Director, New Logo Digital Transformation Sales Executive - Insurance
Location: New York
Posted on: September 23, 2018
Description Conduent is the world's largest provider of diversified business process services with leading capabilities in transaction processing, automation, analytics and constituent experience. We work with both government and commercial customers in assisting them to deliver quality services to the people they serve. We manage interactions with patients and the insured for a significant portion of the U.S. healthcare industry. We are the customer interface for large segments of the technology industry and the operational and processing partner of choice for public transportation systems around the world. Whether it's digital payments, claims processing, benefit administration, automated tolling, customer care or distributed learning - Conduent manages and modernizes these interactions to create value for both our clients and their constituents. Learn more at www.conduent.com. Conduent is currently seeking a New Logo Sales Executive responsible for driving the maturity of our offerings and growing penetration of new relationships between Conduent and strategic Insurance clients primarily focused on selling New Logo. The incumbent will drive development of product enhancements leading to new opportunities and will organize, lead and execute new sales growth with new logo clients, as well as new capabilities into established clients. Duties and Responsibilities: The New Logo Sales Executive will be responsible for pursuit of sales within new enterprise Insurance client account(s). This role will encompass: Establish relationships and secure contracts with new customers that achieve assigned sales quotas and targets Drive the entire sales cycle from initial customer engagement to closed sales Grow relationships with targeted Conduent Client(s) through cross selling of new services. Qualify prospects against company criteria for ideal customers and sales Consult with prospect about business challenges and requirements, as well as the range of options and cost benefits of each. Make presentations to senior managers and decision makers Draft and deliver proposals Work with technical staff and product specialists where required to address customer requirements Develop and maintain territory plans which outline how sales targets will be met on an ongoing basis Develop and maintain key account plans that identify opportunities for company to deliver value, strategic motivators, main stakeholders, buying processes and forecasted sales Focused and timely use of robust CRM to accurately track pursuit activities and solution details. Partner with solutions leaders to develop product roadmaps to enhance focus of service delivery across Conduent's offerings Develop and support implementation of product roadmaps for focus areas and ensure alignment with Conduent and Insurance business unit strategy Partnering with Account Leaders and Base Sales executives to promote sales of new services into existing accounts. Recommending and initiating enhancements to the sales and marketing operations. Provide accurate, complete and timely submission of required progress reports, forecasts, quotations, and pipeline development efforts. Develop a detailed knowledge of all Conduent services, solutions and offerings certainly and their applicability within Insurance leading to consultative selling, helping guide the prospect/ client in major application and business decisions. Support the development of marketing plans that will appeal to a variety of customers on a global basis in order to support sales and profit objectives. Collaborative participation in both product and pipeline development strategy sessions All other duties as assigned Position Requirements: Strong experience selling digital transformation solutions such as Robotics Process Automation (RPA), Artificial Intelligence (AI) or any other BPO/BPaaS/SaaS solution with digital components. Demonstrate advanced knowledge of Insurance BPO Sales and relationship management processes in order to have meaningful conversations with prospects and current clients. 5 years in Insurance focused consultative selling to top 25 P&C and L&A Carriers and TPAs 5 years of proven experience with large scale / enterprise Insurance sales. Consultative seller who develops deep relationships and adds value to the client's business over the long term. Demonstrated experience in new logo business development and sales. This is a high profile position that calls for strong leadership experience, pursuit, self-motivation, and excellent presentation skills. Strong understanding of BPO solution selling. Team player who can partner with delivery organizations for added value. Aggressive seller who is able to forge relationships with CEO's and other C-suite Insurance executives as well as key line of business contacts. Bachelor's degree in related field or equivalent work experience. Skilled in account strategy, account planning, relationship strategy Possess deep industry expertise in Insurance operations and financials Experience working closely with service delivery counterparts Proven track record of significantly growing existing accounts Proven track record of attaining and exceeding quotas Strong communication and presentation skills required. Ability to dig deep into a large account to uncover new opportunities. Possess excellent oral and written communications, including the ability to effectively present information to top management and executives (internally and externally) as required. Possess strong self-motivation and desire for success. Conduent is an Equal Opportunity Employer and considers applicants for all positions without regard to race, color, creed, religion, ancestry, national origin, age, gender identity, gender expression, sex/gender, marital status, sexual orientation, physical or mental disability, medical condition, use of a guide dog or service animal, military/veteran status, citizenship status, basis of genetic information, or any other group protected by law. People with disabilities who need a reasonable accommodation to apply for or compete for employment with Conduent may request such accommodation(s) by clicking on the following link, completing the accommodation request form, and submitting the request by using the 'Submit' button at the bottom of the form. For those using Google Chrome or Mozilla Firefox please download the form first: click here to access or download the form.
Keywords: Conduent, Hicksville , Director, New Logo Digital Transformation Sales Executive - Insurance, Executive , New York, New York
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