Willis Towers Watson
P&C Technology Sales Leader
Willis Towers Watson, Chicago, Illinois, United States, 60290
Description
The Role
Assist the North American Insurance Consulting and Technology ("ICT") leadership team in building and activating a team of Sales Account Executives with a passion for "Hunting"
Lead a team of 6-8 Sales Account Executives as a "player/coach"
Assign territories and products to each of our Sales Account Executives
Execute on our North America technology sales strategy
Identify and source new prospects (new logos and new untapped relationships within current clients) for ICT in the US and Canada
Own the execution of the Go-To-Market ("GTM") strategy for the assigned product. Collaborate closely with the Practice/Proposition Leader on developing the GTM strategy
Build a pipeline, actively manage the entire sales cycle and close deals with a focus on one of our flagship technology products Radar, ResQ, Igloo and Unify
Pitch and negotiate with a variety of audiences, from technical individuals to senior/C-Level business and IT executives
Understand the prospects’ business context and potential pain points
Effectively set up the “next meeting” follow-ups and demos/PoCs and bring the right Subject Matter Expert (“SME”) at the right time(s) during the sales cycle to maximize our win probability and close deals with pace
Work independently and in concert with our sales partners including Client Relationship Managers (“CRMs”), Sales Support Specialists and Marketing to close deals
Deeply integrate with the Sales and Proposition teams
Craft and negotiate the commercial terms of proposals
Lead roadshows and sales campaigns with sales and value proposition partners including CRM and Regional/Global Product Leaders
Network and actively promote ICT during conferences and events
Participate actively in Social Media and other marketing campaigns
Qualifications
5+ years of experience selling software solutions or technology products
Experience dynamically leading and acting as a player coach for teams of 4+ sellers/hunters
Ability to rally a team of dedicated hunter sellers to reach ambitious individual and team sales' goals, selling industry-leading technology
Proven track record of success in sales, particularly in the insurance or finance industry with level-headedness required to close both small and larger more complex deals
Proven ability and agility to open doors and interact with technical, senior and executive teams on the business and IT side to close opportunities
Ability to work a deal from lead generation to deal close with a passion for hunting and persistence to win
Knowledge of the insurance industry, including trends, challenges, and key players
Self-motivated, proactive, and results-oriented with a strong drive for success
Ability to work independently, autonomously and as part of a team in a fast-paced, dynamic environment
Strong communication, negotiation, and presentation skills
Willingness to travel frequently and meet prospects in person
Experience with CRM systems
Bachelor's degree
The Application Process
Stage 1:
Online application and recruiter review
Stage 2:
Live video interview with hiring manager and team
Stage 3:
Offer and onboarding
Compensation and Benefits
Base salary range and benefits information for this position are being included in accordance with requirements of various state/local pay transparency legislation. Please note that base salaries may vary for different individuals in the same role based on several factors, including but not limited to location of the role, individual competencies, education/professional certifications, qualifications/experience, performance in the role and potential for revenue generation (Producer roles only).
Compensation
The base salary range being offered for this role ranges [$100K - $130K] USD per year, commensurate with experience and skills & competencies.
This role is also eligible for high commission potential on individual tiered commission incentives on sales to target and sales in excess of target.
Company Benefits
WTW provides a competitive benefit package which includes the following (eligibility requirements apply):
Health and Welfare Benefits:
Medical (including prescription coverage), Dental, Vision, Health Savings Account, Commuter Account, Health Care and Dependent Care Flexible Spending Accounts, Group Accident, Group Critical Illness, Life Insurance, AD&D, Group Legal, Identify Theft Protection, Wellbeing Program and Work/Life Resources (including Employee Assistance Program)
Leave Benefits:
Paid Holidays, Annual Paid Time Off (includes paid state/local paid leave where required), Short-Term Disability, Long-Term Disability, Other Leaves (e.g., Bereavement, FMLA, ADA, Jury Duty, Military Leave, and Parental and Adoption Leave),
Paid Time Off
( Washington State only )
Retirement Benefits:
Contributory Pension Plan and Savings Plan (401k). All Level 38 and more senior roles may also be eligible for non-qualified Deferred Compensation and Deferred Savings Plans.
If Level 38 or more senior role is in Washington State, you must add the retirement benefits paragraph to the job description. Please note: Producer Sales roles are not currently eligible for the WTW Pension Plan.
