Client Partner / AVP – Hunter & Farmer (Insurance Domain)
Delan Associates, Inc · Hartford, NY, US
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About the Role
This role focuses on new logo acquisition and revenue growth within the insurance domain, requiring a hunter mentality to close high-value consulting and services engagements.
Responsibilities
- Own end-to-end new logo acquisition, including prospecting, cold outreach, executive networking, deal qualification, negotiation, and closure.
- Build and execute a market-entry and hunting strategy for targeted accounts.
- Consistently generate net-new pipeline and close high-value consulting and services engagements.
- Drive revenue growth by penetrating whitespace within existing strategic accounts.
- Lead large, complex deal cycles involving multi-service offerings, RFPs, and enterprise stakeholders.
- Establish trusted-advisor relationships with CIOs, CTOs, IT Directors, and Procurement leaders.
- Partner with presales, delivery, and leadership teams to craft compelling value-based proposals.
- Own pricing strategy, commercial negotiations, and contract closures.
- Achieve and exceed quarterly and annual new-business revenue targets.
- Maintain a robust, predictable pipeline with clear coverage ratios.
- Ensure disciplined CRM hygiene, forecasting accuracy, and deal governance.
- Take full ownership of revenue outcomes—no dependency on inbound leads.
Requirements
- 7–15 years of experience in IT consulting / professional services sales with a strong emphasis on new logo hunting.
- Proven track record of opening doors, building pipeline from scratch, and closing enterprise deals.
- Deep understanding of IT services, consulting models, and project-based / managed engagements.
- Exceptional executive-level communication, negotiation, and storytelling skills.
- Demonstrated ability to sell to CxOs and senior decision-makers.
- Strong experience using CRM systems for pipeline management, forecasting, and reporting.
- Highly competitive, target-obsessed, resilient, and comfortable operating in a high-pressure sales environment.
- Strong exposure to Application Development, Digital Transformation, Automation, Cloud, or Data services.
- Experience selling multi-million-dollar IT services engagements is a strong plus.
Skills
- Insurance Domain
- New logo acquisition
- Prospecting
- Cold outreach
- Executive networking
- Deal qualification
- Negotiation
- Closure
- Market-entry strategy
- Hunting strategy
- Pipeline generation
- Revenue growth
- Complex deal cycles
- RFP management
- Enterprise stakeholder management
- Trusted-advisor relationship building
- Value-based proposal creation
- Pricing strategy
- Commercial negotiation
- Contract closure
- CRM systems
- Forecasting
- Reporting
- Application Development
- Digital Transformation
- Automation
- Cloud
- Data services
Location
- New York
- Hartford area
Work Type
- Full-time
Experience Level
- 12+ years overall
- 7-15 years in IT consulting/professional services sales
Education Level
- Bachelor's degree in Business, Marketing, Technology, or related field
Salary/Compensations
- $190K/Annum