Key Account Manager - Insurance Clients at Iris Software Inc.

About IRIS Software Inc.

IRIS Software Inc. (www.irissoftware.com/about/) has a proven legacy of over 3 decades in helping our enterprise clients thrive with technology-enabled transformation across Banking, Financial Services, Insurance, Life Sciences, Healthcare, Professional Services, Manufacturing, Transportation, and Logistics sectors. Our services cover core, complex, mission-critical Application and Product Engineering, Data and Analytics, Cloud Engineering, DevSecOps, Quality Engineering, UX transformation, and Business Automation. With over 4,300 associates across India, U.S.A, and Canada, our vision is to be our client's most trusted technology partner and the first choice for the industry's top professionals to realize their full potential. We have been recognized with New Jersey’s Top Workplace Award in 2023. We are also ranked among India’s Top 50 Best Workplaces for Millennials 2023 by the Great Place to Work Institute (India).

Role Overview

IRIS Software Inc. is seeking experienced Account Managers to join its growing Enterprise Services business unit and manage existing client relationships within the insurance sector. The role is mandated with rapid business expansion within their assigned account/s and responsible for managing and growing P&L in terms of top line and bottom line to achieve targeted results. They are accountable for positioning, selling, and delivering new service offerings and solutions and act as an advisor for project structures, conceptualizing ideas that are underpinned by the latest trends and regulatory needs of the industry.

Location

New York/ New Jersey (Hybrid, at least 3 days a week and must reside within driving distance)

Key Responsibilities

• Establish and grow relationships within Iris’s strategic accounts at the business owner and C-suite levels by demonstrating a thorough understanding of the customer’s business and Iris' service offerings.
• Assists Iris’s customers with dynamic industry trends and requirements.
• Customize industry-prevalent engagement models to suit client requirements and deliver engagements on a multi-year roadmap. These include staff augmentation, managed capacity, managed services and business/ IT outcome-based models
• Identify and qualify opportunities for upselling and cross-selling services to expand Iris's footprint.
• Creates opportunities to engage with client stakeholders in domain and technology-specific dialogue to promote IRIS’s business interests and image as a thought leader
• Experience in being a “Hands-on” Primary Account Engagement Owner with both breadth and depth knowledge. Success in driving client engagement as a single point of contact.
• Successful experience in understanding customers’ business strategies and technical roadmaps and driving alignment between strategic investments and solution roadmaps
• Successful experience in building relationships at all levels within customer organization
• Build account plans and maintain and exceed account targets, communicate account strategies, project pipeline, and client strategic direction to internal stakeholders
• Engineer deals and run the sales cycle by guiding the presales/ delivery teams
• Prepare sales proposals, drive detailed estimates handle escalations, and negotiate with customers, as required
• Develop and execute an account plan to grow the relationship footprint and create new opportunities to best position IRIS in a competitive landscape
• Update the management frequently on the potential risks/ issues and opportunities in an account.
• Provide a single escalation point for all delivery issues from the team, client stakeholders and Iris's stakeholders
• Understands all aspects of Account Management, including but not limited to forecasting, account planning, account governance, growth, etc.

Required Skills and Experience

• 8-15 years of enterprise consulting delivery and sales and/or executive account management in the IT services industry with proven client relationship skills at the highest levels within customer organizations.
• Must have managed Insurance sector clients for 5+ years; experience in the Life Insurance Industry preferred.
• Demonstrated ability to manage multiple client accounts simultaneously.
• Understands the nuances between professional services and project-based business
• Proven revenue attainment history in selling enterprise software services solutions
• Acumen to understand clients’ challenges, and strategy and to keep up with regulatory imperatives
• Market savvy with well-developed negotiating and closing skills
• Ability to perform the role of a leader and act as a “trusted” advisor
• Ability to work efficiently across multi-disciplinary teams with competing priorities
• Organized, self-motivated, hard-working problem-solver who can identify and define appropriate objectives and work independently toward achieving those objectives.
• Excellent presentation and communication skills. Can demonstrate storytelling capabilities.
• Bachelor’s degree in Business or IT required, MBA preferred

*Candidates may apply directly or share the references across vishal.goyal@irissoftware.com