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Pre-Sales Solutions Consultant



Sales & Business Development
Chicago, IL, USA
Posted on Saturday, June 29, 2024

Pre-Sales Consultant | Solutions Consultant

About Convr: Commercial Insurance Carriers are falling short on delivering compelling customer experiences. Outdated business processes, inaccurate data and technologies are holding them back from elevating and delivering on better customer experience. In addition, this is adding costs to doing business. Above and beyond the customer experience these issues increase a carrier’s expense ratio and manual entry errors cost time and money. With Convr, commercial P&C insurers manage the underwriting process from submission to quote with an on-demand software platform with a built-in Artificial Intelligence decisioning engine, empowering them to make better decisions, faster. Our vision is to transform the world through data, discovery, decision, and we do that today by empowering commercial carriers with a core underwriting management system enabling a frictionless experience, delivering superior performance, optimal efficiency and world-class customer engagement from submission to quote. Make a difference in commercial and property insurance industry by joining and leading our marketing efforts.

Role Overview: Convr is growing, and we are looking for a Pre-Sales Industry Solutions Consultant who will be the customer-facing subject matter expert (SME) on our Business Development team. The Solutions Consultant is instrumental in the sales cycle and account relationship, bringing their technical and industry expertise to create compelling solutions for customers. As an Industry Solutions Consultant you will lead the development of customer-specific solutions based on their requirements and positive business outcomes; lead and guide pilot engagements; and be the SME of “frictionless underwriting.” You will present and demonstrate Convr AI to customers and differentiate how Convr AI can uniquely deliver their desired future state and positive business outcomes . You will partner closely with our Business Development Executives (BDEs) to uncover a customer’s current and future state in order to roadmap a prescribed solution. Internal and external stakeholders will view you as a key strategic advisor and you are as comfortable in front of a screen as you are with a whiteboard. You will be a clear communicator who can command a room from C-suite down to practitioner. This role reports to our Chief Business Development Officer.

Who You Are:

  • Action-oriented and proactive in engaging with both customers, Business Development, and other internal colleagues
  • Creative thinker, with strong passion for serving Insurance clients in their effort to successfully transform their business
  • Deep interest in and knowledge of emerging trends impacting/likely to impact insurers, distributors, and customers
  • Value proposition development and articulation
  • Business capability realization solution and roadmap development
  • Proven ability to work creatively and analytically, with a team, in a problem-solving environment
  • Excellent communication (written and oral) and interpersonal skills
  • Methodical and meticulous approach to preparation and execution
  • Self-starter with little need for oversight and a positive attitude

What You'll be Doing: Industry Solutions Consultants partner with the BDE to attain their revenue goals by ‘owning the functional & technical win’ as key member of the account team through:

  • Architecting compelling solutions to address a customer’s key operations and underwriting challenges, presenting a desired future state, and delivering a competitive advantage with measurable outcomes:
    • Lead and document discovery sessions to understand the client's business objectives and desired outcomes; this includes asking the customer relevant questions and guiding the solutioning process with both the customer and Business Development team
    • Present a vision of the solution, meeting the client's requirements that will drive adoption and growth
    • Lead client workshops which may include whiteboarding, Q&A sessions, and trials
  • Leading and guiding Proof of Value (PoV) engagements:
    • Define the scope, timing and for the PoV with the BDE and customer
    • Manage the PoV execution with customer data, which includes guiding the prescribed workbench configuration, work in the data to understand the results, and present key findings to the Business Development team and the customer.
    • Deliver PoV results to customer in summary and detailed formats
  • Being the SME in “Frictionless Underwriting:”
    • Developing go-to-market content for external and internal use that will be used by the Business Development team to build pipeline and accelerate active sales opportunities
    • Becoming a Convr product/module SME, showcasing the details of the Convr platform
    • Keep current on industry trends and competition
    • Continuously leverage internal learning and competitive intelligence
    • Understand the commercial insurance industry, department verticals, and challenges facing specific buyer personas within Convr’s target market
    • Develop a repertoire of client stories to convey the value of Convr’s solution to the customer, enabling champions to tell stories on our behalf
    • Sharpen the saw on pre-sales skills, as well as participating and attending trade events.
  • Collaboration and Administration
    • Communicate progress and expectations, escalating problems to leaders for awareness and/or resolution
    • Prioritize participation in meetings with the Business Development team
    • Ensure general administration across our systems of record are timely and accurate
    • Provide prompt and detailed handoffs to Customer Success (CS) to deliver against the proposed solution
    • Document observations from prospects and customers to influence future product capabilities
  • Create re-usable collateral for the entire global presales team and acts as a mentor to those across other teams.

Role Requirement:

  • Bachelor’s Degree from a credited university or college
  • 5+ years of experience with, and deep knowledge of, commercial P&C insurance products, services, channels, functions, and processes (particularly Underwriting & Operations)
  • 5+ years of experience in a presales role at a SaaS company managing large enterprise customers OR 5+ years of experience working in a Commercial P&C company with operations and underwriting technology.
  • We're prioritizing candidates located in the Chicago area or surrounding Midwest region. However, exceptional talent from the East Coast will also be considered.

Why Join Convr?

  • Full Transparency. We believe in open communication with our team and clients.
  • Excellent work-life balance. We believe in flexibly because "life" happens!
  • Team mentality. We believe in "All Hands-on Deck"! Helping one another regardless of department.
  • Everyone knows your name. We are a small company of ~50 employees. You will not be just a number!
  • Growth. We believe in challenging yourself to develop your career.
  • We are going places! We have a passionate team taking Convr to the next level!