Regional Sales Manager

📋 Description

• Take ownership of a designated account list within the Insurance sector, fostering a thorough understanding of accounts and stakeholders.

• Oversee a portfolio of current clients, identifying opportunities for upselling, cross-selling, and expansion.

• Classify and prioritize accounts to implement focused outbound and expansion strategies.

• Develop and implement comprehensive account plans involving both business and technical stakeholders.

• Guide intricate, consultative sales processes from initial discovery to closing.

• Build and enhance relationships at the C-level, particularly in Finance, Sales, Operations, and IT.

• Present Varicent’s ICM/SPM platform and AI capabilities to address complex business challenges.

• Drive deal strategy, pricing, and contract negotiations in collaboration with leadership.

• Uphold high standards in pipeline management, forecasting accuracy, and deal integrity.

• Utilize internal and partner resources (Pre-Sales, Customer Success, GSIs) to move opportunities forward.

• Collaborate closely with Customer Success, Legal, and the Renewals team to ensure effective renewals, expansions, and long-term customer satisfaction.

⛳️ Requirements

• 10-12 years of experience in enterprise Software and SaaS sales, consistently surpassing quotas.

• Required experience selling within the Insurance sector, with a strong understanding of its revenue, operational, and compensation complexities.

• Proven track record in managing named accounts and navigating large, complex deal cycles.

• Demonstrated success in a hybrid hunter/farmer role, capable of generating new pipeline while expanding existing accounts.

• Proven ability to cultivate and navigate relationships at the C-level.

• Experience in selling Incentive Compensation Management (ICM), Sales Performance Management (SPM), AI-driven analytics, or related enterprise platforms.

• Strong understanding of MEDDPICC (or a similar structured sales methodology).

• Proficient in core sales tools, including Salesforce for opportunity management and pipeline tracking, Clari for forecasting, and Salesloft for outbound prospecting.

• Ability to communicate the value of AI-driven insights, automation, and decision support to both technical and business stakeholders.

• Strong business acumen with the capacity to relate solutions to quantifiable financial and operational results.

• A high ownership mindset, exhibiting strong execution, accountability, and resilience.

🏝️ Benefits

• Innovate with Purpose: Build impactful solutions for customers worldwide.

• Join Excellence: Work in a diverse, collaborative, and innovative team.

• Shape the Future: Lead in redefining revenue optimization.

• Grow Together: Unlock your potential in a supportive environment.