Senior Sales Executive

Job Description

Role Overview

We are seeking an experienced, consultative Sr Sales Executive to drive multi-million-dollar digital transformation, IT services, and business operations (BPS/BPO) deals across tier-1 and tier-2 US insurance carriers.

In this role, you will target both Life & Annuities and Property & Casualty (P&C) segments, acting as a trusted advisor to C-suite and VP-level executives. You will originate, shape, and close large, complex, multi-year service contracts that combine core modernization, cloud, data/AI, and domain-specific operational services.

Travel: 50%–80%

Key Responsibilities

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• Originate & Close Large Deals: Drive net-new revenue by identifying, shaping, and closing large-scale deals (typically $10M–$50M+ Total Contract Value) spanning IT application services, cloud modernization, systems integration, and business operations.
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• Consultative Value Selling: Serve as a domain advisor to CIOs, CDOs, COOs, and Chief Claims/Underwriting Officers. Frame technical and operational solutions around business outcomes such as loss-ratio reduction, speed-to-market, core legacy modernization, and combined ratio optimization.
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• Full Lifecycle Leadership: Lead the end-to-end sales cycle—from prospecting, pipeline origination, and qualification through solution shaping, commercial structuring, RFP defense, and final contract negotiation.
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• Cross-Functional Orchestration: Mobilize and lead internal bid teams, including solution architects, pricing experts, domain SME leaders, and delivery heads, to build differentiated, client-aligned proposals.
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• Strategic Territory Planning: Formulate and execute a comprehensive go-to-market plan for target accounts across both Life & Annuity (L&A) and Property & Casualty (P&C) carriers.
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Required Qualifications

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• Experience: 10+ years of direct enterprise sales experience within top-tier global IT services, system integrators, or management/technology consulting firms (e.g., Accenture, Cognizant, Infosys, Wipro, Capgemini, TCS).
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• Domain Mastery: Deep, demonstrable knowledge of the US insurance ecosystem across both P&C (commercial, personal, specialty lines, claims, policy admin) and Life & Annuities (new business, policy servicing, group benefits).
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• Track Record: Proven history of consistently meeting or exceeding an individual annual new-business Total Contract Value (TCV) quota of $20M+ and Annual Contract Value (ACV) of $5M–$10M+ .
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• Large Deal Architecture: Demonstrated success closing complex, multi-tower deals combining IT transformation (e.g., Guidewire, Duck Creek, FAST, Salesforce, cloud migrations) and domain-specific business operations outsourcing.
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• Executive Network: Established, active C-level and senior executive relationships across top US insurance carriers.
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• Education: Bachelor’s degree in Business, Computer Science, or related field; MBA or advanced degree preferred.
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Key Competencies

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• Exceptional consultative questioning, story-building, and C-suite presentation skills.
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• Sophisticated commercial acumen (risk-reward pricing, outcome-based contracting, gainshare models).
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• High collaborative leadership to command matrixed delivery and pre-sales teams under tight bid deadlines.
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