Director of Sales (Insurtech) - Remote

About the role

The 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.

The Director of Sales teaches high level prospective and current customers new and valuable solutions and how to compete in their market and translates that into a successful commercial relationship with Duck Creek.

In addition, the Director of Sales acts as a team lead, and coaches and mentors Sales Directors.

Responsibilities

• 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.

Requirements

• Education and Work Experience: 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

Specialized Knowledge, Skills, And/or Abilities

• Expert level in managing large deal pursuit teams, and equally large complex buy side consensus teams
• Deep knowledge of the complete Duck Creek offering (including Service and Support)
• High level of sales achievement
• Ability to lead and mentor a team
• Exceptional communication skills
• Ability to understand & interpret carrier strategy and align the appropriate 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

Other Requirements

• Travel: 80%
• Special Work Hours: May require overnight work schedule
• Work Authorization: Legally authorized to work in the country of the job location