Senior Director, GTM - Insurance Services

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In this leadership role, you will be responsible for providing leadership, ideation and metric driven strategic direction for commercialization and go-to-market plans for technology solutions and IT services for the Insurance industry. This executive will focus on achieving superior client "mind-share gain" by driving the verticalization of our core IT services offerings, leveraging strategic partnerships, and developing proprietary industry assets.

A critical component of this role is serving as the primary pre-sales domain expert for the North American P&C and L&A sales team, translating complex IT capabilities into tangible business outcomes (e.g., enhanced underwriting speed, improved claims efficiency).

This role demands a unique blend of strategic vision, deep insurance domain expertise, ecosystem leadership, and commercial acumen to position our firm as the premier IT services partner in the insurance sector.

Key Responsibilities:

• Vertical GTM Strategy & Mind-Share Gain: Define and execute a targeted GTM strategy aimed at capturing mind-share and market leadership within specific North American P&C and L&A sub-segments. Utilize deep domain expertise to position offerings that solve explicit industry pain points, rather than generic IT needs.

• Verticalization of IT Services: Lead the adaptation and configuration of our core IT services portfolio (Cloud, Data/AI, Cybersecurity, Modernization) into tailored, insurance-specific solutions. Drive the creation of compelling value propositions for both P&C and L&A sectors.

• Pre-Sales Domain Expertise & Deal Shaping: Act as the primary subject matter expert (SME) for the North American sales team during complex, large-deal pursuits.

• Provide expert P&C and L&A domain and technology expertise during client-facing meetings, workshops, and proposal development.

• Shape commercial and solution constructs that address specific client challenges across underwriting, claims, policy administration, and regulatory reporting (e.g., NAIC).

• Ecosystem & Partnership Leadership:  Develop joint GTM motions with key alliance partners and Independent Software Vendors (ISVs) in the insurance space (e.g., Guidewire, Duck Creek, Majesco, Verisk). to amplify market reach and deliver integrated client solutions.

• Asset & IP Development: Drive the commercialization of proprietary insurance industry assets, frameworks, and solution accelerators. Collaborate with delivery and product teams to codify best practices into repeatable, marketable assets that enhance our value proposition and delivery efficiency.

• Thought Leadership & Brand Visibility: Serve as a visible thought leader for the firm’s insurance practice. Represent the company at tier-1 industry conferences (e.g., InsureTech Connect, Applied Net), publish white papers, and engage with analyst firms (Gartner, Forrester) to shape market perception.

• Commercial Execution & Pipeline Growth: Achieve revenue targets by collaborating closely with the direct sales force and providing high-impact pre-sales support that increases win rates and deal size.

Knowledge and Attributes:

• Strategic Vision: Ability to translate complex industry trends (e.g., insurtech disruption, AI adoption) into a clear, compelling commercial strategy.

• Commercial Acumen: Expertise in structuring complex deals, articulating ROI, and navigating enterprise sales cycles.

• Influencer & Communicator: Exceptional executive-level communication and presentation skills; a recognized public speaker or thought leader is a strong plus.

• Ecosystem Builder: Demonstrated ability to build relationships with technology partners and influence cross-functional teams without direct authority.

• Analytical Rigor: Highly data-driven approach to market analysis, GTM planning, and performance monitoring.

Academic Qualifications and Certifications:

• Bachelor's degree in business or marketing or a related field.

• Advanced degree such as an MBA is highly advantageous.

​Required experience: