Principal Solutions Consultant (Insurance)

Aptitude Software • Boston, MA

1d • Hybrid

About The Position

The Principal Solutions Consultant is a senior technical and commercial leader for Fynapse’s largest and most complex insurance opportunities. The role partners equally with Account Executives across qualification, value framing, solution strategy, commercial construct, forecasting, and delivery handover. It sets standards for strategic presales work across insurance and the wider global presales organization.

The position leads complex insurance pursuits across new business, account management, and partner-led motions. It shapes multiyear commercial models and transformation roadmaps, drives solution architecture and demonstrations, leads bid and RFP strategy, builds business cases, and establishes repeatable approaches to MEDDPICC qualification and deal health. It also leads presales relationships with global systems integrators and insurance ecosystem partners, provides product and competitive insight, represents Aptitude in industry forums, and builds durable executive relationships.

The role requires deep insurance financial-transformation knowledge and the ability to engage credibly with senior insurance leaders, including Chief Actuaries, Group CFOs, boards, and C-suite executives. Frequent international travel and in-person executive presence are expected. The position is based in Boston, Massachusetts, with a hybrid work arrangement.

Requirements

• Direct presales, sales, consulting, or delivery experience specifically in insurance, either carrier-side or vendor-side.
• Deep knowledge of insurance finance operations, including actuarial reporting, claims and reserving, reinsurance accounting, and regulatory reporting under IFRS 17, US GAAP, and Solvency II or equivalent regimes.
• Track record of owning the technical side of the largest and most complex enterprise deals, with joint accountability for commercial outcomes.
• Expert-level financial-transformation and enterprise-architecture knowledge applicable to the world’s largest organizations.
• Fluency in MEDDPICC or an equivalent qualification and deal-health discipline, with the standing to challenge Sales leadership.
• Experience leading or personally authoring complex, regulated RFP responses.
• Ability to hold equal-footing, sometimes challenging, conversations with senior Account Executives, Account Managers, and Sales leadership.
• Track record of executive stakeholder management, including defending business cases to boards and C-suite leaders.
• Willingness and ability to travel internationally frequently and maintain in-person executive presence.

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

• Lead presales across the largest, most complex insurance pursuits spanning new business, account management, and partner-led motions.
• Co-own commercial constructs with Account Executives, including deal shaping, multiyear commercial models, and partner economics; challenge deal-selection and commercial decisions where needed.
• Shape multiyear transformation roadmaps for major insurance installed-base accounts.
• Co-own solution strategy for multi-region, multi-product insurance transformations and lead demonstrations across general insurance, life, reinsurance, claims, actuarial, and finance consolidation use cases.
• Maintain architectural understanding across the Fynapse platform and shape technical roadmaps for strategic accounts.
• Set response strategy for major global insurance bids, contribute to bid/no-bid decisions, and own complex architecture, security, and regulatory sections of RFPs.
• Build reusable insurance bid content, including architecture narratives, regulatory responses, and reference answers.
• Develop reusable carrier-specific value frameworks and benchmark data; co-own multiyear business cases and defend them at board and C-suite level.
• Codify MEDDPICC validation standards across regions and partners, define deal-risk signals and escalation thresholds, and provide formal assessments of deal health.
• Lead presales relationships with global GSIs and insurance ecosystem partners, orchestrating co-sell motions and challenging assumptions on joint pursuits.
• Set standards for proactive partnership with Sales and Account Management on high-value insurance accounts and coach teams on stakeholder mapping and multi-threading.
• Apply insurance financial-transformation expertise across major carriers and influence the Fynapse product roadmap through customer and market insight.
• Represent Aptitude in insurance executive forums and industry events; define the competitive narrative and address complex competitive, commercial, and roadmap objections.
• Co-own forecast confidence with Account Executives, validate pipeline in CRM, and challenge commit calls with an unvarnished view of deal risks.
• Set handover standards for complex insurance programmes, align roadmap commitments with Delivery leadership, and intervene when pursuit assumptions create delivery risk.
• Build durable executive relationships across insurance accounts and partners.

What This Job Offers

• Job Type: Full-time
• Career Level: Principal
• Education Level: No Education Listed