Friday, October 28, 2011

Pegasystems Careers | Alliance Sales Executive, Insurance



Alliance Sales Executive, Insurance

Job Purpose:
Execute Global Alliance Sales Model focused on HC Target Accounts within the United States and Canada.

Key Result Areas:
Leverage existing Global Strategic Alliance partners to achieve > $80MM “sell-with” software license pipeline and > $25MM in sell-with software bookings with partners in Insurance Target Accounts while also achieving other quarterly objectives.
Bring expertise and drive to the Insurance leadership team and contribute actively to shaping/delivering on the growth plans

Become “trusted advisor” to each cross-functional target account team and their corresponding Directors on all matters concerning partner strategy and execution (sales and delivery)

Become “trusted advisor” to partner Insurance practice leaders, client team relationship/delivery partners from Capgemini, IBM and other systems integrator partners as industry partner strategy requires.

Lead development, stakeholder support building and project manage execution of go-to-market programs that generate the majority of partner pipeline and bookings and effectively utilize all necessary functions of the company.

Effectively and consistently communicate direction, metrics, resource requirements, results/progress internally and with partners
Other Key Result Areas will be assigned as required.
Critical Competencies

Functional Expertise:
High results and relationship orientation
Demonstrates strong executive relationship building skills, sound business judgment in structuring deals with partners that involve multi-level, team-based selling
As direct sales individual contributor, demonstrates consistent past achievement of US$4M+ software license sales or US .0MM+ in consulting services sales quota.
Possesses 10+ years business development experience in solution-focused enterprise software and/or full-service consulting and systems integration firms.

Demonstrates understanding of differences and similarities between consultative software and consulting services sales processes be able to discuss different strategies for bringing these disciplines together into joint selling campaigns
Demonstrate exceptional ability to converse with partner executives about Insurance client business goals/challenges and link Pegasystems unique capabilities to the needs of the client and the ambitions of the partner.
Possesses 5+ years business development experience with front and back-office operations at industry’s largest clients. Insurance New Business, Policy Service, Claims operations expertise a plus.

Demonstrated success establishing initial relationships, understanding and then motivating client-facing consulting executives to bring new value propositions to their clients.

Brings established relationships from full-service consulting and systems integration firms such as Capgemini, IBM, etc. and understands similarities/differences in how they are organized and where and with whom each firm’s power base resides. Established relationships with these firms a strong plus.

Demonstrates ability to draft, build support for and spearhead/project manage execution of a multi-sector, multi-partner relationship and growth strategy.
Demonstrates experience successfully cultivating and converting partner pipeline into license bookings
Demonstrates versatile and effective written/verbal/listening/non-verbal communication techniques with executives
Demonstrates highly versatile ability to understand, motivate and lead diverse groups of people- without authority
Demonstrates high level of technical/functional solution expertise and industry knowledge.
Demonstrates exceptional drive for continuous learning and professional development.
Achieves Pegasystems’ Sales and System Architect Certification.
Effectively tailors/presents Pegasystems’ value propositions and execution plans to a broad cross-section of audiences
Masters Pegasystems “sales plays” and successfully implements them with account teams and partner teams.
Demonstrate ability to fully leverage Alliance Practice Development resources in support of target account partner strategies.

Behavioral and Interpersonal:
Analytical/Organizational/Decision-making – Can quickly distill key facts and make decisions in complex situations, then prioritize and execute multiple activities simultaneously.
Demeanor – Demonstrates the gravitas, integrity, tenacity/patience and emotional maturity to convince alliance partner executives that s/he is vital to their plans, sell them working with Pega-- and, when necessary, effectively use their influence to overcome large challenges.
Demonstrates high degree of professionalism and consistent sound business judgment
Demonstrates keen ability to interpret how others respond to their style and adapt accordingly
Personal – high energy, highly curious, self-motivated, results-driven, organized. Leads by example in team situations.

Education and Experience Requirements:
Minimum Level of Education: BA/BS Degree or equivalent experience, relevant Master’s Degree desirable but not required
Type of Experience and Minimum Number of Years:
10+ years business development experience in solution-focused enterprise software and/or full-service consulting and systems integration firms.
5+ years Insurance industry experience essential.
Must demonstrate past consistent achievement of > US$4M software license sales or > US .0MM in consulting services sales.
Travel Requirements:

*50 to 75% - travel to and work on client/other
An Equal Opportunity/Affirmative Action Employer. Women, minorities, veterans, and people with disabilities are strongly encouraged to apply.

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For Further Details visit Pega Careers
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