EOE, including disability/vets
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The Role
Assist the North American Insurance Consulting and Technology ("ICT") leadership team in building and activating a team of Sales Account Executives with a passion for "Hunting"
Lead a team of 6-8 Sales Account Executives as a "player/coach"
Assign territories and products to each of our Sales Account Executives
Execute on our North America technology sales strategy
Identify and source new prospects (new logos and new untapped relationships within current clients) for ICT in the US and Canada
Own the execution of the Go-To-Market ("GTM") strategy for the assigned product. Collaborate closely with the Practice/Proposition Leader on developing the GTM strategy
Build a pipeline, actively manage the entire sales cycle and close deals with a focus on one of our flagship technology products Radar, ResQ, Igloo and Unify
Pitch and negotiate with a variety of audiences, from technical individuals to senior/C-Level business and IT executives
Understand the prospects’ business context and potential pain points
Effectively set up the “next meeting” follow-ups and demos/PoCs and bring the right Subject Matter Expert (“SME”) at the right time(s) during the sales cycle to maximize our win probability and close deals with pace
Work independently and in concert with our sales partners including Client Relationship Managers (“CRMs”), Sales Support Specialists and Marketing to close deals
Deeply integrate with the Sales and Proposition teams
Craft and negotiate the commercial terms of proposals
Lead roadshows and sales campaigns with sales and value proposition partners including CRM and Regional/Global Product Leaders
Network and actively promote ICT during conferences and events
Participate actively in Social Media and other marketing campaigns
Qualifications
5+ years of experience selling software solutions or technology products
Experience dynamically leading and acting as a player coach for teams of 4+ sellers/hunters
Ability to rally a team of dedicated hunter sellers to reach ambitious individual and team sales' goals, selling industry-leading technology
Proven track record of success in sales, particularly in the insurance or finance industry with level-headedness required to close both small and larger more complex deals
Proven ability and agility to open doors and interact with technical, senior and executive teams on the business and IT side to close opportunities
Ability to work a deal from lead generation to deal close with a passion for hunting and persistence to win
Knowledge of the insurance industry, including trends, challenges, and key players
Self-motivated, proactive, and results-oriented with a strong drive for success
Ability to work independently, autonomously and as part of a team in a fast-paced, dynamic environment
Strong communication, negotiation, and presentation skills
Willingness to travel frequently and meet prospects in person
Experience with CRM systems
Bachelor's degree
The Application Process
Stage 1:
Online application and recruiter review
Stage 2:
Live video interview with hiring manager and team
Stage 3:
Offer and onboarding
Compensation and Benefits
Base salary range and benefits information for this position are being included in accordance with requirements of various state/local pay transparency legislation. Please note that base salaries may vary for different individuals in the same role based on several factors, including but not limited to location of the role, individual competencies, education/professional certifications, qualifications/experience, performance in the role and potential for revenue generation (Producer roles only).
Compensation
The base salary range being offered for this role ranges [$100K - $130K] USD per year, commensurate with experience and skills & competencies.
This role is also eligible for high commission potential on individual tiered commission incentives on sales to target and sales in excess of target.
Company Benefits
WTW provides a competitive benefit package which includes the following (eligibility requirements apply):
Health and Welfare Benefits:
Medical (including prescription coverage), Dental, Vision, Health Savings Account, Commuter Account, Health Care and Dependent Care Flexible Spending Accounts, Group Accident, Group Critical Illness, Life Insurance, AD&D, Group Legal, Identify Theft Protection, Wellbeing Program and Work/Life Resources (including Employee Assistance Program)
Leave Benefits:
Paid Holidays, Annual Paid Time Off (includes paid state/local paid leave where required), Short-Term Disability, Long-Term Disability, Other Leaves (e.g., Bereavement, FMLA, ADA, Jury Duty, Military Leave, and Parental and Adoption Leave),
Paid Time Off
( Washington State only )
Retirement Benefits:
Contributory Pension Plan and Savings Plan (401k). All Level 38 and more senior roles may also be eligible for non-qualified Deferred Compensation and Deferred Savings Plans.
If Level 38 or more senior role is in Washington State, you must add the retirement benefits paragraph to the job description. Please note: Producer Sales roles are not currently eligible for the WTW Pension Plan.
EOE, including disability/vets
#J-18808-Ljbffr