Job Title: Industry Principal (Property & Casualty) - Sales Support
Reporting to the Director of Sales Support, the Industry Principal will work closely with Directors of Sales and account executives to add industry perspective and lead the direction of the pre-sales activities for P&C sales opportunities. The industry principal takes ownership and plays a key role in developing new customer solutions and providing relevant industry expertise throughout the sales cycle. The industry principal will also provide leadership and guidance within the Sales Support and Sales organizations while acting as liaison to Product Management to provide input on driving new product functionality.
The candidate will bring 10+ years of property and casualty insurance industry experience, preferably with an insurer in the areas of underwriting and product development. The ideal candidate will have a proven pre-sales record with an insurance-focused software vendor. The successful candidate will be experienced in the design and implementation of enterprise level platform solutions. Technical skills and capabilities are also desired. Travel is required (predominantly to the United States).
About Camilion Solutions:
Energetic, visionary and entrepreneurial, Camilion Solutions is a successful, Markham-based technology company that develops software solutions for the world's largest insurers.
Camilion Solutions is a company that is becoming great and winning awards to prove it. We were named one of the top 250 technology companies in Canada in the 2008 edition of Branham 300, the definitive listing of superb Canadian IT companies. We also ranked 4th in Branham's 2007 list of "Top 20 Movers and Shakers" for 130% increase in revenue growth and 7th on the Deloitte & Touche Fast 50, the pre-eminent ranking of Canada's 50 fastest growing technology companies based on percentage revenue growth in the last five years. Camilion was rated an "Up and Coming" technology firm supporting the insurance industry by Insure Toptech 2007.
Main Accountabilities:
As the lead Subject Matter Expert on P&C sales activities, the Industry Principal plays a pivotal role in the sales cycle for clients and prospects. In this position you will:
- Identify existing organizational and process weaknesses and help develop and articulate a compelling solution to support our prospective client's desired end state vision
- Work closely with account executives and the Sales Support Director and take a leadership position in developing an overall sales solution strategy and manage the pre-sales resources and activities required to support prospect sales cycles
- Deliver compelling presentations and demonstrations that highlight Camilion's capability to meet key business objectives as identified by prospects during discovery sessions
- Assist prospects with business case development by leading ROI analysis sessions and developing enhancements to our ROI model
- Support and manage demonstrations, workshops and proofs of concepts during the sales cycle
- Provide subject matter expertise into the ongoing development of relevant and compelling sales demonstration assets
- Develop and deliver P&C knowledge transfer sessions to sales and other internal customers
- Work with Services to help develop initial implementation estimates and service proposals
- Ensure a smooth transition from the sales to the service delivery teams by managing a transition process to pass all relevant information gathered during the sales cycle
- Respond to queries and questions from prospects during on-site presentations and through Requests for Information and Requests for Proposals.
- Participate with product management to identify and define product enhancements for road map consideration
- Work with marketing and product management to create reusable departmental collateral, including standard sales presentations and an RFI/FRP repository
- Have responsibility for other key initiatives, as identified by the Director of Sales Support to meet quarterly and annual departmental objectives.
Required Skills/Qualifications:
- 10+ years experience within the P&C insurance industry, ideally with experience in underwriting and product development
- 5+ years experience in a Pre-Sales role, preferably within an insurance-focused software vendor
- Technical experience in the areas of both product development and implementation/configuration
- Exceptional sales presentation and demonstration skills
- Strong project management and implementation skills to assess and scope RFPs and develop project implementation proposals
- Experienced with business case development and developing ROI's for enterprise projects
- Advanced client interaction and influencing skills
- In depth knowledge and appreciation for the details of P&C Insurance business processes (front office and back office)
- Thorough understanding of multiple lines of business within P&C insurance
- Detailed knowledge of ACORD standards
- Excellent written and oral communication skills
- Excellent interpersonal skills and the ability to work in a fast paced and dynamic team environment
Join the Camilion team and be in the right place at the right time.
How to Apply
Please forward your resume via email only to: presales@camilion.com
Only Word or Adobe PDF documents will be accepted.
Only responses received via email will be considered. No phone calls, faxes, agencies or drop-ins please.
Please state: "Industry Principal (Property & Casualty) - Sales Support" in the email subject line
We thank all applicants for your interest in this position however only those selected for an interview will be contacted.
