Client Partner / AVP – Hunter & Farmer (Insurance Domain)

Delan Associates, Inc•Hartford, NY

8d•Onsite

About The Position

This role is for a Client Partner / AVP with a focus on both hunting for new business and farming existing accounts within the Insurance Domain. The primary responsibility is end-to-end new logo acquisition, including prospecting, outreach, networking, deal qualification, negotiation, and closure. The individual will build and execute market-entry strategies, generate new pipeline, and close high-value consulting and services engagements. They will also drive revenue growth within existing strategic accounts by penetrating whitespace. The role involves leading complex deal cycles, establishing trusted-advisor relationships with senior IT leaders, and partnering with internal teams to create compelling proposals. Ownership of pricing strategy, commercial negotiations, and contract closures is also a key aspect.

Requirements

7–15 years of experience in IT consulting / professional services sales with a strong emphasis on new logo hunting.
Proven track record of opening doors, building pipeline from scratch, and closing enterprise deals.
Deep understanding of IT services, consulting models, and project-based / managed engagements.
Exceptional executive-level communication, negotiation, and storytelling skills.
Demonstrated ability to sell to CxOs and senior decision-makers.
Strong experience using CRM systems for pipeline management, forecasting, and reporting.
Highly competitive, target-obsessed, resilient, and comfortable operating in a high-pressure sales environment.
Must be from the Insurance Domain (Mandatory).

Nice To Haves

Bachelor's degree in Business, Marketing, Technology, or related field.
Strong exposure to Application Development, Digital Transformation, Automation, Cloud, or Data services.
Experience selling multi-million-dollar IT services engagements is a strong plus.

Responsibilities

Own end-to-end new logo acquisition, including prospecting, cold outreach, executive networking, deal qualification, negotiation, and closure.
Build and execute a market-entry and hunting strategy for targeted accounts.
Consistently generate net-new pipeline and close high-value consulting and services engagements.
Drive revenue growth by penetrating whitespace within existing strategic accounts.
Lead large, complex deal cycles involving multi-service offerings, RFPs, and enterprise stakeholders.
Establish trusted-advisor relationships with CIOs, CTOs, IT Directors, and Procurement leaders.
Partner with presales, delivery, and leadership teams to craft compelling value-based proposals.
Own pricing strategy, commercial negotiations, and contract closures.
Achieve and exceed quarterly and annual new-business revenue targets.
Maintain a robust, predictable pipeline with clear coverage ratios.
Ensure disciplined CRM hygiene, forecasting accuracy, and deal governance.
Take full ownership of revenue outcomes—no dependency on inbound leads.