VP, Sales

Job Description

Applied Systems, Inc., the worldwide leader in insurance technology, is currently searching for Vice President, Alliance Partnerships that will be responsible for overseeing the Applied and EZLynx Alliance Partner channel. This channel both directly and indirectly influences the purchasing of Applied products for independent agents nationally.  The VP, Alliance Partnerships is responsible for maintaining and developing strong industry partnerships that result in increased sales, and developing strategic sales plans based on company goals that will promote sales growth across our Alliance Partner landscape for both prospects and customers. This role is responsible for both direct relationship management of key accounts and the supervision of a team of Channel Managers, ensuring team success against defined objectives.

What You’ll Do

• Effectively work with the Senior Vice President, Sales, and other key executives to drive company sales, distribution strategy, sales process, and sales operations to current and potential accounts within the Alliance Partner channel.
• Cross functionally drive change through influencing internal stakeholders (Marketing, Sales, CX, Implementation) as well as third-party channel partners.
• Manage a channel sales infrastructure capable of influencing strong pipeline development for our sales teams. This should include analytical strength in managing the business and a strategic approach to deal structures and negotiations.
• Attract, inspire, manage, and motivate a team toward achievement of the desired revenue goals.
• Drive the sales strategy and account plans for the company’s top Alliance Partner accounts, while influencing all Alliance Partner accounts through the assigned Channel Manager.
• Identify and secure key C-level relationships inside of Applied’s targeted customer base, both independently of and in concert with Applied’s management team.
• Bring guidance and customer feedback to enhance positioning strategy, technology, and marketing efforts.
• Exhibit a hands-on and results driven orientation. This individual must be a “player-coach.” This person should spend 75% of their time in customer-facing activities as the company builds account wins.
• Attend meetings with clients/prospects as required.
• Communicate with other Senior Sales Management to share industry intelligence.
• Pursues a program of self-development using selected reading, seminars, and participation in continuing education.
• Identifies and communicates possible improvements in the work process for customers and peers.
• Represents the Company through demonstrated knowledge of Company solutions and how they relate to client and prospect operations.  
• Ensures that all contractual paperwork is completed and provided upon the completion of a sale.
• Provides monthly, quarterly, and annual sales/pipeline reports to Senior Sales Management.
• Provides annual sales projections and accurate, predictable forecasts to Senior Sales Management.
• Meets/exceeds assigned monthly, quarterly, and annual goals.
• Exhibits behaviors which exemplify Applied Systems’ Core values.
• Performs other duties as assigned by immediate manager or management team.

What You’ll Need to Succeed

We’re looking for someone who:

• Can work remotely in the United States or from an Applied Systems office, preferably Chicago or Dallas-Fort Worth

Your experience should include some or all the following:

• 10+ years of combined sales and channel sales experience, preferably enterprise level. 5+ years sales management experience.
• Background in AI (artificial or business intelligence), especially related to insurance, a plus.
• Thorough understanding of the insurance industry, insurance network/cluster specific experience highly preferred.
• Proven experience driving outcomes in a multi-tiered channel.
• SaaS sales experience.
• Strong and professional presence and sales acumen, selling complex software solutions.
• Proven ability to take unique technology solutions and grow them to significant revenues and the experience of developing and implementing the necessary sales process, infrastructure, account plans and team to deliver that growth.
• A unique ability to recruit, develop and maximize the performance of a direct team.
• Intellect and the ability to drive successful major account coverage strategies and tactical execution across a complex enterprise sale.
• Demonstrated ability to close business with the confidence and comfort to call on the C-level within complex and large enterprises.
• Consummate team player. The enthusiasm and capability to work seamlessly with Applied’s entire senior management team.
• Willingness to travel 50% plus.
• Bachelor’s degree or equivalent work experience
• We proudly support and encourage people with military experience, as well as military spouses, to apply

What You’ll Gain

Benefits from Day One

• Health insurance plans, dental, and vision
• Wellness incentives
• 401(k) and/or RRSP retirement savings plans with employer match

Work-Life Balance

• Competitive paid vacation time and a free day for your birthday
• Personal/sick time
• Paid holidays
• Flex Time
• Paid parental leave (U.S. candidates)
• Volunteer time off

Empowering Career Growth and Success – We invest in talent, care about our people and are empowered by the results of our work. We grow our teams from within and give our employees opportunities to advance.

What We Value

We strive for excellence at every turn to be the best at what we do. We invest in talent, care about our people and are empowered by the results of our work. We fulfil the promise of insurance – safeguarding and protecting what matters most in people’s lives. And there is no more important job than that.

Our focus on the workforce, workplace and marketplace gives us a qualified individual in an environment in which they can be productive while we maintain our position in the industry. To help drive that change toward a vibrant, modern workplace, we have employee-driven networks with commonalities in ethnicity, gender, sexual orientation and military status.

Who We Are

For more than 35 years, Applied Systems has created innovative technology for the global insurance industry. Today, we are a rapidly growing software leader that is revolutionizing the way agencies and brokerages succeed.

We are smart and curious people in a tech-first environment that champions bold and powerful thinking. We are transforming a complex industry through digitization, automation, and innovative new partnerships. Together we are driving the industry fearlessly forward.

It’s an exciting time at Applied. You can do big things here, in an environment that supports creative thinking and bold ideas. Visit http://www.AppliedSystems.com for more information on how you can challenge what’s possible.

EEO Statement

Applied Systems is proud to be an Equal Employment Opportunity and Affirmative Action Employer. Diversity and Inclusion is a business imperative and is a part of building our brand and reputation. At Applied, we don’t discriminate, and we are committed to recruit, develop, retain, and promote regardless of race, religion, color, national origin, sexual orientation, gender identity, disability, age, veteran status, and other protected status as required by applicable law.