転職求人

・Understand prevailing trends and best practices in Insurance Risk Management and Cat Modeling.
・Demonstrate subject matter expertise in implementing cloud solutions with insurers.
・Assist frontline sales reps in understanding market opportunities and qualifying potential leads for our RMS products.
・Articulate and conduct in-depth product feature benefit discussions as they relate to our Analytics RMS product offerings.
・Participate in customer facing meetings to align strategies and determine business and methodological requirements that will be used in providing solutions.
・Gain customer acceptance of our Analytics products by explaining and/or demonstrating how RMS products can be integrated into existing solutions.
・Work closely with the frontline sales team on proposals, Requests for Proposal (RFPs) and Requests for Information (RFIs) responses.
・Lead integration components of POC’s of RMS Products from start to successful completion and ensure a smooth handover to the customer success team for implementation after contract signature.
・Document market feedback regarding product experience and desired enhancements and ensure product management understands it.

Our suite of solutions and services are developed to ensure needs and specific issues faced by clients are met.

Due to team expansion, we have an exciting opportunity for an experienced Sales Representative/ Hunter to join our Structured Finance Sales team. The incumbent will drive the full sales lifecycle process of a client account base and a white space, including identifying and initiating new sales opportunities, and acting as a point of contact for prospect clients.

The main product to sell is a software called Structured Finance Portal, which enables investor and asset managers to conduct risk management on CLO, ABS or RMBS.


●Responsibilities:
As the Sales representative, your objective is to increase client’s awareness and interest in our solutions. Key to success is how well the company’s solutions meet clients’ needs.
Along with your validated knowledge of industry practices, you will act as the market and product/service specialist during the sales cycle by bringing insight, product expertise and process management skills. You will use this insight to engage the relevant subject matter experts, sales specialist and/or other internal sales enablement resources in the development of the future products and services extensions, improvements, and marketing strategy.
This role requires a unified mentality to both client engagement and sales administration. This can entail demonstrating product, answering product and technical questions, describing our approach to services engagements, presenting value propositions, and conducting client training or coordinating responses to requests for product and services information from prospects and clients, especially proposals and RFPs.

・Meet or exceed annual sales goals and targets that align with the company’s vision and objectives.
・Responsible for generating new CreditView business and building new relationships.
・Work with sales colleagues and other internal stakeholders to drive the sales process from beginning to end by identifying and qualifying prospects, initiating new sales activity and managing sales cycles to closure.
・Drive the development of business within assigned territories.
・Build relationships across client and prospect organizations to maintain desired pipeline levels.
・Collaborate with Product Management and Product Strategy to promote improvement in product quality and the development of new sources of revenue.
・Assess the needs of the client by identifying specific cause of underlying problems and proposes innovative solutions based on their business requirements.
・Identify additional products and services that clients may benefit from and introduce them appropriately into dialogue with clients
・Begin development as a market expert and provide product/service use cases during the sales cycle.
・Serve as the main liaison between the client service team, the client and the implementation services organization on each services opportunity.
・Coordinate the company’s responses to requests for product and services information from prospects and clients.
・Assist in the preparation and circulation of market insight comments to create awareness of the company’s expertise internally and externally.
・Provide current forecasts and pipeline information to management.
・Position requires travel domestically ( 20%).

●The Role / Responsibilities:
The Relationship Manager (“RM”) will be responsible for managing and growing the commercial relationship with a number of the company’s largest and most strategic global customers in the Americas. Key activities include identifying and qualifying prospects, initiating new sales activity, and managing sales cycles to closure. Additionally, the role requires the assessment of client needs and providing clients with specific strategic guidance and product overviews. This includes growing the revenue through the setting and execution of global sales strategies.

This role will cover a subset of our most strategic accounts within the Industrial subsector in the APAC. The Relationship Manager is a sales executive responsible for the overall commercial success of MA in his/her territory (meeting sales target objectives).


●Successful RMs create their own success by displaying some or all of the following:
Developing and executing account commercial strategies & business plans, providing sales forecasts and pipeline information to management
Developing and maintaining knowledge of industry trends and practices within key areas of focus such as: trade credit, supplier risk, sales and marketing, 3rd party risk management, and master data management.
Gaining and maintaining familiarity with client organization and processes to help direct them towards the appropriate MA solution(s)
Acting as the point of contact for C-Level (e.g. CRO, CFO, COO, CCO, CDO, CTO/CIO) at the client company to help elevate the relationship as a trusted advisor
Generating, qualifying, and converting new leads through networking and prospecting and executing sales campaigns at existing accounts, including cross-selling
Identifying and translating client-based needs into compelling solutions that create tangible benefits to our clients
Demonstrating the superiority and value of MA’s solutions to your customers
Managing sales cycles through effective coordination and collaboration with colleagues globally, the different Operating Units (sales specialists, product management), and Sales management where appropriate. Executing strong negotiation skills and strategies to bring sales cycles to successful closure


●Additional responsibilities include:
Providing current sales forecasts and sales pipeline information to management on a regular basis.
Introducing sales leads to other business units where appropriate.
Making significant and regular travel to and within the territory (when/where possible)

●Role:
Within the framework of enlarging our client base and increasing product penetration among our clients, you will be responsible for managing overall client relationships by leading with insights, conveying a vision and steering the company’s solutions strategically for broad enterprise-wide adoption. Our sales force is organized to emphasize a team sales culture. Relationship Managers (RM) are charged with defining and executing their portfolio & account business plan, as well as proactively leading sales strategies, which includes collaborating with Product and Solutions Specialists to articulate and demonstrate the company’s value proposition in the context of our Clients’ needs.

As a RM, you will be expected to find new opportunities within the account(s) assigned, direct other sales reps, and lead contract negotiations on behalf of the company. You are responsible for overall account management within a defined portfolio of clients. RMs are responsible for retaining and growing existing revenue streams with a strong focus on cross-selling and upselling the our suite of solutions.


●Responsibilities:
・Grow relationships strategically covering a defined portfolio in the FI segment with senior client stakeholders at Board and C-level.
・Convey the our differentiated value proposition, and deliver on sales targets for both new and recurring revenue through a combination of:
・Excellent C-level relationship & client engagement
・Selling additional services to existing clients
・Selling new products and solutions
・Significant face-to-face meeting activities
・Leading, advancing, and negotiating sales to closing
・Maintain high level of product knowledge, use cases and the company’s differentiated value proposition
・Gain and maintain familiarity with client organization and processes to help direct them towards the appropriate the company’s solution set
・Manage sales cycles using coordination and communication skills to involve sales specialists where appropriate
・Provide current forecasts and pipeline information to management