Pre Sales

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Location
Any US City
Job Type
Direct Hire
Date
Jan 02, 2019
Job ID
2648197
PRE SALES FOR FRAUD AND ANALYTICS IN THE P&C SPACE:
 
Your mission is to support customers in making the right buying decisions.  You accomplish this through your superb understanding of their needs, combined with your excellent technical & functional skills like:  BI / Report building skills (MS reporting, Power BI, Tableau, Click, etc). 
 
Your day to day activities are to support sales to earn each new customer’s business.
  • You impress our (potential) customers with strong demos & run effective and fun workshops.
  • You understand the customer needs with your technical- and communication skills to understand their needs.
  • You contribute to RFPs, RFI and Proof of Concepts.
  • You prepare data, build models and proactively follow up on prospects, customers and partner engagements.
 
What can you expect
  • With our innovative Software as a Service COMPANY is already market leader in Europe. It’s time to expand and this is where you can contribute! We have excellent business opportunities within the US and Canada and we are looking for someone who is capable of impressing our future customers with our Software Solutions.
  • You will collaborate with your (pre)Sales colleagues who are travelling the globe. They will support you and you will bring added value to the team with your customer focus and drive to hit the goals.
 
Who are you? 
  • Persuasive and Independent; The drive to create new business and expand  The US and Canadian  markets in which COMPANY can make an impact
  • Flexible and Result-driven; Help prospects become customers
  • Communicative; Able to listen and filter the prospects needs and translate them in your presentation. A great storyteller and able to let our prospects experience the COMPANY ‘ A joy to do business with ‘.
 
 
1)  What is the sizzle around COMPANY Software?  What makes your company unique? (What do you have to offer customers?)
  • Be part of the leading P&C fraud analytics company
  • International & fast-growing company
  • Informal and flat organization
  • Trips to the HQ in Amsterdam
 
2) Why would a Top Tier Pre Sales person want to come work at this COMPANY? What is it about your company that breeds excellence and cultivates a candidate's career? This is a hard question to sometimes answer. Maybe list past successes of the people in this position were discussing, why your unique offering is going to enable the candidate to make more money, have a better quality of life, grow professionally.
  • COMPANY has grown to be the European market leader with a presence in 32 countries within 5 years.
  • COMPANY is expanding its business to the USA & Canada.
  • COMPANY achieved an average of 30% growth in revenue over the last 5 years
  • Hot company in a hot space, right time to make a lot of money.
 
3) How will this candidate be able to flex his/her creative muscles?
  • The North American market is still a green field.  It’s up to the candidate to reach out and reap the benefits.
 
4) Let's demonstrate how COMPANY Software values its employees. Please list every benefit the company offers even the "unofficial ones". (Onsite day care, company sports teams, free meals, 100% company paid benefits.
  • Healthcare, dental, eye care
  • COMPANY pays 90% of the employee’s premiums and 50% for dependents.
  • Life, Short and Long-term disability coverage
  • 401K plan with a dollar for dollar match on the first 6%
  • Up to 4 weeks paid vacation
  • Employee stock purchase plan
 
5) What specific problems in the marketplace does your software or service resolve?
  • COMPANY helps insurers fight claims fraud, mitigate non-ratings related underwriting risk and ensure compliance leveraging AI and Machine Learning.
 
6) What kinds of customers/verticals should the target be selling to in order to get an interview?
  • P&C Insurance carriers
    • not MGAs or Reinsurers
  • Preferably personal lines but not required
 
7) What are the 3 core attributes/accomplishments that a candidate must have to get an interview and be successful on the job?
  • Effective independent internally motivated person
  • P&C insurance knowledge
  • P&C insurance proven enterprise sales success
  • Takes initiative – Can’t handhold them
 
8) Describe your ideal candidate in your own words.
  • Smart, knowledgeable on P&C insurance, experienced selling enterprise software, coachable willing to execute in a structured sales process, hard worker, with proven success 10 plus years of proven sales success. 
  • For Pre-Sales: Tech savy, knows SQL, understands SaaS / API infrastructure.
 
9) Why would a Top Tier salesperson want to work for you? Why would they see you as a Mentor?
  • I have lead sales organization for 20 years.  In this capacity I never forget how hard it is to get the meeting.  I support my reps in a collaborative manner, share my expertise, I don’t play games, I’m open, direct and honest.
 
10) How many current enterprise clients do you have?
  • 150 globally in over 30 countries.
 
11) Last but not least, what is COMPANY Software's exit strategy?
  • We received our first round of investment in December 2017.  While our exit strategy is yet to be communicated, we will have years of opportunity to make money before any exit happens
 
 
Industries:_________INSURANCE___________________________________
 
Annual Salary:  MARKET based