Senior Director of Sales - SaaS Software Sales and P/C Insurance

Duck Creek Technologies

104d • $143,900 - $232,100

About The Position

The Senior Director of Sales engages with major P&C Carriers, identifies and establishes alignment between Duck Creek’s solutions and customer’s business drivers, and manages all aspects of sales cycles within an assigned set of accounts. Senior Director of Sales teaches high level prospective and current customers new and valuable solutions and how to compete in their market and translating that into a successful commercial relationship with Duck Creek. In addition, the Senior Director of Sales acts as a team lead, and coaches and mentors Sales Directors. Responsible for winning a high level of new top tier business and develops existing accounts Acts in the capacity of the sales expert for the team and supports the Senior Leadership in on issues that impact design/selling success or address future concepts, products or technologies. Creates formal networks with key decision makers and serves as external spokesperson for the organization. Builds relationships with key influencers, develop business insight into and have informed opinions on future strategies of assigned accounts. Acts as a team lead, and will guide and mentor Sales Directors on designated opportunities Plays an active role in the onboarding / training of new Sales Directors. Coaches Sales Directors on Pipeline Creation and Management opportunities. Develops and executes prospecting strategies to identify, qualify, pursue and close new business Secures and leads face-to-face meetings with business leaders and decision makers including “C” level executives within our target marketplace Develops, maintains, and grows an ongoing sales pipeline Maintains a thorough understanding of the Duck Creek consultative and solution selling process Delivers compelling customer presentations and proposals that expertly articulate the Duck Creek Value Proposition and how it supports the prospect’s strategic objectives Maintains current and accurate information on account status and sales activity in SalesForce.com Manages the account development and opportunity pursuit process from initial assignment through close using Salesforce CRM Accurately forecasts new bookings Develops and deploys strategies for securing new accounts. Performs other related duties and activities as required.

Requirements

• Degree preferred or equivalent years of practical job experience in a similar function or role.
• 12+ years of business experience in large enterprise Sales navigating complex business software / IT solutions.
• 7+ years of deep insurance industry/domain expertise.
• 7+ years of Large Account Management experience / leading account teams.
• Expert level in managing large deal pursuit teams and complex buy side consensus teams.
• Deep knowledge of the complete Duck Creek offering (including Service and Support).
• High level of sales achievement.
• Strong experience with long term planning of resources, technology, and account structure.
• Ability to lead and mentor a team.
• Exceptional communication skills.
• Ability to understand & interpret carrier strategy and align Duck Creek software and service capability to C level stakeholders.
• Ability to manage / leverage external partner ecosystems as part of the overall value proposition and messaging.
• Proficient in Microsoft Excel and Word.

Responsibilities

• Engage with major P&C Carriers and manage all aspects of sales cycles within assigned accounts.
• Teach prospective and current customers about Duck Creek’s solutions and how to compete in their market.
• Act as a team lead, coaching and mentoring Sales Directors.
• Win new top tier business and develop existing accounts.
• Create formal networks with key decision makers and serve as an external spokesperson.
• Build relationships with key influencers and develop business insights.
• Guide and mentor Sales Directors on designated opportunities.
• Play an active role in onboarding and training new Sales Directors.
• Coach Sales Directors on Pipeline Creation and Management opportunities.
• Develop and execute prospecting strategies to identify, qualify, pursue, and close new business.
• Secure and lead face-to-face meetings with business leaders and decision makers.
• Develop, maintain, and grow an ongoing sales pipeline.
• Maintain a thorough understanding of the Duck Creek consultative and solution selling process.
• Deliver compelling customer presentations and proposals.
• Maintain current and accurate information on account status and sales activity in SalesForce.com.
• Manage the account development and opportunity pursuit process using Salesforce CRM.
• Accurately forecast new bookings.
• Develop and deploy strategies for securing new accounts.

Benefits

• Flexible work environment
• Medical, dental, vision, life and disability insurance
• 401(k) Retirement Plan
• Flexible Spending & Health Savings Account
• Paid holidays, vacation, and volunteer time
• Employee assistance program and other benefits

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: Bachelor's degree
• Number of Employees: 1,001-5,000 employees