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Any US City
Job Type
Direct Hire
Feb 12, 2019
Job ID
Sales of Fraud Prevention and Analytics in the P&C Space:
  • If you are an enterprise software sales professional who thrives on hunting new business and managing complex sales cycles, then we would like to talk to you about an opportunity to help launch the global leader in fraud detection into the United States and Canada.
  • COMPANY is leading the AI disruption of the P&C insurance market.  We have a 100% focus on automated fraud and risk detection for P&C insurance companies. Our proven AI-powered detection solutions for underwriting, claims and SIU helps over 150 insurers grow their business.  COMPANY detects fraud, mitigates risks and supports digital transformation.  Proven quick implementation and significant hard dollar ROI.
  • The solutions help to lower the loss ratio, enable profitable portfolio growth, and improve the customer experience. 
  • Sell to all levels within an organization and across business functions from Directors to the C Suite.
  • You will be responsible for generating opportunities, collaborating with partners, qualify prospects, craft solutions that meet prospects’ business needs, demonstrate our solutions to potential customers, and manage contract negotiations to effectively bring deals to a successful close, contributing to COMPANY’s revenue objectives.
What you get to do every day:
  • Find, and sell new business
  • Participate in the implementation of a strategy that will result in profitable sales and growth of the overall business.
  • Create, develop and own a sales pipeline of opportunities to hunt and close new business
  • Collaborate with COMPANY partners, pre sales and sales colleagues to develop new opportunities
  • Build a territory plan to penetrate assigned targeted accounts
  • Qualify and forecast new business opportunities accurately
  • Manage complex enterprise sales cycles
  • Lead pricing and contracting negotiations
  • Work as part of a passionate team committed to the success of COMPANY
  • Exceed assigned sales revenue goals
Skills you bring to the role:
  • Unmatched prospecting skills
  • Ability to collaborate with COMPANY’ alliance partners’ customer-facing teams to win 
  • Ability to understand customer requirements and to deliver to meet their needs
  • Problem-solving and solution selling experience
  • Ability to plan and execute a deal through the sales pipeline
  • Ability to work with a virtual cross-functional team to create solutions
  • Strong presentation skills and proposal writing skills
  • Ability to negotiate complex sales with proven influencing and closing skills
  • Ability to establish and build relationships at manager, director, VPs and C suite executive levels
  • Accurate forecasting ability
  • Experience working in or desire to work in a start-up or early stage environment
  • Comfortable working in a collaborative, supportive, high-touch, work environment
  • Obsession for customer service
  • Passion, with the ability to build excitement
  • Positive, energetic with a high degree of integrity and ethics
Are you the ideal candidate? If so, you have a thorough understanding of technology, B2B software sales as well as an understanding of the property and casualty insurance industry. You are currently selling to P&C companies and have quality relationships in many accounts. You’re also an organized and effective communicator who is self-starting, detailed, can work independently, and can manage the many aspects of the enterprise sales process. 
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 and direct.
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
Annual Salary:  MARKET based