[Remote] Senior Business Manager/ AVP Sales - Insurance
Note: The job is a remote job and is open to candidates in USA. Damco Solutions is a global technology and consulting services organization specializing in delivering innovative IT solutions. They are seeking a Senior Business Manager / AVP – Sales (Insurance) to lead the growth of their Insurance business portfolio in North America, focusing on building client relationships and driving revenue growth.
Responsibilities
- Own and drive end-to-end revenue responsibility for the Insurance vertical, with a strategic target of USD 500M+ in long-term sales pipeline and bookings
- Bring an existing, monetizable book of business and active client relationships within the Insurance industry that can be converted into immediate sales opportunities for Damco
- Prospect, qualify, structure, negotiate, and close large new-logo and strategic Insurance clients across P&C, Life & Annuity, Health, Reinsurance, Brokers, and InsurTechs
- Build and execute a multi-year go-to-market (GTM) strategy for Insurance, aligned with Damco's digital services, platforms, and consulting-led offerings
- Identify, shape, and close complex, multi-tower deals covering Digital Engineering, Cloud, Data & AI, Low-Code/No-Code, Legacy Modernization, Quality Engineering, Automation, and IT Staffing
- Create differentiated value propositions linked to business outcomes, cost transformation, modernization, and growth enablement for Insurance clients
- Leverage existing CXO, SVP, and VP-level relationships to accelerate pipeline creation and deal closures
- Establish trusted relationships with CIOs, CTOs, Chief Digital Officers, COOs, Heads of Claims, Underwriting, Policy Administration, and Enterprise Architecture
- Develop strategic account plans including revenue models, wallet-share growth, cross-sell/upsell strategies, executive mapping, and annual operating plans
- Act as a strategic advisor to clients, helping them navigate regulatory changes, digital disruption, platform modernization, and operational efficiency initiatives
- Lead executive-level presentations, proposal defenses, vision workshops, and QBRs
- Bring strong hands-on understanding of Insurance processes and systems, including Policy Administration, Claims, Billing, Underwriting, CRM, Data Warehousing, and Regulatory Compliance
- Demonstrate awareness of key Insurance platforms and ecosystems such as Guidewire, Duck Creek, Salesforce FSC / Insurance Cloud, PEGA, Ingenium, and others
- Track and evangelize industry trends including AI-driven underwriting and claims, automation, GenAI adoption, cloud migrations, regulatory transformation, and InsurTech collaboration
- Represent Damco at Insurance conferences, trade shows, industry forums, webinars, and executive roundtables
- Collaborate with Marketing and Leadership teams to drive thought leadership, case studies, point-of-view content, and analyst interactions
- Build strategic partnerships with platform vendors, hyperscalers, and ecosystem partners to jointly pursue large deals
- Work closely with Delivery, Solutions, Pre-Sales, Staffing, and Practice heads to ensure solution excellence and deal success
- Mentor and guide sales teams and account managers; foster a high-performance, ethical, and collaborative sales culture
- Maintain strong sales governance, forecasting discipline, and pipeline hygiene using Salesforce CRM
- Contribute to leadership discussions on market expansion, service innovation, and investment priorities
Skills
- 12+ years of progressively senior sales leadership experience in IT Services, Software Services, or Consulting
- Proven ability to bring an existing book of business and established Insurance client relationships, with demonstrated success generating immediate and sustained revenue
- Deep, expert-level experience selling into the Insurance industry, with a strong professional network across carriers, brokers, and InsurTechs
- Demonstrated success managing long, complex enterprise sales cycles and closing multi-million-dollar transformation deals
- Strong understanding of Technology Services, Digital Engineering, Cloud, AI/ML, Data Platforms, Low-Code/No-Code, QA, and IT Staffing models
- Proven ability to initiate relationships, gain executive access, and influence CXO-level decision-making
- Entrepreneurial mindset with the capacity to build businesses from scratch and scale them sustainably
- Excellent communication, storytelling, and negotiation skills across global and multicultural environments
- Experience leading and aligning cross-functional teams toward shared revenue and customer success goals
Company Overview