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Business Development Executive

Belvidere, NJ · Sales
The candidate will develop revenue generating relationships with decision-making CxO level
executives at targeted firms, as well as drive the sales cycle of all assigned sales opportunities from initial prospect communication through contract execution.

Responsibilities:

• Achieve monthly, quarterly and annual sales targets established by the Sales Head and execute
business development, offering positioning and sales strategies as a member of the sales team for
North America.
• Achieve lead generation, prospecting and other sales management goals designed to build an
optimal sales pipeline.
• Personally develop strong, long-term relationships and referrals with senior management at
targeted firms
• Manage the end-to-end sales process for all opportunities including initial client communication,
on-site presentations, RFI response, multi-day client workshops, RFP submission, negotiation and
deal signing. The candidate is the central point for all communication and sales activities with
prospects and customers.
• Work in close collaboration with the presales team & delivery teams to ensure that proposed
offerings and services fully meet customers’ business and technology needs.
• Provide support to customers during initial phases of an engagement. Follow up and ensure total
client satisfaction throughout the life cycle of the relationship.
• Support the team’s market research and competitive positioning analysis in partnership with
regional presales, marketing and product development staff.
• Demonstrate strong personal communication and presentation skills to establish interest,
credibility and trust.

Skill and Experience Requirements:

• Strong hunter profile with a proven track record of success in selling IT Products and Services into
the P & C Insurance Industry
• Demonstration of a consistent achievement of client acquisition and sales revenue targets.
• At least 5+ years of experience in selling IT services within the region, preferably working in a
leading IT services and/or products firm preferably with prior experience of working with cross
functional teams.
• Strong local contact base and access to alumni, local associations, industry associations within the
region.
• Good understanding of the overall Insurance Industry and /or specific sub-verticals.
• Experience with vendor selection processes including RFI and RFP issuance and response
management.
• Understanding of customer decision making criteria as it pertains to offshore services, consulting,
enterprise solutions
• Ability to maintain strong sales management focus during sales cycles that are typically six
months to one year in duration.
• Demonstrated ability to manage often complex negotiations with senior-level business and
technology executives at leading Insurance Companies
• Thorough command of English, both written and spoken.

Travel Requirements:

The candidate is expected to travel regularly to regional prospect and customer locations to support
lead generation, sales presentations, contract negotiations, engagement implementation, and
ongoing relationship building.
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