Director, Strategic Product Sales

Description

The Product Sales Director is a pivotal leadership position in Verisk Underwriting Solutions that is responsible for the strategic and operational execution of the product sales function.  This role requires a creative and entrepreneurially-minded leader to lead a team of product sales executives who are responsible for identifying, managing, and closing new business opportunities along with developing new and nurturing existing relationships for their respective product solutions.  If you’re ready to join a rapidly growing, innovative and successful sales team and have a proven track record of leading product sales teams that consistently meet or exceed assigned sales goals, have experience with complex & consultative sales engagements, possess a coaching mindset, and excel at building long-lasting and trusting internal and external relationships, we want to talk to you!  

We offer the right candidate great benefits and a base plus commission compensation plan with high earning potential.

Responsibilities

• Attain assigned annual team sales goal and position each product sales executive to achieve their individual sales goals  
• Successfully coach, mentor and develop team to achieve mutual sales success, professional development, and career aspirational goals  
• Effectively establish and reinforce best practices to optimize the product sales executive function regarding customer engagements such as discovery discussions, customer presentations, demos, ROI analyses, and proposals.
• Support team in product-related aspects of opportunity strategy, including value prop development & messaging, customer delivery, business case pricing proposals, and contractual agreements.
• Create a positive team culture and help foster a healthy and productive working relationship within the team and between Product, Sales, Marketing, and other important internal partners.
• Reinforce Trusted Advisor status of an experienced and high-performing team of product sales executives.

Qualifications

• Minimum of 3 years’ experience as a product sales leader, coupled with 5+ years of product sales experience and a successful track record selling multi-year contracts exceeding $300K+ ACV with a 6-18 month average sales cycle.
• Experience partnering and securing buy-in of cross-functional teams such as Sales, Product, and Marketing and a proven track record of sales strategy and organizational leadership.
• The ability to influence key sales strategies and serve as a trusted advisor to sales leadership and customers.
• Excellent communication, presentation, and interpersonal skills are mandatory. This includes proficiency in both written and verbal communication, with the ability to convey complex information clearly to diverse audiences, including executive leadership.
• Professional sales training program experience (e.g. Sandler, Challenger, MEDDIC, Sales Gravy)  
• Deep understanding of the evolving AI landscape and its impact on customer buying decisions, with the ability to help customers understand how AI enhances data and analytics products, accelerates business outcomes, and creates a competitive advantage.
• Proven ability to creatively apply AI-enabled sales tools and workflows to increase team productivity, improve customer engagement, uncover opportunities, and enhance the quality and consistency of product sales deliverables.
• Proficiency in MS Office, Salesforce.com, LinkedIn Sales Navigator, Gong, and HighSpot preferred
• Bachelor’s degree from a four-year college or university  
• Proven successful sales (or product sales) history in insurance software, data, geospatial and/or predictive modeling software solutions preferred 
• Ability to travel 10%-25% of the time