Senior Sales Director - Insurance

About Blue Prism

Blue Prism is the global leader in intelligent automation for the enterprise, transforming the way work is done. At Blue Prism, we have users in over 170 countries and more than 2,000 businesses, including Fortune 500 and public sector organizations, that are creating value with new ways of working, unlocking efficiencies, and returning millions of hours of work back into their businesses. Our intelligent digital workforce is smart, secure, scalable and accessible to all; freeing up humans to re-imagine work. To learn more visit www.blueprism.com and follow us on Twitter @blue_prism and on LinkedIn.

About Robotic Process Automation

As the pioneer, innovator and market leader in RPA, Blue Prism delivers the world’s most successful Digital Workforce. The company’s software robots automate transactions and improve operational efficiencies while meeting the requirements of the most demanding IT environments, where security, compliance and scalability are paramount. Blue Prism provides a scalable and robust execution platform for best-of-breed AI and cognitive technologies and has emerged as the trusted and secure RPA platform of choice for the Fortune 500.

**This is a remote role but you must be located on the East Coast in one of the following states: NY, NJ, CT, MA and/or PA**

Once COVID-19 ends and in-person meetings resume, this role requires ~50% travel

About the Role

The Senior Director role contains, but is not limited to, two primary areas of responsibility:

• Revenue generation and account management of two of Blue Prism’s largest insurance clients (MetLife and New York Life). 50% of time
• Supporting the end user sellers in regions across the America’s as an Insurance Industry expert (knowledge of the specific business challenges the industry faces, etc.) to help increase deal size by creating a credible Point of View to access the C-suite and executive ranks of clients. 50% of time.

As the Subject Matter Expert for the Insurance Industry, this individual will be the supporting Blue Prism’s field sales organization and Partner’s in that industry. This person will help the Regional Sales Directors with industry points of view, challenges and to increase the overall size of the deals they will be proposing. He or she will be accountable to contribute to Blue Prism’s industry solutions strategy, identify RPA industry specific ‘use cases’, ‘industry segment’ roadmaps, and Total Addressable Market (TAM). The candidate will also be responsible for writing or contributing blogs or vlogs to invent or describe Blue Prism’s Point of View for Insurance, create and plan events in collaboration with Blue Prism Marketing and will work with partners on the monetization scenarios with specific focus on development of new joint Go-to-Market (GTM) business and commercial models with designated industry specific IS partners that will scale to accelerate RPA industry specific growth. He or she will have responsibility for several of their own accounts – partially existing accounts and assigned new logos.

SME’s Future Responsibilities

• Develop regular cadence of content (e.g. webinars, case studies, collateral, social media programs, web, and event plans) that drive awareness, demand, and build community within targeted industry.

• Develop collateral including blogs, white papers, case studies articles etc.
• Web and social media
• Work with marketing on providing industry specific media for the press
• Develop industry sales scripts for BDR’s including internal webinar education series
• Work with marketing on building a strong industry user community with existing BP customers, soliciting input.
• Provide knowledge about industry competition to marketing, product development, competitive intelligence team, and sales to enable sales to be more effective
• Identify the “top” industry processes to target with call scripts for Business Development Representatives, Account Managers, and SCs.
• Support customer meetings with appropriate preparation and with high-quality content and delivery
• Identify and establish relationships with partners that can further strengthen BP’s solution portfolio and address any “white space” areas.
• Support awareness, demand generation and go-to-market efforts at key events