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Strategic Account Manager Insurance

1 month ago

Lehi, United States nearmap Full time

Job Description

We are seeking an experienced and dynamic Strategic Account Manager to join our growing Insurance Sales team. As the Strategic Account Manager, Insurance, you will be responsible for selling subscriptions of Nearmap’s enterprise SaaS insurance software platform to U.S. property insurance carriers, both personal and commercial lines. You will manage all assigned insurance accounts and strategically identify new opportunities for growth while prospecting into new insurance accounts. You will be focused on managing the relationships and teaching our customers new ways to use location based content to make their work processes more effective. You will manage complex buying centers and COG’s to deftly determine the mobilizers who will get your deal done, negotiate terms with legal departments and devise strategies that swiftly move through the procurement cycle. You will know the difference between someone with a title and a mobilizer, and your understanding of that difference influences how you find the right people that get your deals done.

Key Responsibilities

Achieves sales targets

  • Directly responsible for developing and implementing successful sales strategies and providing updates towards goals
  • Build an Insurance focused plan with measurable objectives – number of key targets, timetables to achieve success, etc…
  • Initiating and developing new business through prospecting potential customers, ultimately moving them through the sales pipeline.
  • Identify key purchasing vehicles, schedules and partnerships in current and target accounts to expedite and simplify purchasing
  • Build account plans for your major accounts that include influence matrices, org structures, and document your strategy to succeed.
  • Map your prospect influences to our key executives and know how and when to leverage them in your opportunity.
  • Manage your Insurance target accounts in our CRM system
  • Manage approximately 20+ opportunities simultaneously, where you are actively engaged in a selling cycle
  • Understanding and effectively communicating the company’s value prop, technology, process, and any related partnerships.
  • Throughout the enterprise sales cycle, mapping out the customer’s internal business processes and working cross functionally if needed with internal resources to tailor a personalized solution for the customer.
  • Establishing and maintaining close relationships with leads and prospects throughout long enterprise sales processes.
  • Knowledge of RFP processes
  • You will be on-site with these prospects as needed, traveling at least 50%.
  • You will engage with partners in your strategic accounts, leveraging them for mutual success.
  • Collaborate and work as a team
  • Engage in conversations in team settings to solve challenges in the business and demonstrate a willingness to assist others.
  • Ensure high level of quality and

timeliness in all reporting,

forecasting and administration tasks.

  • Ensures customer data in Salesforce is thoroughly and carefully maintained; including but not limited to customer info, opportunity info, and details of customer interactions.
  • You file accurate and timely reports on your business and necessary reporting for HR and Finance
  • Ensure all customer enquiries are dealt with quickly and effectively.

Qualifications:
Qualifications

Key Requirements

  • 5+ years experience in a sales role with a proven track record of selling enterprise deals
  • Proven B2B SaaS sales experience within the P&C insurtech or insurance industry

Extensive new business generation experience, with a track record of closing tier 1 deals

  • Demonstrated strategic solution selling experience
  • High competence with CRM (ideally Salesforce)
  • Exceptional collaboration skills with a hunger to close deals
  • Strong insurance acumen, proven ability to work with and sell to C Suite Executives
  • Ability to coach and close at all levels, e.g. from subscription renewals to high value complex sales
  • In-depth knowledge of sales cycles
  • Excellent written and verbal communication skills.
  • Exceptional presentation skills, including value selling and an organized approach to the market.
  • Sales drive
  • Strong emotional intelligence
  • Tenacious, positive and energetic self-starter who is results driven
  • Able to work autonomously
  • Bachelor’s Degree in a related business discipline or equivalent business experience
  • Ability and willingness to travel 50-75%.

Additional Information

Some of our benefits
Nearmap takes a holistic approach to our employees’ emotional, physical and financial wellness. Our current benefits include access to the Nearmap employee share scheme, short and long-term financial incentives, flexible working options, paid volunteer days, gym and phone rebates, and lots of development opportunities including hack-a-thons and pitch-fests.

Working at Nearmap
We move fast and work smart; often wearing multiple hats. We adapted to remote working with ease and are continually looking at ways to improve. We’re proud of our inclusive, supportive culture, and maintain a safe environment where everyone feels a sense of belonging and can be themselves.

If you can see yourself working at Nearmap and feel you have the right level of experience, we invite you to get in touch.

Watch our culture video below to find out more about what a day in the life at Nearmap looks like.

Nearmap does not accept unsolicited resumes from recruitment agencies and search firms. Please do not email or send unsolicited resumes to any Nearmap employee, location or address. Nearmap is not responsible for any fees related to unsolicited resumes.