Sales Manager

Software Sales Manager, in South Africa

Location: Cape Town - Remote

About Us

Sapiens International Corporation (NASDAQ and TASE: SPNS) is a leading global provider of software solutions for the insurance industry, with a growing presence in the financial services sector. We offer integrated core software solutions and business services, and a full digital suite for the property and casualty/general insurance; life, pension, and annuities; and reinsurance markets. Sapiens also services the workers’ compensation and financial and compliance markets.

Our portfolio includes policy administration, billing, and claims; underwriting, illustration and electronic application; reinsurance and decision management software. Sapiens’ digital platform features persona-based customer and agent portals, and a business intelligence platform. With a 30-year track record of delivering to more than 600 organizations, Sapiens’ team of over 4,000 employees operates through our fully owned subsidiaries in North America, the United Kingdom, EMEA, and Asia Pacific. For more information: www.sapiens.com.

Description

• This position is responsible for generating new business revenue in new clients for the Sapiens insurance software and services for the P&C and L&P industry.
• In this role, you will manage end to end a complex sales cycle for Sapiens Suite of offerings including Digital Suite, Policy Administration, Billing, Claims, our Data Suite and our Cloud Solutions targeting the Tier-1 to 3 personal and commercial lines carriers (including qualifying new leads, responding to RFI/RFP’s, proposal, presentations, demonstration, managing Proof of Concepts and leading contract negotiations).
• Leveraging your experience and solid network and deep understanding of the insurance value chain, you will be confident in working with the various Sapiens Stakeholders to engage with the carriers Senior Business and IT leadership team to develop a relationship and long-term partnership.
• In this role you will communicate and work with many stakeholders including Product, Delivery, Finance, Legal and Sales to develop a long-term partnership with our clients.

Main Responsibilities

• Win new logo deals.
• Cross sell Sapiens solutions for L&P and P&C to Sapiens existing accounts.
• Develop Sapiens L&P and P&C pipeline for current and following years.
• Develop, promote, and execute sales strategies in assigned accounts/territories that will enable the company to achieve its financial objectives.
• Develop relationships at all levels including C Level, business, and information technology.
• Work with insurers in a consultative and proactive manner to ensure that we are meeting their current and future needs.
• Understand the personal, commercial and specialty insurance industry trends and be able to sell the Sapiens value proposition to our customers and prospects based on their business needs, including but not limited to:
• Learn and promote solution differentiators and value proposition.
• Monitor competitive activity and competitor solutions.
• Stay abreast of market influences and changes.
• Own the end-to-end sales cycle, including but not limited to:
• Consistently build and maintain a deep sales pipeline through cold calling, partnering with Lead Generation Specialists, coordinating with Lead Generation campaigns, attending trade shows and conferences, networking, etc.
• Utilize sales methodologies, processes, and best practices to increase the probability of success.
• Lead, coordinate, and influence sales cycles.
• Collaborate with other stakeholders on developing and executing sales strategies.
• Coordinate contract negotiations.
• Ensure data is entered into the Sales CRM system timely and accurately.

Requirements

• A hunter, with 10+ years of experience in a software sales role for Life and Pensions and Property & Casualty Policy, Administration Suite(s), with experience selling into personal, commercial and specialty insurers with a proven track record of meeting targets.
• Strong understanding of insurer workflows and ability to translate company systems into insurer solutions.
• Excellent negotiation, influence, mediation, and conflict management skills.
• Demonstrated ability to follow sound business ethics when executing job responsibilities to build and maintain management confidence.
• High-energy, self-starter.
• Exceptional verbal and written communication skills.
• Excellent organization and presentation skills.

Educational requirements

• Bachelor’s degree, ideally in technology, engineering, marketing or business-related field; related work experience can be substituted for educational requirement.

Sapiens is an E-Verified & Equal Opportunity/Affirmative Action Employer, M/F/D/V.