Job DescriptionIf you have a proven track record of consistently exceeding annual new sales & revenue retention goals, have experience in consultative sales, and excel at building long-lasting and trusting relationships with your customer base, we want to talk to you!
Our Verisk Underwriting Sales Team is seeking a driven and entrepreneurially minded Account Executive to be the lead in identifying, managing, and closing sales opportunities within an assigned U.S. account territory that covers accounts that range from established insurers to emerging InsurTechs or established producers including brokerages, MGA's and agencies.
This is a remote position that would involve working from home and traveling to customer locations. Occasionally, travel to our main office located in Jersey City, NJ is required.
Responsibilities- Driven seller who thrives working in a team selling environment with Product Managers, Subject Matter Experts, Business Development Representatives, Executives, and others to ensure that our complex solutions fit within our customers' workflows
- Strategic thinker who possesses a structured approach to selling that includes strong prospecting skills and the ability to sell based on business value
- Able to quickly gain knowledge of your customers' business and consultatively articulate Verisk's value proposition across different operations within their organization
- Able to quickly understand the customer decision-making process and influence key decision makers
- Accountability to the Verisk sales process
- Relentless in qualifying deals
- Problem solver
- Exceed average annual new sales goals of $3.5M-6M
- Flawlessly manage deals with an average new total contract value (TCV) of $135,000 with an average sales cycle of 7 months
- Manage existing solution revenue from current customer base within an assigned territory of 6 to 25 accounts for both growth and retention
- Prospect across the whole account and build a solid pipeline (2.5 to 3X sales goal) within assigned sales territory
- Successfully manage a short, mid and long-term strategic sales plan to attain a deep understanding and trust within assigned sales territory
- Actively maintain and communicate sales territory activity, notes, updates, call reports and opportunities with sales peers, sales leadership and product management as well as within Salesforce.com
- Develop customized solution proposals and contractual agreements
- Coordinate and work closely on sales opportunities, where required, with other Verisk Team members
- Provide timely feedback to sales peers, sales leadership, product management and marketing on developing industry trends, new product ideas and competitive intelligence within assigned sales territory
- Facilitate and develop trusting relationships on all levels within assigned sales territory accounts.
What Account Executives Love About Working Here:- On Target Earnings (OTE) structed comp plan with significant earning potential
- Paid Parental Leave
- Paid Time Off starting at 24 days annually
- Short- and Long-Term Disability Leave available as needed
- Competitive Medical, Dental and Vision Plans
- 401K Savings Plan
- Employee Stock Purchase Plan
- Life Insurance
- Employee Assistance Plan
- Wellness Program
- Healthcare and Dependent Care Flexible Spending
Qualifications- Bachelor's degree from a four-year college or university
- Professional Training Program experience a plus
- Proficiency in MS Office and Salesforce.com
- Coachable self-starter with the ability to work from a remote home office effectively
- Ability to travel up to 50% of the time
- Good to have: solid understanding and experience of Property Casualty Insurance; working knowledge of insurance functions, especially Underwriting, Marketing, Product Development, Actuarial, Modeling is a plus, as is knowledge across property and casualty
- Good to have: three years' experience and successful track record within a complex sales environment
- Good to have: proven successful sales history in insurance software, data, geospatial and/or predictive modeling software solutions a plus
- Good to have: experience facilitating contract processes
- Good to have: Salesforce.com experience and comfortability adopting new tools
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