Sales Director – Insurance (India Market)
NTT Ltd
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Your day at NTT DATA
NTT DATA’s Insurance practice leverages deep industry expertise to provide insights, solutions, and outcomes that help insurance customers succeed across all lines of business. We work with our customers to reduce IT complexity, integrate business strategy with enabling technologies, optimize processes, and identify the right digital solutions to deliver superior customer experience, operational efficiency, innovation, and business growth.
In this role, the candidate will lead client acquisition and growth for Insurance accounts, both by acquiring new clients and expanding business within existing clients. The candidate needs to position themselves as a trusted business partner within the customer’s senior executive suite, operating across the client’s enterprise and focusing on leadership across existing engagements while building new opportunities to deliver value-added business outcomes.
The ideal candidate will have experience working as a senior Client Partner / Client Executive with deep, executive-level relationships in the Insurance industry. Experience in managing or being a core part of complex transformation programs and initiatives will be a significant advantage. The candidate should be able to leverage Insurance industry expertise and market knowledge to provide the insights, solutions, and outcomes customers need to succeed in their business.
This individual will work with a matrixed team comprising functional and technical subject matter experts across Applications, Business Consulting, BPO, Digital, Infrastructure, Cloud Security, Data Analytics, and AI. The role requires integrating business strategy with enabling technologies and process optimization to deliver targeted business outcomes for Insurance clients.
Responsibilities
- Responsible for Order Booking, including Annual Contract Value / Total Contract Value, Booking Gross Profit, Revenue, payment collections, and effective profitability management across multiple deal structures within the client portfolio.
- Responsible for Revenue and Profits
- Utilize a consultative selling process and enterprise-wide account planning to drive proactive pursuits, partnering with internal and external stakeholders on deal and solution development that delivers targeted business outcomes.
- Lead new client acquisition as well as growth within existing Insurance accounts across Life Insurance, General Insurance, Health Insurance, Reinsurance, Brokers, and InsurTech clients.
- Engage with and cross-sell / upsell NTT DATA’s enterprise-level capabilities to existing clients, enabling growth beyond core Insurance services.
- Build collaborative relationships with Sales, Business Consultants, Solution Architects, Delivery Leaders, and Practice teams to maximize utilization of NTT DATA offerings and meet growth plans and targets.
- Develop and manage strong executive relationships with key stakeholders across business, technology, operations, digital, risk, finance, claims, underwriting, distribution, and customer experience functions.
- Identify and pursue opportunities across areas such as core insurance platform modernization, policy administration transformation, claims modernization, underwriting automation, digital distribution, customer experience, data and analytics, AI, cloud, cybersecurity, infrastructure modernization, and business process services.
- Engage in governance of complex transformation programs in partnership with Delivery teams to ensure client satisfaction, business value realization, and long-term account growth.
- Act as the client advocate within NTT DATA and represent NTT DATA’s value proposition, delivery capabilities, and service excellence to the client.
- Drive account planning, pipeline management, deal qualification, forecasting accuracy, pricing discipline, and commercial negotiations.
- Identify whitespace opportunities within existing accounts and develop account growth strategies to expand wallet share.
- Ensure alignment between client business priorities and NTT DATA’s portfolio of offerings, capabilities, and strategic investments.
- Strategic ability to interface with and successfully influence multiple C-level executives by acting as a business partner and trusted advisor across the customer’s enterprise.
- Deep understanding of the Insurance industry, including one or more of the following segments: Life Insurance, General Insurance, Health Insurance, Reinsurance, Insurance Brokers, Third-Party Administrators, or InsurTech.
- Strong understanding of leveraged delivery models and common technology offerings across Applications, Infrastructure, Cloud, Security, BPO, Data Analytics, Digital, AI, and Business Consulting.
- Minimum of 7 years of leadership responsibility directing customer engagement activities, producing deliverables, forecasting business opportunities, driving growth and transformation, and managing financial / PL responsibility for large client portfolios.
- Proven track record of managing and growing large books of business, preferably $25M, with demonstrated ability to drive sustainable growth.
- Minimum of 15 years of experience in Insurance / IT Services / Consulting, across a portfolio consisting of Applications, BPO, Digital, Consulting, Infrastructure, Cloud, Security, Data Analytics, and AI-led transformation.
- Primary industry expertise in Insurance.
- Secondary industry expertise in BFSI, Financial Services, Banking, HealthTech, FinTech, or Digital Transformation will be an advantage.
- Experience working with global delivery teams and managing complex, multi-tower technology or business transformation programs.
- Strong executive presence, commercial acumen, negotiation skills, and ability to operate effectively in a matrixed organization.
- Ability to travel up to 60% of the time.
- Existing senior executive relationships across Insurance organizations in India.
- Experience selling large-scale transformation deals in areas such as policy administration systems, claims transformation, underwriting automation, digital insurance platforms, cloud migration, application modernization, cybersecurity, data platforms, AI, automation, and managed services.
- Familiarity with Insurance business processes such as policy issuance, endorsements, renewals, claims, underwriting, actuarial, distribution, agency management, bancassurance, customer servicing, risk, compliance, and regulatory reporting.
- Understanding of regulatory, data privacy, security, and compliance requirements relevant to Insurance clients.
- Ability to create account growth strategies, lead large pursuits, and collaborate with cross-functional teams to deliver differentiated client value.
- Experience working with partner ecosystems, platform vendors, hyperscalers, and Insurance technology solution providers will be an added advantage.
About NTT DATA
NTT DATA is a $30 billion business and technology services leader, serving 75% of the Fortune
Global 100. We are committed to accelerating client success and positively impacting society through
responsible innovation. We are one of the world’s leading AI and digital infrastructure providers, with
unmatched capabilities in enterprise-scale AI, cloud, security, connectivity, data centers and
application services. Our consulting and industry solutions help organizations and society move
confidently and sustainably into the digital future. As a Global Top Employer, we have experts in more
than 70 countries. We also offer clients access to a robust ecosystem of innovation centers as well as
established and start-up partners. NTT DATA is part of NTT Group, which invests over $3 billion each
year in RD.
Equal Opportunity Employer
NTT DATA is proud to be an Equal Opportunity Employer with a global culture that embraces diversity. We are committed to providing an environment free of unfair discrimination and harassment. We do not discriminate based on age, race, colour, gender, sexual orientation, religion, nationality, disability, pregnancy, marital status, veteran status, or any other protected category. Join our growing global team and accelerate your career with us. Apply today.
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