Within the Verticals team, part of Global Sales, the Industry team is structured by Industry sectors - Financial Services, Retail, Insurance, Healthcare. The Insurance Industry Lead - NA's mission is to accelerate the customer journey to Experience as a Service by:
- Holding peer-level relationships with C-Level executives in the targeted vertical;
- Prioritizing critical customer outcomes with industry-wide relevance and Genesys bookings impact;
- Partnering with Industry Architects to design a solution: commercial, financial & technical;
- Building the value case for that solution and driving customer alignment;
- Designing proof of concepts and sales conversions with Account Executives & extended teams;
- Capturing, packaging and sharing thought leadership;
- Recommending & advocating for product & ecosystem development to support engagements; and
- Working as part of OneGenesys to drive findings & opportunities into the company.
- The successful Industry Lead will naturally become a focal point for driving Industry-specific value across the company, led by customer advocacy, and will proactively interlock with those teams.
Key Responsibilities:
- Maintaining a pipeline of pursuits, qualifying opportunities, and forecasting bookings in alignment with AEs
- "Showing up differently" with customers. Engaging in peer-level discussions about their business outcomes and their deliverables in the language of their industry
- Translating customer-specific business challenges to industry context, competitive business advantage, and broader Genesys opportunity
- Proactively developing points of view, brainstorming potential engagements & and developing insertion plans for targeted accounts in partnership with Account Executives and PODs.
- Positioning and executing engagements that prove in value of Genesys solutions.
- Articulating and customizing global best practices, industry trends & benchmarks to deliver strategic presentations, advice, and influence. Scale that knowledge through Genesys & Genesys partners:
- Maintain updated points of view on industry trends and opportunities
- Sales enablement artifacts to scale down market, different geographies, etc.
- Bring Voice of the customer as valid feedback for all functions: account team, product development, strategy, etc.
- Becoming an industry focal point for the company via informal guidance, thought leadership presentations, product demos, business workshops, and strategic discussions to drive awareness and adoption of solutions
- Maintaining industry expertise to support these peer-to-peer relationships with customer leadership & decision-makers including a vision for "the art of the possible" along with the Experience as a Service journey
- Being influential in industry-specific forums/trade-shows/institutions to gain industry recognition & credibility
Required Qualifications
- 10+ years of relevant experience as a consultative seller and/or direct practitioner with demonstrated expertise in the Insurance Vertical.
- Participation in relevant industry associations is a positive.
- Experience building and retaining customer relationships, with proven CXO engagement skills
- Passion for creating holistic solutions to unstructured business problems, including technology, operational, financial, and commercial architecture elements
- Proven track record of earning cross-functional support for those solutions with storylines, targeted influence plans, and quantified business cases
- Foresight and creativity to envision "art of the possible" implications by integrating a diverse portfolio of perspectives, data, and inferences.
- Understanding of diverse technology landscape, process/technology integration issues, customer design management, and/or service design thinking. Awareness of Genesys technologies, especially emerging solutions (e.g., Digital, AI), preferred
- Executive presence demonstrated by excellent and energetic public speaking skills across scenarios (e.g., customer 1-on-1, 1-to-Many Events, executive briefings, etc.).
- Broad business acumen that "connects the dots" for the customer & Genesys. For example sales intuition, channel implications, marketing opportunities, etc.
- Positive, Motivated, Self-starter with a can-do attitude & sense of ownership over their engagements. Willingness to do the heavy lifting to get to a better result more quickly. Enthusiastic collaborator.
- Fluent in English, proficiency in Spanish or French an added advantage
Benefits
- Medical, Dental, and Vision Insurance
- Paid Parental Leave
- Telehealth coverage
- Flexible work schedules and work from home opportunities
- Development and career growth opportunities
- Open Time Off
- 401(k) matching program
- Adoption Assistance
- Infertility treatments
See more Genesys benefits information at #LI-DJ1
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