Strategic Account Manager, Insurance

Company Description

Nearmap is unique. A global technology company with incredible people; a market-leader with energy and spirit. Nearmap was named as one of the world’s 10 Most Innovative Companies of 2020 by Fast Company magazine – and we are growing!

What we do
We provide easy, instant access to high-resolution aerial imagery, city-scale 3D content, AI datasets and integrated geospatial tools, with wide-scale coverage across the USA, Canada, Australia and New Zealand. At the core of it, we are a location content company, a visual analytics company, and a software as a service company. Innovation is weaved into our DNA.

Job Description

We are seeking an experienced and dynamic Strategic Account Manager to join our growing Insurance Sales team.  As the Strategic Account Manager, Insurance, you will be responsible for selling subscriptions of Nearmap’s enterprise SaaS insurance software platform to U.S. property insurance carriers, both personal and commercial lines.  You will manage all assigned insurance accounts and strategically identify new opportunities for growth while prospecting into new insurance accounts. You will be focused on managing the relationships and teaching our customers new ways to use location based content to make their work processes more effective. You will manage complex buying centers and COG’s to deftly determine the mobilizers who will get your deal done, negotiate terms with legal departments and devise strategies that swiftly move through the procurement cycle. You will know the difference between someone with a title and a mobilizer, and your understanding of that difference influences how you find the right people that get your deals done.

Key Responsibilities

Achieves sales targets

• Directly responsible for developing and implementing successful sales strategies and providing updates towards goals
• Build an Insurance focused plan with measurable objectives – number of key targets, timetables to achieve success, etc…
• Initiating and developing new business through prospecting potential customers, ultimately moving them through the sales pipeline. 
• Identify key purchasing vehicles, schedules and partnerships in current and target accounts to expedite and simplify purchasing
• Build account plans for your major accounts that include influence matrices, org structures, and document your strategy to succeed.
• Map your prospect influences to our key executives and know how and when to leverage them in your opportunity. 
• Manage your Insurance target accounts in our CRM system
• Manage approximately 20+ opportunities simultaneously, where you are actively engaged in a selling cycle
• Understanding and effectively communicating the company’s value prop, technology, process, and any related partnerships. 
• Throughout the enterprise sales cycle, mapping out the customer’s internal business processes and working cross functionally if needed with internal resources to tailor a personalized solution for the customer. 
• Establishing and maintaining close relationships with leads and prospects throughout long enterprise sales processes. 
• Knowledge of RFP processes
• You will be on-site with these prospects as needed, traveling at least 50%.
• You will engage with partners in your strategic accounts, leveraging them for mutual success.
• Collaborate and work as a team 
• Engage in conversations in team settings to solve challenges in the business and demonstrate a willingness to assist others.  
• Ensure high level of quality and

timeliness in all reporting,

forecasting and administration tasks.

• Ensures customer data in Salesforce is thoroughly and carefully maintained; including but not limited to customer info, opportunity info, and details of customer interactions.
• You file accurate and timely reports on your business and necessary reporting for HR and Finance
• Ensure all customer enquiries are dealt with quickly and effectively.

Qualifications

Key Requirements

• 5+ years experience in a sales role with a proven track record of selling enterprise deals
• Proven B2B SaaS sales experience within the P&C insurtech or insurance industry

Extensive new business generation experience, with a track record of closing tier 1 deals 

• Demonstrated strategic solution selling experience 
• High competence with CRM (ideally Salesforce)
• Exceptional collaboration skills with a hunger to close deals
• Strong insurance acumen, proven ability to work with and sell to C Suite Executives
• Ability to coac