Director – Strategic Solution Sales
Employment Info
JOB DETAILS
Requirements
- 10+ years of experience in IT services sales, solution sales, consulting sales, or strategic account development in financial services (preferably insurance sector)
- Proven experience managing and growing large strategic banking and/or insurance accounts
- Strong relationship-led and consultative selling capability across both business and technology stakeholders
- Demonstrated track record in originating, shaping, and closing large, complex, multi-capability deals
- Experience selling a broad portfolio of services including Consulting, Data and AI, Custom applications, Engineering services, Application integration and modernisation, Testing and quality engineering
- Strong experience in account planning, pipeline development, opportunity qualification, and strategic pursuit leadership
- Experience leading RFI / RFP / RFQ processes and coordinating large internal pursuit teams
- Strong commercial acumen across deal shaping, pricing inputs, contract awareness, and risk management
- Strong discipline in Salesforce hygiene, forecasting, and sales governance
- Ability to operate effectively across Client Partners, delivery teams, commercial, legal, finance, recruitment, and practice leadership
- Strong executive presence with excellent communication, presentation, and stakeholder management capability
- High level of ownership, accountability, and drive for results
- Experience in positioning integrated service propositions across multiple offerings and delivery groups
Responsibilities
- Own and execute the multi-year growth strategy for strategic Insurance accounts, expanding wallet share and strengthening the organisation’s position across business, technology, and transformation agendas
- Identify, shape, and prioritise high-value Insurance opportunities across Data, Analytics & AI, Application Integration, Application Modernisation, digital transformation, consulting, engineering, testing, platform-led change, and managed services
- Build and maintain a strong qualified pipeline through white-space analysis, relationship mapping, market insights, and proactive engagement with Insurance business and technology stakeholders
- Develop trusted executive relationships across Insurance business, technology, operations, finance, procurement, sourcing, and transformation functions, positioning the organisation as a strategic partner for business and technology outcomes
- Lead consultative solution selling by translating Insurance client challenges into integrated, outcome-led solutions spanning advisory, Data & AI, engineering, integration, modernisation, testing, and managed services
- Lead strategic pursuits and complex Insurance deals, including qualification, opportunity shaping, stakeholder strategy, proposal development, commercial structuring, negotiation, and contract closure
- Orchestrate cross-functional capabilities to deliver integrated solutions that address Insurance priorities, including legacy modernisation, AI-enabled operations, data-driven decision-making, digital customer experience, ecosystem integration, and operational efficiency
- Maintain rigorous sales governance through accurate forecasting, pipeline management, stage progression, risk management, internal approvals, and performance against Insurance growth and conversion targets
- Partner with solution, delivery, commercial, and talent teams to ensure Insurance opportunities are executable, commercially sound, and supported by the right technical and domain expertise
- Contribute to the growth of the Insurance business by sharing client insights, supporting strategic account planning, refining sector messaging, and shaping Financial Services and Insurance go-to-market strategies
Desired Qualifications
- Experience selling into a major Australian banking client with enterprise-wide coverage
- Existing network across banking business leaders and enterprise technology stakeholders in Australia
- Experience in a global system integrator, consulting firm, or large IT services provider
- Familiarity with selling in Insurance domain as part of a broader banking sales agenda
- Experience selling Data, Analytics, AI, and innovation-led transformation programmes
- Experience in large application modernisation, integration, or managed services deals
Are you interested in this position?
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