Director of Technology Sales

Your main areas of focus will be:

• Engage as a market-maker across APAC focused on Life and PC technology opportunities, with initial focus on Southeast Asia, Australia and Greater China (HK, China and Taiwan).
• Work collaboratively with regional, divisional and local teams to help seek, develop, and close new sales pursuits truly a team sport
• Take accountability for client retention and actively collaborate with Technology Account Managers (TAMs).
• Develop and maintain c-suite relationships, especially CTO/CIOs within technology clients.
• Support and mentor fellow consultants, other technology sales colleagues, and regional proposition teams to help achieve ICTs overall growth plans within the APAC region.
• Lead partnership and collaborative arrangements with third party organizations to broaden distribution, increase brand awareness and support implementations.

Pipeline and Sales:

• Develop and manage a qualified pipeline through seeking out prospects, calling on potential clients and building upon existing client relationships.
• Identify and conduct initial triage of client needs, and develop ideas for meeting those needs, presenting information on WTWs capabilities, strategically cross-selling ICT and other WTW businesses solutions aligned with client needs and introducing subject matter experts, as required, to win the business.
• Promote WTW as a leader in the market with superior industry knowledge, insights, and solutions.
• Design and lead execution of individual prospect sales strategies.
• Prepare proposals and presentations leveraging marketing resources, practice groups, subject matter experts and client relationship managers for existing clients.
• Collaborate with marketing and proposition leadership to create sales messages and market awareness, collateral, identifying and managing sales campaigns.
• Obtain referral leads from existing clients.
• Identify and pursue cross-selling opportunities.
• Develop new relationships with individuals responsible for making or influencing decisions in areas relevant to our solutions.

Client Management:

• Maintain consistent/high quality touch points by phone and face to face with prospects and clients.
• Participate in client relationship stewardship and planning meetings.
• Support client management teams in identifying and closing opportunities.
• Act as a client relationship manager to select Life technology clients.
• Foster relationships with client c-suite and decision makers in areas relevant to our solutions.

People:

• Collaborate with other technology sales colleagues with regards to technology sales activities.
• Help to identify and develop/mentor future technology sales talent

Technology Product Development and Strategy:

• Work with consultants, other technology sales colleagues, and regional and global proposition teams to:
  • identify current and emerging market trends and client needs
  • provide input into the development of new products or enhancements to current products
  • contribute to roadmap discussions
  • identify and suggest potential inorganic opportunities (acquisitions, partnerships)
  • develop /improve or market collateral and sales messaging

Financial metrics:

• Meet technology annual new business revenue targets
• Provide guidance and participate in sales and revenue forecasting.
• Participate fully in the ICT practice and the achievement of the overall ICT business plan and budget.

• Proven success in senior client management and/or sales roles
• Proven track record of successful pipeline development, delivery of effective sales strategies and reputation as a client-centric sales professional
• Extensive understanding of and experience in insurance underwriting, actuarial (product development, valuation, financial reporting, modelling, experience studies, assumption setting), risk (including economic capital) and finance functions and related technology
• Good team player with ability to influence without authority in a matrix organisation
• Experience of third-party engagement and contractual arrangements
• Ability to learn new technology solutions and demonstrate these solutions to clients at a high level
• Meticulous and analytical, confident in problem solving and decision making
• Ambition to help insurers succeed
• Excellent communication (written, verbal and oral) skills and interpersonal skills and ability to forge relationships at senior levels of organisations
• Minimum of 10 years of industry experience
• Ability to work in a client-centric strategic and decisive manner according to tight deadlines
• Availability to travel on an as needed basis including client visits, conferences, internal meetings, etc.