This is a UNIQUE position. My client has developed technology to help Insurance Carriers deal with the complexities and frustrations of getting a new Insurance Product accepted into the various State Departments of Insurance when bringing a new product to market.

Ideally, the candidate will be a Product Owner or Product Manager at an Insurance Carrier and has dealt with State Insurance Departments, Compliance and Regulations. This candidate will then be the Subject Matter Expert (SME) in helping the Company sell to the Product Management departments at the Carrier.

Remember this is a PIVOT position from what you’ve been doing in Product Management. Your main value is understanding the Pains a Product Manager goes thru and hence how you can help convey the Solution that the Company’s product can provide.

You will not have all these items in the job description but don’t worry about that. The main questions are, Does it look interesting and Do you feel like you can learn the new skills? It’s also an opportunity to learn a new skill set.

Role Summary

The Presales Engineer is responsible for working with the Company sales team to win new customers or secure additional business from existing customers. The incumbent will be responsible for all technical and product related demonstrations and evaluations that occur during the sales cycle. This includes, but is not limited to standard product demos, custom demos and POC’s executed with prospects.

The incumbent is responsible for working closely with the Director of Presales, Sale Representative and EVP of Sales on sales strategy associated with each new sales opportunity. The incumbent is also responsible for working with prospects in a consultative sales approach to gain their trust and respect during the process to ensure the success of the sales endeavor.

The role reports directly to the Director of Presales and is pivotal to ensuring the technical and business evaluation stages of the sales cycle.

Responsibilities and Priorities

Business Development

  • Support the team by creating and delivering technical aspects of proof of concepts for Company that occur during the sales cycle
  • Liaise with potential customers and partners to ensure we receive necessary content to build proof of concepts
  • Work closely with the Marketing Manager to ensure that all customer and partner proof of concepts are appropriately branded, and content is mocked-up accordingly
  • Support the sales team by building custom demos that can be used during pre-sale meetings
  • Attend pre-sale meetings, as required and provide technical and industry expertise to help the prospects, customers or partners understand the value proposition and features / functions provided by Company
  • Attend trade shows and other industry events to represent the company and provide technical and industry expertise and support for the sales team at the event
  • Provide occasional onboarding or consulting support to new customers in the use of Company products
  • Be an ambassador for Company’s brand, using his/her personal and professional networks to build the Company’s profile in the market
  • Deliver quality and relevant customer insight to strengthen the new business sales process and optimize identification of new business opportunities
  • Input and track details related to the technical evaluation phase of the sales cycle in Salesforce
  • Provide input to sales team to help prepare for client sales meetings, as required
  • Demonstrate strong insight and understanding of customer and industry trends, understanding impact and identifying opportunities to capitalize on this potential
  • Provide business and technical input to the evolving design of the Company product range, with a focus on ensuring business value / applicability

Required Skills

  • Deep insurance expertise specifically in the area of compliance and filing for insurance policy forms
  • Complete understanding of the process and requirements related to authoring new insurance policy forms
  • Regulatory Knowledge: Deep understanding of insurance laws, regulations, and industry standards (e.g., state and federal regulations).
  • Analytical Skills: Previous experience analyzing regulatory changes and assessing their impact on existing processes.
  • Technical Proficiency: Familiarity with insurance software, compliance management tools, and document management systems.
  • Regulatory Research: Ability to stay updated on evolving regulations and industry best practices.
  • Training & Education: Ability to educate colleagues on compliance requirements and best practices.

Customer Satisfaction & Retention

  • Be the owner of business and technical evaluation phase of the sales cycle and the interface for the Company, ensuring that the experience is a good one for prospect as they evaluate Company’s technology
  • Work with sales team to develop and deliver a winning business and technical sales strategy for each and every prospect
  • Work with the sales team to obtain regular prospect feedback and drive increases in satisfaction and engagement
  • Other duties and responsibilities as assigned

What we expect from you

  • Help turn the Division’s vision and strategy into action
  • Understand customers’ business needs at the highest level
  • Create professional prospect relationships built on trust, respect and results
  • Motivate yourself and others to strive and excel in every aspect of their job: approaching every challenge with a determination to succeed
  • Be willing to deliver more than what was asked for, quicker than promised and to a higher standard than expected
  • Take accountability for results
  • Leave cynicism at the door
  • Have personal integrity: say what you do and do what you say
  • Err on the side of disclosure; don’t hide information and keep everyone informed
  • Be willing to address the tough stuff directly: to apologize when you are wrong and not let pride get in the way of doing the right thing
  • Employ unambiguous communication to ensure information is accurately delivered and received
  • Be curious; ask probing questions and share ideas courageously
  • Seek, acknowledge and value the opinions of others
  • Encourage and congratulate your colleagues
  • Share your views and when a decision is made, get behind it and work to make it a success regardless of whether it was your preferred course of action
  • Keep abreast of industry trends and news by subscribing to and reading relevant publications and online platforms
  • Receive constructive feedback and use this to grow and improve

Annual Salary: MARKET based