Role Overview

As a BDM (Techno-Commercial Lead) – Insurance Vertical Software Solutions, you will play a pivotal role in driving the growth of our business by identifying, developing, and closing sales opportunities within the UAE & expand in GCC insurance market. You will be responsible for understanding the unique needs of insurance companies and effectively positioning our software solutions to meet those requirements.

Key Responsibilities:

• Market Research and Analysis: Conduct in-depth research to identify target markets, industry trends, and competitor activities within the UAE insurance sector.
• Customer Acquisition: Proactively seek out new business opportunities and develop sales strategies to attract and convert potential customers.
• Sales Pipeline Management: Manage a robust sales pipeline, tracking progress, and ensuring timely follow-up to maximize conversion rates.
• Solution Selling: Demonstrate a deep understanding of our software solutions, including Core software, PLP, Portals like claims, intermediary, legal, salvage, agent, finance, BPM, authority integrations & security policies, etc. modules for General, Medical, Life and Re-insurance, knowhow of AI use cases, Automation, Data solutions & Apps Managed Services. Understanding about new age technologies covering front end, Data, Cloud, API integrations & Security.
• Customer Needs Assessment: Conduct thorough needs assessments with potential customers to identify their specific requirements and pain points.
• Solution Mapping: Accurately map our software solutions & offerings to customer needs, tailoring presentations and demonstrations to highlight relevant features and benefits, develop plan to migrate to modern age technology platforms from legacy techs/tools. Demonstrate techno-commercials skills to acquire clients.
• Sales Presentations and Demos: Deliver compelling sales presentations and product demonstrations to CXO & Business Teams to showcase the value proposition of our solutions.
• Negotiation and Closing: Conduct effective negotiations with CXO to achieve mutually beneficial agreements and successfully close sales deals.
• Customer Relationship Management: Build and maintain strong relationships with customers (CXO) to ensure long-term satisfaction and loyalty.
• Sales Reporting: Provide regular sales reports and forecasts to management, highlighting key performance indicators and identifying areas for improvement.

Qualifications and Experience:

• Master’s in business administration, Sales, Marketing, or a related field. (IIM/B school preferred)
• Proven track record in sales within the insurance industry & fintech industry with large value multi year deals for digital transformation (software)
• Minimum 10 years of experience in selling software solutions to insurance companies.
• Deep understanding of the insurance industry and its specific business challenges.
• Excellent communication and presentation skills, both verbal and written.
• Strong negotiation and persuasion abilities.
• Ability to build and maintain strong relationships with customers.
• Proficiency in using CRM and sales enablement tools.

Desired Skills:

• Experience selling bespoke software development solutions.
• Knowledge of AI, Automation, and other emerging technologies in the insurance industry.
• Familiarity with UAE market dynamics and regulations.
• Delivery led growth, and SPOC for customer lifecycle.