation, sales presentations, contract negotiations, engagement implementation, and ongoing relationship building.

Job Type: Full-time

Experience:

• Business development: 5 years (Preferred)
• Selling IT Services: 5 years (Preferred)
• P & C Insurance Industry: 1 year (Preferred)