What are the responsibilities and job description for the Principal Sales Director (BGA) position at iPipeline?
Overview
As a global market leader, iPipeline combines technology, innovation, and expertise to deliver ground-breaking, award-winning software solutions that transform the life insurance, financial services, and protection industries. With one of the industry’s largest data sets, we help advisors/advisers and agents to transform paper and manual operations into a secure, seamless digital experience – from proposal to commission– so they can help better secure the financial futures of their clients.
At iPipeline, you’ll play a major role in helping us to provide best-in-class, transformative solutions. We’re passionate, creative, and innovative, and together as a team, we continually strive to advance, accelerate, and expand the reach of our technology. We value different perspectives and are committed to creating an environment that embraces diverse backgrounds and fosters inclusion.
We’re proud that we’ve been recognized as a repeat winner of various industry awards, demonstrating our excellence and highlighting us as a top workplace in both the US and the UK. We believe that the culture we’ve built for our nearly 900 employees around the word is exceptional -- and we’ve created a place where our employees love to come to work, every single day.
Come join our team!
About iPipeline
Founded in 1995, iPipeline operates as a business unit of Roper Technologies (Nasdaq: ROP), a constituent of the Nasdaq 100, S&P 500®, and Fortune 1000® indices. iPipeline is a leading global provider of comprehensive and integrated digital solutions for the life insurance and financial services industries in North America, and life insurance and pensions industries in the UK. We couple one of the most expansive digital and automated platforms with one of the industry’s largest data libraries to accelerate, automate, and simplify various applications, processes, and workflows – from quote to commission – with seamless integration. Our vision is to help everyone achieve lasting financial security by delivering innovative solutions that connect, simplify, and transform the industry.
iPipeline is proud to be an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to gender, race, color, religious creed, national origin, age, sexual orientation, gender identity, physical or mental disability, and/or protected veteran status. We are committed to building a supportive and inclusive environment for all employees.
This is an office-based position.
Responsibilities
The Account Executive is a geographically based pursuing role dedicated to seeking new Brokerage General Agency Accounts by selling iPipeline's suite of services. The position calls for a consultative solution salesperson who can establish and manage executive relationships, land, and expand within new accounts, understand our solution offerings value proposition and be able to relate this clearly to prospective customers in alignment with their company goals, objectives and initiatives. This person will sit in our Corporate Exton, Davidson, or Ft. Lauderdale office.
Responsibilities:
- Exceed the sales quota quarterly and annually
- Determinedly cold call and prospecting into new BGA accounts
- Cross sell and expand presence in existing accounts (if applicable)
- Develop and manage executive relationships
- Present and demonstrate to customers and prospects
- Develop and own the Account Strategy approach and plan, collaborating with VP of Sales and/or President
- Manage small and large opportunities from start to finish
- Employ a consultative Sales Approach
- Respond to RFPs and other customer requests
- Work with 3rd parties and partners as needed
- Sell past “No”
- Manage a defined territory with a progressive sales approach
- Manage accounts, contacts, and opportunities in Salesforce
- Act as a leader within the company
Qualifications
- 10 years of proven consultative experience in insurance/BGA with a consistent record of meeting or exceeding sales targets
- Highly skilled expertise in preparing, presenting, and demonstrating to executive-level audiences
- In-depth knowledge of the life insurance industry
- Proven success in closing large, complex sales cycles
- Advanced written and verbal communication skills
- Strong collaboration and teamwork abilities
- Bachelor's degree preferred
- Proven ability to lead cross-functional teams without formal authority
- Advanced skills in organizing and managing customer expectations and deliverables
