Senior Sales Executive - Insurance Vertical (new logo pursuit)

At Ensono, our Purpose is to be a relentless ally, disrupting the status quo and unleashing our clients to Do Great Things! We enable our clients to achieve key business outcomes that reshape how our world runs. As an expert technology adviser and managed service provider with cross-platform certifications, Ensono empowers our clients to keep up with continuous change and embrace innovation.

We can Do Great Things because we have great Associates. The Ensono Core Values unify our diverse talents and are woven into how we do business. These five traits are the key to achieving our purpose: Honesty, Reliability, Curiosity, Collaboration, and Passion. 

About the role and what you'll be doing:

The Insurance (New Logo pursuit) Senior Sales Executive must have a proven track record selling “as-a-service” complex technology offerings that include managed services, public cloud, mainframe, security, and outsourcing into the insurance sector.  He/she will have accountability for the creation of new bookings from the acquisition of new clients through a consultative engagement process. They must have a strong background in insurance technology, must be highly motivated and have the ability and desire to run their self-functioning sales unit by partnering with Sales Engineering, Operations, and Marketing within the business.

The candidate will be a strategic thinker and self-starter who is focused on creating solutions and solving business problems with a consultative sales approach, that add demonstrable value to the company.  They will be a multi-dimensional thinker who operates not only based on important past experiences but with the incorporation of new approaches, insurance insight and developments that occur in this fast-moving market.

The candidate also must possess strong presentation skills and be able to communicate professionally in written responses to emails, RFPs, and reports.  As a member of the Ensono Sales team, they will ensure proper execution for the lifecycle of a deal, establishing sound relationships with internal stakeholders and channel partners.

• Proactively identify new revenue opportunities and relationships to drive account and revenue growth.
• Understand the customers strategic direction and propose compelling solutions that provide tangible customer value.
• Create new and sustain existing senior relationships.
• Promote and drive client relationships by providing insurance and technology, thought leadership and consultation on the alignment of client business needs to Ensono and partner products and services.
• Drive contract negotiations for new business in partnership with Legal
• Work closely with Sales Engineering and the customer on solution, value, and pricing scenarios
• Represent Ensono at field events such as conferences, seminars, etc.
• Communicate information effectively to diverse audiences, internal and external to the company, recognizing business and product terms and value.
• Challenge the current thinking, assumptions, and status quo to drive results and innovation.

We want all new Associates to succeed in their roles at Ensono. That's why we've outlined the job requirements below. To be considered for this role, it's important that you meet all Required Qualifications. If you do not meet all of the Preferred Qualifications, we still encourage you to apply.

Required Qualifications: 

• A minimum of 10 years of sales experience
• A minimum of 3-5 years of successfully selling digital led services, managed service solutions, and/or apps services etc., to insurance companies.
• Must be a true sales hunter capable of sourcing and developing new relationships
• Must be organized, analytical, creative, and adaptive.
• A proven track record of both achieving and over-achieving goals in past sales positions
• Significant experience and discipline in managing, reporting and accurately forecasting sales pipelines.
• Excellent written and verbal communication skills as well as ability to work as part of a team.
• Experience in managing and closing complex sales opportunities.
• Proven success in managing client opportunities with multiple lines of business.
• Proven ability to influence cross-functional teams without direct line authority.
• Experience in working with managed services, hosting, mainframe, security, and outsourcing in an insurance setting is required.
• Broad relationship development and people networking experience, including leveraging existing channel partner relationships to drive new business development.
• Ability to bring-to-the-fold, cultivate, and strengthen strong client relationships with senior business and IT staff members.
• Ability to technically consult with C-level executives within client environment.
• Demonstrated experience at increasing deal close rates, utilizing a structured qualification process with identifying customer compelling events.
• Candidates must be able to articulate technology and product positioning from a business perspective in addition to creating and maintaining relationships with the clients and vendors.

Preferred Qualifications:

• Experience in IT infrastructure transformation engagements
• Mastery of both legacy IT such as IBM mainframe and mid-range along with modern platforms like public and private cloud.
• Consultative selling
• Existing relationships and contacts that will drive a robust pipeline.

Why Ensono?  

Ensono is a place to make better happen – for our clients and for your career. You can do great things through innovation or collaboration, by learning or volunteering, or to promote diversity and inclusion. You can do great things for your own health or for a healthier planet. Whatever it means to you to do great things we want Ensono to be the place you can do it.   

We are a client-facing business, but we do encourage clients to allow us to work remotely most of the time so if you are not required to be on a client site, you can choose to work from home or in our Ensono offices. 

Some of our benefits include: 

• Unlimited Paid Days Off 
• Three health plan options through Blue Cross Blue Shield  
• 401k with company match  
• Eligibility for dental, vision, short and long-term disability, life and AD&D coverage, and flexible spending accounts  
• Paid Maternity Leave, Paternity Leave, and Sabbatical Leave
• Education Reimbursement, Student Loan Assistance or 529 College Funding
• Enhanced fertility coverage 
• Wellness program  
• Flexible work schedule 
• Depending on location, ability to take advantage of fitness centers 

As of the date of this posting, a good faith estimate of the current pay scale for this role is $115,000 to $162,000 annually based on a full-time schedule. Please note that placement in the range may vary based on numerous factors including but not limited to skills, experience, internal equity, and business needs. In addition to base salary, other compensation programs, depending on eligibility, include an annual bonus plan based on company and individual performance, and an equity grant under our Associate Equity Appreciation Program. 

Ensono is an Equal Opportunity/Affirmative Action employer. We are committed to providing equal employment to our Associates and building a diverse and inclusive workforce. All qualified applicants will be considered without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, or other legally protected basis, in accordance with applicable law.  

Pay transparency nondiscrimination statement/posting OFCCP’s pay transparency policy can be found on OFCCP’s website.  

If you need accommodation at any point during the application or interview process, please let your recruiter know or email [email protected].