Title: Account Executive
Location: Remote
Job DescriptionThe Account Executive is responsible for growing software and services revenue within an assigned portfolio of existing insurance clients. In this role, you will serve as a trusted advisor to customers, driving account expansion through cross-sell, upsell, and strategic relationship management while also identifying and pursuing new business opportunities within your territory.
You will manage complex sales cycles for Sapiens' suite of offerings, including Policy Administration, Billing, Claims, Digital, Data & Analytics, and other insurance technology solutions. Working closely with Customer Success, Product, Delivery, Finance, Legal, and Executive Leadership, you will develop long-term partnerships that help clients achieve their business objectives while driving incremental revenue growth for Sapiens.
Leveraging your insurance industry expertise and consultative selling approach, you will engage with senior business and technology leaders to uncover strategic initiatives, identify whitespace opportunities, and position Sapiens as a trusted transformation partner.
What You'll Do- Own and grow a portfolio of existing strategic customer accounts;
- Develop and execute account plans focused on revenue growth, customer retention, and long-term partnership development;
- Identify and drive cross-sell and upsell opportunities across the Sapiens solution portfolio;
- Build and maintain executive-level relationships across business and technology organizations;
- Serve as the primary commercial point of contact for assigned clients;
- Partner with Customer Success, Delivery, and Product teams to ensure customer satisfaction and identify expansion opportunities;
- Proactively identify new business units, subsidiaries, lines of business, and stakeholders within existing accounts;
- Generate incremental pipeline through territory planning, account mapping, referrals, industry networking, and targeted prospecting;
- Maintain regular account reviews and strategic business planning sessions with customer leadership;
- Understand customer business objectives, challenges, and market drivers to effectively position Sapiens solutions;
- Monitor competitive activity, industry trends, and emerging technology needs across the insurance marketplace;
- Own the end-to-end sales cycle for expansion opportunities, including:
- Opportunity identification and qualification;
- Executive presentations and solution positioning;
- Proposal development and contract negotiations;
- Coordination of Proof of Concepts and demonstrations;
- Commercial negotiations and deal closure;
- Collaborate with internal stakeholders to develop and execute account growth strategies;
- Maintain accurate pipeline, forecasting, and customer information within CRM systems;
- Consistently achieve and exceed revenue growth and retention objectives.
Skills & Requirements- 7+ years of enterprise software sales, strategic account management, or Account Executive experience within the insurance technology industry;
- Proven success growing revenue within existing customer accounts through cross-sell, upsell, and account expansion strategies;
- Experience selling complex software solutions to Life & Annuities, Property & Casualty, or specialty insurance carriers;
- Strong relationship-building skills with a demonstrated ability to engage and influence C-level executives and senior business leaders;
- Track record of managing large, complex sales opportunities and long sales cycles;
- Ability to identify whitespace opportunities and create growth strategies within assigned accounts;
- Hunter mentality combined with strong account management skills, including the ability to generate new opportunities through networking, referrals, and proactive outreach;
- Strong understanding of insurance carrier operations and technology ecosystems;
- Excellent negotiation, presentation, and executive communication skills;
- High-energy, self-motivated professional with strong business acumen;
- Experience working collaboratively across sales, delivery, product, and executive teams;
- Bachelor's degree preferred; equivalent professional experience will be considered;
- Willingness to travel as required.
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