Principal Sales Engineer

Aptitude Software•Boston, MA

8d•Hybrid

About The Position

Insurance is a priority vertical for Fynapse, and deals within this sector are highly complex, involving aspects like consolidating legal entities, actuarial and finance functions managing IFRS17 and USGAAP, and reconciling claims and reserving processes to the general ledger. Technical-accounting credibility is crucial for the sales strategy in these deals, where architectural, regulatory, and commercial missteps in high-level discussions can lead to failure. This role serves as a senior technical authority for Fynapse's largest and most intricate insurance pursuits. The individual is not merely a reactive technical resource but shares accountability with the Account Executive for the entire opportunity lifecycle, from qualification and value proposition to commercial structuring and delivery handover. This position sets the benchmark for the entire presales organization, not only in insurance but also in how Fynapse manages its most strategic global deals.

Requirements

Direct pre-sales, sales, consulting, or delivery experience specifically in insurance (carrier-side or vendor-side).
Deep, credible knowledge of insurance finance operations: actuarial reporting, claims and reserving, reinsurance accounting, and regulatory reporting under IFRS 17, US GAAP, and Solvency II (or equivalent regimes).
A track record of owning the technical side of the largest, most complex enterprise deals, jointly accountable for the commercial outcome.
Expert-level financial-transformation and enterprise-architecture knowledge, applicable across the world's largest organizations.
Fluent in MEDDPICC (or equivalent) as a qualification and deal-health discipline, with the standing to challenge Sales leadership on it.
Experience leading or personally authoring complex, regulated RFP responses.
Comfortable holding equal-footing, sometimes challenging, conversations with senior AEs, AMs, and Sales leadership.
A track record of executive-level stakeholder management, including board and C-suite business-case defence.

Nice To Haves

Experience with global GSI or ecosystem partner co-sell motions.
Actuarial, accounting, or insurance professional qualification (or equivalent practical depth).
Experience shaping product or competitive strategy through customer and market insight and representing a vendor in industry forums.

Responsibilities

Deal leadership and commercial accountability: Operate across New Business, Account Management, and Partner-led motions on the largest, most complex insurance pursuits. Co-own the commercial construct with the AE, including deal shaping, multi-year commercial models, and partner economics, carrying equal accountability for the commercial outcome. Challenge commercial models, motion choices, and deal-selection decisions at the most senior level, including advising against pursuing certain deals. Shape multi-year transformation roadmaps across the largest insurance installed-base accounts.
Solution strategy, demonstrations, and architecture: Drive multi-use-case transformation demonstrations across the largest insurance carriers and set the standard for demo and POC approaches for the wider pre-sales organization. Co-own solution strategy (with the AE) for multi-region, multi-product insurance transformations (general insurance, life, reinsurance, claims, actuarial, and finance consolidation) and shape the multi-year technical and architectural roadmap for strategic accounts. Maintain deep architectural understanding across the entire Fynapse platform to ensure comprehensive roadmap conversations.
Bid and RFP leadership: Set response strategy for the largest global insurance bids, agreeing win themes with the AE and Sales leadership, contributing to bid/no-bid decisions, and personally owning complex architecture, security, and regulatory sections (Solvency II, IFRS 17, data residency). Build reusable insurance bid content (architecture narratives, regulatory responses, reference answers) for the global organization.
Value selling and business case: Set the value-selling standard for insurance deals by building reusable value frameworks and benchmark data specific to carriers' cost and risk drivers. Co-own multi-year, multi-workstream business cases with the AE for large transformation programs and defend them at board and C-suite level.
Qualification and deal health (MEDDPICC): Codify MEDDPICC validation into repeatable standards for regions and partners on insurance deals. Define escalation thresholds and deal-risk signals for Sales leadership. Act as senior product authority on deal health for complex insurance opportunities, with the ability to question qualification at any level, carrying formal weight.
Partnership and ecosystem: Lead the pre-sales relationship with global GSIs and insurance-ecosystem partners, orchestrating co-sell motions. Challenge partner and internal assumptions at the executive level on large joint pursuits. Proactively partner with Sales and Account Management on complex, high-value insurance accounts, holding equal-footing conversations and challenging their deal assessments.
Product, industry, and competitive authority: Bring expert-level insurance financial-transformation knowledge (actuarial reporting, claims and reserving, reinsurance accounting, regulatory reporting) and apply it to the world's largest carriers. Influence the Fynapse product roadmap through customer and market insights; represent Aptitude in insurance-sector executive forums and industry events. Define the category narrative for Fynapse's positioning against alternatives and equip the field with client-relevant differentiators. Handle competitive, commercial, and roadmap objections at board-level.
Forecast and voice of truth: Co-own forecast confidence with the AE on the largest insurance deals, validating pipeline accuracy in CRM. Act as the senior pre-sales voice of truth, challenging commit calls at leadership level, defining deal-risk signals, and providing an unvarnished view.
Handover to delivery: Set the handover standard for complex insurance programs, aligning multi-year roadmap commitments with Delivery leadership. Intervene where pursuits create delivery risk or where scoping assumptions are unrealistic.
Stakeholder and partner management: Build durable executive relationships across insurance accounts and partners. Coach the wider organization on stakeholder mapping and multi-threading in complex insurance buying groups.