VP, Wealth and Insurance Solutions

This is a fully remote position, open to applicants in Pennsylvania.

📋 Description

• Report directly to the Chief Sales Officer (CSO) as Equisoft's Insurance engine for the region.

• Identify, engage, and secure new Annual Recurring Revenue with Life and Annuity carriers throughout the USA.

• Develop, qualify, and oversee a pipeline of new Life & Annuity carrier opportunities across established USA accounts.

• Implement personal-network outreach, activate alliance channels, conduct targeted event marketing, and manage inside sales efforts.

• Utilize Oracle partner relationships for introductions, co-selling referrals, and collaborative pipeline development.

• Represent Equisoft at insurance industry events, carrier forums, analyst briefings, and technology conferences across the USA.

• Cultivate relationships with system integrators, consultancies, and advisory firms to enhance pipeline channels.

• Oversee the entire enterprise sales cycle, from prospecting to commercial closure, including discovery, solution positioning, business case formulation, proposals, negotiations, and contract execution.

• Create carrier-specific value propositions aligned with the objectives of CIOs, CTOs, Chief Actuaries, and Chief Transformation Officers.

• Navigate and influence multi-stakeholder buying committees, from operational champions to Board-level sponsors.

• Lead and refine RFP/RFI responses with assistance from the Pre-Sales team.

• Coordinate pre-sales, professional services, product, legal, and executive resources effectively.

• Manage Proof of Concept engagements in conjunction with the pre-sales team.

• Negotiate commercial terms, pricing, and contracts in collaboration with legal and finance teams.

• Organize and take part in technical and functional presentations alongside solution consulting and engineering teams.

• Maintain relationships with Oracle Prime and Co-prime partners while tracking the joint pipeline.

• Collaborate in the development of go-to-market, co-selling, and partner-influenced deal strategies.

• Act as the primary relationship manager with regional alliance and SI contacts.

• Sustain post-close relationships with insurance carriers alongside the USA Account Manager team.

• Transition customer relationships to Account Management and aid in identifying expansion ARR opportunities.

• Keep comprehensive pipeline and deal records in HubSpot CRM.

• Provide competitive intelligence to Product and Marketing teams.

• Analyze market trends, regulatory changes, and carrier priorities to uncover opportunities.

• Present pipeline and activity reports to the CSO and contribute to USA expansion strategies.

• Assist in analyst and advisor briefings.

• Engage in weekly team stand-ups and bi-weekly sales forecast discussions.

⛳️ Requirements

• Bachelor's degree or a comparable combination of education and enterprise sales experience.

• Over 10 years of experience in enterprise software (SaaS) sales, particularly in a hunter/new logo role.

• Proven, verifiable success in selling digital and core Life & Annuity insurance technology (a significant asset).

• Profound understanding of L&A product lines, carrier operational models, actuarial and regulatory frameworks (including Solvency II, IFRS 17), and technology modernization priorities specific to the USA market.

• Established personal network among Life & Annuity carrier C-suites in the UK and at least one other USA market, including contacts such as CIOs, CTOs, Chief Actuaries, Chief Transformation Officers, and CFOs.

• Demonstrated experience in selling alongside or through Oracle, Guidewire, or major SI partners like Capgemini, Deloitte, Accenture, and TCS within a USA context.

• Proven ability to finalize complex, multi-stakeholder enterprise deals with sales cycles of 12–24+ months and contract values exceeding $1M ARR.

• Experience working with or for Life & Annuity insurers, or in a consulting capacity serving L&A carriers (a significant advantage).

• Willingness to travel to events or client locations within USA named accounts.

• Excellent proficiency in English (both spoken and written).

• Exceptional consultative selling capabilities.

• Strong value-selling skills and adept at developing executive-level business cases.

• Executive presence and credibility in conversations at the C-suite and Board level.

• Highly proactive and persistent with a hunter mentality.

• Strong analytical abilities.

• Proficiency with HubSpot CRM or similar enterprise CRM systems.

• Capability to work independently in a scaling, entrepreneurial environment.

🏝️ Benefits

• Benefits available on the 1st of the month following the date of hire, including Medical, Dental, Telemedicine Program, and more.

• Quarterly enrollment opportunities for Retirement Funds.

• Flexible working hours.

• Educational support, including LinkedIn Learning, LOMA Courses, and Equisoft University.

• Options to work from the office, in a hybrid model, or fully remote.