Director Of Technology Sales - Apac

The Role

ICT has ambitious growth plans for our APAC P&C and Life propositions and seeks a Technology Sales Director to drive the accomplishment of these plans. In this role, you will actively seek, develop, and close new business opportunities to achieve our technology sales goals in the P&C and Life insurance markets.

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 ICT’s 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 WTW’s 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.

The Requirements

• 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.

Equal Opportunity Employer