Job Description

Sales Manager

Req ID: 42884

Location: Bangalore, IN

Location: Bangkok, Thailand 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. 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: www.sapiens.com.
Sales Manager – South East Asia Main responsibilities: Build sales pipeline targeting new insurance customers. Responsible for “upsell” and “cross-sell” to existing Sapiens customers for Sapiens Digital, Core, Reinsurance, Decision, Data, Cloud and Ecosystem capabilities. The role

• will ensure that customers are fully aware of the entirety of the Sapiens Insurance Platform capabilities and peripheral solutions and capabilities
• build new business pipeline targeting insurance companies
• will involve identification of new opportunities within existing customers, creation of winning proposals, managing the estimating process, and driving thought-leadership into the customer accounts.
• Customer retention is also key to the role, ensuring all customers are retained and renewed.
• Strategic account plans should be produced detailing their strategy, business, people and alignment to Sapiens people and propositions.
• Ensuring our customers benefit from the use of the current (latest) versions of Sapiens software through incremental upgrades is a key part of the role. Articulating the benefits of the new features and selling the services to provide the upgrade.
• Accurate forecasting and tracking of new sales opportunities including coordinating the internal stakeholders to support the upsell/cross sell.

JD:

• As a Senior Sales Manager at Sapiens, you will engage with insurance companies, identify and establish alignment between Sapiens’ solutions and customer’s business drivers. You will be supported by industry leading products and the best sales talent, training, tools and partners in the InsurTech industry. Our Senior Sales Managers are passionate and enthusiastic about teaching customers something new/valuable about how to compete in their market and translating that into a commercial relationship with Sapiens.
• Build relationships with key influencers, develop business insight into and have informed opinions on future strategies of assigned accounts.
• Work independently and with business development resources to develop and execute prospecting strategies to identify, qualify and close new business
• Perform as self-starter who can effectively work within a strong team culture while being independent in managing his/her business
• Secure and lead face-to-face meetings with business leaders and decision makers including “C” level executives within our target marketplace
• Deliver compelling customer presentations and proposals that expertly articulate the Sapiens Value Proposition and how it supports the prospect’s strategic objectives
• Develop, maintain and grow an ongoing sales pipeline
• Maintain current and accurate information on account status and sales activity in SalesForce.com
• Manage the 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.
• Develop a thorough understanding of the Sapiens consultative and solution selling process.
• Apply solution and Challenger-based sales skills to manage sales cycles

Following skills are preferred for this role:

• Minimum of 5 years successful sales experience; direct experience in the enterprise software and InsurTech space is preferred
• Account management experience.
• Sales experience must demonstrate ability to exceed sales targets. A strong understanding of the steps involved in a sales cycle and ability to leverage each stage to advance the sale is required
• Demonstrated ability to learn and apply proven sales methodologies
• Possess ability to prospect and manage a designated territory to maximize revenue growth
• Ability to gain access to and build trusting relationships with executive levels of an organization and interact with senior level corporate management
• Must be comfortable with the product value proposition and speaking to technical and non-technical executives alike
• Operate with a sense of urgency, be aggressive, competitive, and demonstrate a positive, winning attitude
• Superior time management skills and strong attention to detail
• Negotiate effectively balancing value and time to close
• High levels of business/financial acumen and emotional intelligence
• Possess the ability to understand complex client strategies and tactical requirements and to clearly articulate the company’s offerings to develop solutions that deliver value
• Knowledge of SaaS/PaaS solutions.
• Experience of hosting and data intelligence solution.
• The ability to develop and sustain critical relationships across client and prospect base is essential
• Must have proven ability to expertly use common desktop office and business technologies
• Exceptional overall communication skills
• Willingness to travel (30-50% plus)
• Bachelor’s Degree preferred

Sapiens is an E-Verified & Equal Opportunity/Affirmative Action Employer, M/F/D/V.