Global Account Sales Manager (Usa)

Role: Global Account Sales Manager

Location: US, remote (WFH)

Salary: Total $200K (Fixed:$120K; Variable:$80K) + ESOP

Reporting to: CRO/CEO

Level: Mid-level

Work Exp: 15 years in selling tech to Insurance sector in US.

Roles & Responsibilities:

• Drive business revenue for the company through new customer’s acquisition. Meet

and exceed your quarterly revenue targets through pipeline management and drive

customers to business closure. Create business opportunities with stake holders

across Insurance sector for Contiinex. Key stakeholders for business development

would be customer experience, compliance & risk team and Claims management

teams.

• Identify the key influencers, users and decision makers in an enterprise account,

understand their business needs in depth and build a narrative on how Contiinex can

help solve for their process, cost and compliance need gaps.

• Build & Mature business opportunities through active engagement with the stake

holders in an enterprise account by building a point of conviction on Contiinex

through demos, industry white papers and other sales collaterals.

• MQL to SQL: You should be able to engage effectively with marketing qualified leads

and drive effective account management to convert them into sales qualified leads

through identification of clear business needs, sign off on solution proposed, budget

allocation, customer decision making process and timelines for order closure

• Partner alignment: Work along with an identified set of partners to create a sales

motion in defined set of customer accounts. Cross leverage partner network,

technical and functional capabilities to create business and revenue opportunity in

customer set. For direct customer opportunities, align the right partner to right

opportunity by working along with partner management team.

• Sales forecasting: You should be able to forecast sales revenue numbers from both

new customer & existing customers new revenue. The sales forecast at any time

should range between 80% to 120% accuracy on quarterly basis as against both the

revenue target for the qtr and actuals.

• Pipeline management: You should be able to build pipeline on quarterly basis such

that the pipeline is 3x of your sales revenue target for the qtr. The pipeline needs to

be categorized and managed as per maturity buckets from 10% to 80%. Your

pipeline management and sales forecasting elements should be inter-related and

well connected.

• Drive customer reference: Build, engage and manage acquired customers industry

reference and network with them to create new business opportunities. Get consent

from acquired customers to build case studies on Contiinex solution and use the

same for new customer acquisition through reference.

• Handle purchase and commercial enquiries from customer

• Engage all internal and external stakeholders to scope a customer proof of

value/concept and be the custodian of a paid pilot ensuring each of the committed

solution values are well represented and executed in the POC.

• Manage the complete global canvas of global account all downstream entities. Build

a strong value proposition to sell to the enterprise and its downstream entities and

create revenue opportunity across canvas.

• To create point of influence in the enterprise global account that can be effectively

leverage for aligning the downstream entities of the account for a single unified

solution built by taking all requirements into consideration.

• To lead & work in tandem with downstream account managers based in country of

offshore captives. To engage with the downstream account manager to build an

environment of inclusiveness of need gap identification solutioning, commercials &

revenue sharing.

Skills required:

• You should have ideally managed a digital transformation journey of an

enterprise customer in Fortune 1500 space with a proven track record of metrics

that the digital initiation were able to impact.

• You should be a strong communicator and possess the ability to articulate

complex thoughts in a simple understandable manner.

• You should have strong executive presence with an ability to network and engage

people from diverse background, ethnicities & geographies.

• You should understand the Insurance vertical well and the process of Insurance

management having seen and observed the functioning of the process closely.

• You should have proven skills in opening new customer conversations and

generate opportunities by identifying latent business needs.

• You should be a great collaborate with a proven ability to work cross functional

teams like delivery, solution architectures, marketing, and sales operations with

single point of objective of customer success.