Director of Sales (Insurtech)

Who We Are:

Duck Creek Technologies is the intelligent solutions provider defining the future of the property and casualty (P&C) and general insurance industry. We are the platform upon which modern insurance systems are built, enabling the industry to capitalize on the power of the cloud to run agile, intelligent, and evergreen operations. Our modern SaaS solutions help insurers set a new standard and revolutionize how consumers interact with insurance companies.

Authenticity, purpose, and transparency are core to Duck Creek. Our market-leading solutions are available on a standalone basis or as a full suite, and all are available via Duck Creek OnDemand. With more than 1,000 successful implementations to date, Duck Creek removes the IT burden for insurers so they can focus on the business of insurance.

We have a flock of more than 1,800 employees across the globe and are proud to be a Flexible-First employer. We empower our employees with the choice to work from an office, from home, or on a hybrid schedule.

What You'll Do:

The Director of Sales engages with major P&C Carriers, identifies and establishes alignment between Duck Creek's solutions and customer's business drivers, and manages all aspects of sales cycles within an assigned set of accounts. The Director of Sales teaches high level prospective and current customers new and valuable solutions and how to compete in their market and translating that into a successful commercial relationship with Duck Creek. In addition, the Director of Sales acts as a team lead, and coaches and mentors Sales Directors.

• Responsible for winning a high level of new top tier business and develops existing accounts
• Acts in the capacity of the sales expert for the team and supports the Senior Leadership in on issues that impact design/selling success or address future concepts, products or technologies.
• Creates formal networks with key decision makers and serves as external spokesperson for the organization.
• Builds relationships with key influencers, develop business insight into and have informed opinions on future strategies of assigned accounts.
• Acts as a team lead, and will guide and mentor Sales Directors on designated opportunities
• Plays an active role in the onboarding / training of new Sales Directors.
• Coaches Sales Directors on Pipeline Creation and Management opportunities.
• Develops and executes prospecting strategies to identify, qualify, pursue and close new business
• Secures and leads face-to-face meetings with business leaders and decision makers including C level executives within our target marketplace
• Develops, maintains, and grows an ongoing sales pipeline
• Maintains a thorough understanding of the Duck Creek consultative and solution selling process
• Delivers compelling customer presentations and proposals that expertly articulate the Duck Creek Value Proposition and how it supports the prospect's strategic objectives
• Maintains current and accurate information on account status and sales activity in SalesForce.com
• Manages the account development and opportunity pursuit process from initial assignment through close using Salesforce CRM
• Accurately forecasts new bookings
• Develops and deploys strategies for securing new accounts.
• Performs other related duties and activities as required.

What You've Done:

Education and Work Experience:

• Degree preferred or equivalent years of practical job experience in a similar function or role
• 12+ years of business experience in large enterprise Sales navigating complex business software / IT solutions
• 7+ years of deep insurance industry/domain expertise
• 7+ years of Large Account Management experience / leading account teams

Specialized Knowledge, Skills, and/or Abilities:

• Expert level in managing large deal pursuit teams, and equally large complex buy side consensus teams
• Deep knowledge of the complete Duck Creek offering (including Service and Support.
• High level of sales achievement
• Strong experience with long term planning of resources, technology and account structure
• Ability to lead and mentor a team
• Exceptional communication skills.
• Ability to understand & interpret carrier strategy and align the appropriate Duck Creek software and service capability to C level stakeholders
• Ability to manage / leverage external partner ecosystems as part of the overall value proposition and messaging
• Proficient in Microsoft Excel and Word

Other Requirements:

• Travel: 80%
• Special Work Hours: May require overnight work schedule
• Work Authorization: Legally authorized to work in the country of the job location.

Compensation and Benefits:

Actual compensation for this role is determined based on a variety of factors, including job-related skills, experience, qualifications, internal equity, and geographic location, where permitted by law.

For reference, the expected salary range for this position is generally positioned as follows based on candidate location:

• 138,800 – 198,300: Candidates living in the Boston, New York City–Newark, Los Angeles, San Francisco/Bay Area, Seattle, or Washington, DC metropolitan areas
• 132,200 – 188,900: Candidates living in Chicago, Dallas–Fort Worth, Houston, Minneapolis, or Philadelphia metropolitan areas, or in Colorado, Connecticut, Maryland, Rhode Island, or Vermont
• 125,700 – 179,600: Candidates living in Georgia, Michigan, North Carolina, New Hampshire, Oregon, or Wisconsin
• 111,300 – 173,900: For all other U.S. locations

This position is also eligible for commissions, subject to plan terms and individual eligibility.

Final compensation will be determined based on the factors outlined above and in accordance with applicable law.

Duck Creek Technologies offers a comprehensive benefits package, which includes:

• Flexible work environment
• Medical, dental, vision, life, and disability insurance
• 401(k) retirement plan with match (6% employer match up to $12,000 annually)
• Flexible Spending Accounts (FSA) and Health Savings Accounts (HSA)
• Paid holidays, vacation, and volunteer time
• Employee Assistance Program (EAP)

Benefits eligibility and offerings may vary based on role and location.

The application window for this position will remain open until the role is filled or a sufficient number of qualified candidates have been identified.

What We Stand For:

Our global company celebrates & leverages the differences each employee brings to the table. Duck Creek is committed to providing equal opportunity to all employees and applicants without regard to race, color, gender, religion, sexual orientation, age, national origin, disability, marital, military, or any other protected status.

We strive to be an example to the world of inclusion, diversity, and equity in all things. We believe in leading by example and are proud of the diversity of our team and our shared commitment to our Core Values: We Prioritize Respect; We Listen; We Care; We Add Value; and We Lead.

Duck Creek Technologies does not accept, nor will we pay a fee for any hires resulting from unsolicited headhunter or agency resumes.