Head of Sales- Verisk Canada

Verisk Analytics is seeking a creative and entrepreneurially minded Head of Sales to lead a team of 5 Sales Account Executives (AEs). The Head of Sales will be responsible for coaching our AEs in identifying, managing, and closing sales opportunities within their respective assigned Canadian account territories. If you’re ready to join a rapidly growing (20%+ YOY), innovative and successful sales team we’re seeking someone who has a proven track record of consistently meeting or exceeding annual sales goals, has experience with complex & consultative sales engagements, possess a growth mindset, consistently seeks and solicits active feedback and excels at building long-lasting and trusting relationships, we want to talk to you!

This is a remote position. Ontario candidates would be preferred but not required. 

• Attain assigned annual team sales goal and facilitate each AE to achieve their individual sales goals

• Effectively coach, mentor and develop Sales Team to achieve mutual sales success, AE professional development & career aspirational goals

• Manage, maintain & grow existing territory license revenue while ensuring a high level of Customer Experience

• Collaboratively develop and proactively maintain effective sales strategies to attain an expansion of opportunities within assigned sales territory

• Successfully coach, mentor and assist sales team to develop a deep understanding and a high level of trust within each of their respective assigned sales territories

• Leveraging SFDC, effectively manage & communicate sales team territory activity, updates, call reports and opportunities within the Verisk enterprise

• Effectively support sales team in pre and post sales call strategy, value prop development & messaging, business case pricing proposals and contractual agreements

• Coordinate and work closely on sales opportunities, where required or where cross-BU bundle opportunities exist, with other internal Verisk Analytics peers

• Effectively capture developing industry trends, new product ideas and competitive intelligence within assigned sales territory to share internally

• Ability to effectively create & assign optimized AE sales goals and territory assignments within current team as well as the ability to forecast future headcount requirements and corresponding business case for approval

• Must have 5 to 10 years’ consultative sales and/or sales leadership experience along with a successful track record selling bundled, multi-year contracts, and within a competitive business environment

• Able to articulate value proposition, insights and engage customers in jointly addressing business priorities and objectives that align with their business, their business challenges, IT requirements and timelines

• Must have prior success calling into and building strong relationships within the C-Suite in a highly competitive marketplace as well as the ability to develop strong relationships within all levels of an assigned sales territory

• Able to quickly gain a deep understanding of your customers’ business objectives & challenges, their current IT infrastructure & platforms, how buy decisions are made, how project, budget & IT resources are prioritized, and the ability build value and consensus across the enterprise & key stakeholders to drive success

• Solid understanding of the Canadian Insurance P&C industry a plus, but not required

• Professional Sales Training Program experience desired (Sandler, Challenger, MEDDIC, Sales Gravy)

• Proficiency in MS Office, Salesforce.com, LinkedIn Sales Navigator, Outreach and HighSpot

• Ability to work from a remote home office effectively and travel a minimum of 50% of the time