We're pushing the boundaries of Insurance Technology. INSTANDA is the world's first no code platform for Insurance. A pioneering Insurtech, we're revolutionising the insurance industry by offering insurers a versatile tool to create, manage, and distribute digital insurance products. Our Technology is consistently recognised as the best policy administration platform for innovative insurers, winning awards in both the UK and US. INSTANDA has grown significantly in recent years and we are now a team of 200+ employees globally, with partnerships that operate worldwide. We're continuing to grow our business and our Sales team is at the forefront of our growth plans.
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The Role
We are looking for an experienced Sales Executive, with proven Insurance sales experience to come and join our team. You will spearhead our expansion efforts in UK & EMEA, and will be instrumental in delivering INSTANDA's revenue growth within the Property & Casualty market. You will leverage your experience of solution based selling to drive growth, and have accountability for building strategic partnerships. Using your industry experience you will define and deliver the revenue strategy and help build brand awareness with presence at key conferences and events. You'll have access to a proven and effective playbook, and extensive evidence of success across our existing portfolio of clients to support winning new clients. In addition, you'll have a strong support team comprised of highly experienced sales and marketing professionals, to aid the sales process. This role is UK based, primarily remote working with some travel required to our London Office.
What you will do
Revenue Strategy
- Develop a comprehensive sales execution plan that aligns market segments, sales resources, marketing approaches and channels to the revenue financial plan
- Deliver a route to target GTM plan that comprises all the tools at your disposal, including campaigns, events, partnerships and alliances etc
- Collaborate with the commercial team, finance, product management, and marketing on messaging, pricing strategies, and business models to achieve revenue goals
- Proactively review sales performance vs sales plan, creating a detailed plan to manage revenue that is at risk
Leadership
- Identify and resolve issues across marketing / sales and account management function
- Ensure collaboration with the broader GTM team to ensure the most effective approach to building your business
Pipeline Management
- Develop a clear sales pipeline (route to target) that includes the methodology to move opportunities from leads to close. This includes following the Instanda sales stages, % probability of close by stage, criteria for stage advancement, involvement of key sales resources in each stage, and accurate opportunity forecasting
- Develop and execute the sales process, ensuring deals have clear pursuit strategies, stakeholder plans, appropriate internal resources to win, and professional sales presentations/proposals
- Lead contract negotiation sessions with the client and key internal stakeholders
- Be accountable for building a pipeline that ensures consistent and reliable forecast and wins
Partner sales management
- Identify additional sales related partner channels to expand the opportunity network; technology partners, influencers, potential resellers
- Ensure partners are motivated to recommend INSTANDA; provide executive sponsorship to partner sales resources
- Adhere to INSTANDA's information security policies, guidelines and best practices to protect our company and our clients
- Contribute to a culture of security awareness within the company
What We're Looking For
- 5+ years, sales experience within the Property and Casualty (P&C) insurance sector
- Proven track record of winning new business and growing revenue through mid-tier/ enterprise sales deals
- Experience of structuring, negotiating, and executing deals that have driven a material, financial and strategic impact for current or past organisationsAbility to think strategically and thoughtfully, to ensure INSTANDA is pursuing the right opportunities that will yield the most impact - financially and strategically
- Deep knowledge of the Insurance sector, spanning P&C including MGAs.
- Executive presence and communication, with the ability to influence
- Excellent communication and interpersonal skills and an articulate presenter of solutions
- Strong business and commercial acumen, with a bias towards execution
- Strong analytical, problem-solving, and decision-making skills with the ability to leverage data/ insights to drive action and results
- Highly entrepreneurial, with an ‘owners' mindset
- Inspirational leadership style and hands-on approach
- SaaS and Policy Administration experience would be advantageous
- Think outside of the box, drive innovation in your approach and be apart of a business that is changing how insurers can deliver differentiation and value
Benefits
- Competitive salary
- A competitive commission scheme is in operation for all sales roles
- Generous 28 days holiday allowance, in addition to public holidays
- For every year of service you complete, we'll give you an additional days holiday (max. 5 days)
- One Dynamic Day per month on top of your holiday allowance to spend time doing the things you want to do or simply catching up with life admin
- Freedom Pass work up to 4 weeks of the year from anywhere
- FlexiBank you decide when to use your public holiday allocation
- Hybrid Working approach varying with the nature of your role
- Life cover; income protection and participation in the company pension scheme
- £100 per month to put towards wellness activities
- Annual learning & development allowance of £1,250
- Free access to LinkedIn learning and Microsoft ESI learning platform
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