This is an office-based position.
Responsibilities
The Principal Sales Account Director is a role dedicated to seeking new Insurance Carrier Accounts by selling specific iPipeline's products. The position calls for a consultative solution salesperson who can establish and manage executive relationships, land and expand within new accounts, understand our solution offerings value proposition and be able to relate this clearly to prospective customers in alignment with their company goals, objectives and initiatives.
The Principal Sales Account Director is expected to:
• Exceed the sales quota quarterly and annually
• Determinedly cold call and prospecting into accounts
• Cross sell and expand presence in existing accounts (if applicable)
• Develop and manage executive relationships
• Present and demonstrate to customers and prospects
• Develop and own the Account Strategy approach and plan, collaborating with VP of Sales and/or President
• Manage small and large opportunities from start to finish
• Employ a consultative Sales Approach
• Respond to RFPs and other customer requests
• Work with 3rd parties and partners as needed
• Sell past "No"
• Manage a defined territory with a progressive sales approach
• Manage accounts, contacts, and opportunities in Salesforce
• Act as a leader within the company
Experience/Qualifications
• Must have no less than 10+ years of strong consultative software sales experience with a consistent track record of hitting or exceeding quota
• Prospecting focused leveraging Industry tools-Examples: Salesforce, Zoom Info., Clari
• Experience in preparing, presenting and demonstrating to an executive audience
• Knowledge of the life/Annuity insurance industries is a plus, not required
• Demonstrated success closing large, complex sales cycles
• Excellent written and verbal communication skills
• Excellent teamwork skills
• Bachelor's degree (MBA preferred)
• Proven ability to lead cross-functional teams without formal authority
• Organizing and managing customer expectations and deliverables
