Senior Business Manager/ AVP Sales - Insurance

All About You•Plainsboro, NJ

4h•Remote

About The Position

At Damco Solutions, the Senior Business Manager / AVP – Sales (Insurance) will be a pivotal growth leader responsible for building and scaling a high-impact Insurance business portfolio across the North American market. This role demands a deep Insurance domain expert with a consultative selling mindset, capable of shaping large, multi-year transformation deals and delivering USD 500M+ in cumulative revenue over the long term. This role specifically requires the individual to bring a ready book of business and established client relationships within the Insurance ecosystem, with the ability to generate immediate and near-term revenue opportunities for Damco Solutions. The ideal candidate is self-driven, entrepreneurial, and visionary, with the ability to create market white space, influence C-suite stakeholders, and position Damco as a strategic technology partner rather than a transactional vendor. This role combines hunter + builder + leader responsibilities and works closely with Delivery, Practice, Marketing, Alliances, and Executive Leadership teams.

Requirements

12+ years of progressively senior sales leadership experience in IT Services, Software Services, or Consulting
Proven ability to bring an existing book of business and established Insurance client relationships, with demonstrated success generating immediate and sustained revenue
Deep, expert-level experience selling into the Insurance industry, with a strong professional network across carriers, brokers, and InsurTechs
Demonstrated success managing long, complex enterprise sales cycles and closing multi-million-dollar transformation deals
Strong understanding of Technology Services, Digital Engineering, Cloud, AI/ML, Data Platforms, Low-Code/No-Code, QA, and IT Staffing models
Proven ability to initiate relationships, gain executive access, and influence CXO-level decision-making
Entrepreneurial mindset with the capacity to build businesses from scratch and scale them sustainably
Excellent communication, storytelling, and negotiation skills across global and multicultural environments
Experience leading and aligning cross-functional teams toward shared revenue and customer success goals

Responsibilities

Own and drive end-to-end revenue responsibility for the Insurance vertical, with a strategic target of USD 500+ in long-term sales pipeline and bookings
Bring an existing, monetizable book of business and active client relationships within the Insurance industry that can be converted into immediate sales opportunities for Damco
Prospect, qualify, structure, negotiate, and close large new-logo and strategic Insurance clients across P&C, Life & Annuity, Health, Reinsurance, Brokers, and InsurTechs
Build and execute a multi-year go-to-market (GTM) strategy for Insurance, aligned with Damco's digital services, platforms, and consulting-led offerings
Identify, shape, and close complex, multi-tower deals covering Digital Engineering, Cloud, Data & AI, Low-Code/No-Code, Legacy Modernization, Quality Engineering, Automation, and IT Staffing
Create differentiated value propositions linked to business outcomes, cost transformation, modernization, and growth enablement for Insurance clients
Leverage existing CXO, SVP, and VP-level relationships to accelerate pipeline creation and deal closures
Establish trusted relationships with CIOs, CTOs, Chief Digital Officers, COOs, Heads of Claims, Underwriting, Policy Administration, and Enterprise Architecture
Develop strategic account plans including revenue models, wallet-share growth, cross-sell/upsell strategies, executive mapping, and annual operating plans
Act as a strategic advisor to clients, helping them navigate regulatory changes, digital disruption, platform modernization, and operational efficiency initiatives
Lead executive-level presentations, proposal defenses, vision workshops, and QBRs
Bring strong hands-on understanding of Insurance processes and systems, including Policy Administration, Claims, Billing, Underwriting, CRM, Data Warehousing, and Regulatory Compliance
Demonstrate awareness of key Insurance platforms and ecosystems such as Guidewire, Duck Creek, Salesforce FSC / Insurance Cloud, PEGA, Ingenium, and others
Track and evangelize industry trends including AI-driven underwriting and claims, automation, GenAI adoption, cloud migrations, regulatory transformation, and InsurTech collaboration
Represent Damco at Insurance conferences, trade shows, industry forums, webinars, and executive roundtables
Collaborate with Marketing and Leadership teams to drive thought leadership, case studies, point-of-view content, and analyst interactions
Build strategic partnerships with platform vendors, hyperscalers, and ecosystem partners to jointly pursue large deals
Work closely with Delivery, Solutions, Pre-Sales, Staffing, and Practice heads to ensure solution excellence and deal success
Mentor and guide sales teams and account managers; foster a high-performance, ethical, and collaborative sales culture
Maintain strong sales governance, forecasting discipline, and pipeline hygiene using Salesforce CRM
Contribute to leadership discussions on market expansion, service innovation, and investment priorities