Key activities for the Sales Executive include:

• Proactive development of new business customers in assigned territory.
• Build and maintain relationships with key decision makers both technical and business focused within prospects and existing clients
• Work with sales support functions maintain accurate records of contacts and prospects utilizing the Company’s systems and procedures.
• Manage with the support of the Customer Success Managers, Customer Executive Sponsors, post-sale client relationships to maximize product extension sales to existing customers.
• Lead and undertake Sales activities from initial contact until sale closure.
• Arrange and lead technical and functional presentations to clients, support the customers business case in conjunction with product experts, strategic advisory team, and professional services.
• Maintain a solid knowledge of the Company’s underlying technology, the range of existing products and consulting services.
• Prepare detailed quotations and proposals that fully meet client expectations, as well as minimizing risk to the company.
• Follow Company procedures for quotation review.
• Present regular detailed reports to Management regarding Sales and Marketing activities and success rates.
• Represent the Company at trade shows, conferences, industry meetings and other avenues to initiate sales of the Company’s products.
• Analyze competitor activities and provide feedback into marketing strategies and product development.

Required skills/experience include:

• Proven track record of selling complex Saa S enterprise applications into an insurance industry vertical (ideally within the Nordic region).
• A high level of energy and commitment, proven ability to create and close opportunities within a defined territory.
• An understanding of the dynamics, market drivers and regulatory challenges in the four countries and how changes will affect Guidewire’s customers and prospects.
• Track record in both winning new name business and managing existing accounts. The role is 70% new business, 30% add-on sales working with long (up to 3 years sometimes) and complex sales cycles with multiple decision makers
• Proven ability to tie client business needs / plans to the solution proposed in a compelling manner
• Be able to demonstrate a proactive nature, somebody who makes things happen – reluctant to take “no” for an answer
• Somebody who thinks through the situation draws up a series of potential actions and then executes the best option.
• Somebody who knows how to sell the “Value” of our solutions and support the fact that the customer must evaluate his/her business benefits against any implementation cost estimate
• Understand the impact, benefits, and cost structure to the customer of large core solution projects.
• Understand enterprise technology and the key challenges facing CIOs / CTOs at client firms
• Able to strike the right level of persistence at differing levels throughout a prospective client organization
• Fit in comfortably into a team environment, the multi-faceted nature of the opportunities requires strong teamwork and collegiality in decision making.
• An ability to quickly become an autonomous leader in the territory he/she will manage, well recognized as such by customers, partners, and his/her peers.
• Experience of working with strategic partners and system integrators.
• Ability to analyze market trends and business data to identify new market potential.