Senior Sales Executive DACH – Enterprise Software - Germany, EMEA Remote
Senior Sales Executive DACH – Enterprise Software
Location: Germany - remote
Our customers are insurance companies, and insurance software is surprisingly complex, mission-critical to the business, and difficult to get right. We provide a platform based on three elements: core processing, data and analytics, and digital engagement (or “core,” “data,” and “digital” for short), which work together to strengthen insurers’ ability to engage and empower their customers, agents, and employees. We serve more than 300 customers in more than 32 countries, executing more than 455 Guidewire product implementations.
Our sales and marketing teams are critical to Guidewire's success. For one, the revenue from new sales ensures that we have the funding required to continuously invest in our products and in scaling our growing company. Secondly, our industry is undergoing a technology-led transformation: our sales and marketing teams have the experience and knowledge to partner with insurers to help them plan for success. Of course, our sales and marketing teams are our key ambassadors in the marketplace, and play a key role in how the Guidewire brand is perceived.
Description/Scope of Work
The primary responsibility of this role is to sell complex core enterprise applications into an industry vertical (ideally General Insurance) in DACH countries (Germany, Austria, Switzerland) Supported by an effective Sales Operations and Marketing team the successful candidate will focus upon understanding the strategic objectives of clients and building meaningful relationships with business leaders within the target market.
Key activities for the Account Executive include:
Proactive development of new business customers in assigned EMEA territory.
Build and maintain relationships with key decision makers both technical and business focused within prospects and existing clients.
Work with sales support functions maintain accurate records of contacts and prospects utilizing the Company’s systems and procedures.
Manage post-sale client relationships to maximize product extension sales to existing customers.
Lead and undertake Sales activities from initial contact until sale closure.
Arrange and lead technical and functional presentations to clients, in conjunction with product experts and professional services.
Maintain a solid knowledge of the Company’s underlying technology, the range of existing products and consulting services.
Prepare detailed quotations and proposals that fully meet client expectations, as well as minimizing risk to the company. Follow Company procedures for quotation review.
Present regular detailed reports to Management regarding Sales and Marketing activities and success rates.
Represent the Company at trade shows, conferences, industry meetings and other avenues to initiate sales of the Company’s products.
Analyze competitor activities and provide feedback into marketing strategies and product development.
Required skills/experience include:
Proven track record of selling complex core enterprise applications into an industry vertical (ideally General Insurance, or Financial Services) in DACH territories in EMEA
A high level of energy and commitment, proven ability to create and close opportunities within a defined territory
Interest and desire to learn about new business areas – the business of general insurers, such that they can engage in cogent face to face discussions with business leaders
Track record biased towards winning new name business, the role is 70% new business, 30% add-on sales
Comfortable with complex sales with multiple decision makers / influencers
Proven ability to tie client business needs / plans to the solution proposed in a compelling manner
Be able to demonstrate a proactive nature, somebody who makes things happen – reluctant to take no for an answer
Somebody who thinks through the situation draws up a series of potential actions and then executes the best option
Understands the impact, benefits and cost structure to the customer of large core solution projects.
Understands enterprise technology and the key challenges facing CIOs / CTOs at client firms
Able to strike the right level of persistence at differing levels throughout a prospective client organization
Fit in comfortably into a team environment, the multi-facetted nature of the opportunities requires strong teamwork
Experience of working with strategic partners and system integrators
Ability to analyze market trends and business data to identify new market potential
PLEASE NOTE: We are only able to hire candidates who have the legal right to work and travel in the EU.
Intermediate to Senior
Meet Some of Guidewire's Employees
Product Management Manager
Olga encourages and empowers her team to recognize and interpret customer needs so that their important input can be incorporated into continuous product evolution.
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