Solutions Account Manager ANZ

  • Competitive
  • Melbourne, Victoria, Australia
  • Permanent, Full time
  • FIS Global
  • 26 Sep 16

Solutions Account Manager ANZ

Position Responsibilities\Requirements

FIS provides mission-critical software and IT services to institutions in virtually every segment of the financial services industry. Within FIS, Insurance Solutions offers a range of solutions from front office tools and policy administration to back-office reinsurance, actuarial calculations, financial and investment accounting and reporting, to more than 1,500 insurance companies worldwide. Our professional services team provide consulting, implementation and outsourcing with experienced insurance business and technology experts.
Today, insurers around the world face a common challenge - to grow the business while remaining profitable. Uncertain economic conditions, regulatory pressures, operational inefficiencies, and the need for improved transparency and risk management only add to the complexity of this task. To help drive the business forward, an insurer needs the right technology solutions supported by the right team of experts.
Position Overview:
FIS is seeking a proven solution sales professional with a proven history of successfully selling premier software and services into the Insurance industry. As a FIS Sales Executive you will use your deep industry knowledge to sell our highly rated software and services to major insurers in the ANZ region. This is an exciting opportunity to be part of a growing team selling multi-functional software solutions and services and also potentially covering other growing territories in APAC. Your clear understanding of your clients' marketplace and their business drivers will be the key to penetrating major insurance accounts.
We are looking for a highly dynamic individual with solid relationship and negotiation skills. The FIS Sales Executive is responsible for owning the client relationship at the C-level, increasing revenue and profit within assigned territory through share growth, and building the highest levels of client satisfaction in the targeted accounts in the Australian and New Zealand insurance value chain. Specific focus for the role is sales of core policy administration systems and digital solutions into major insurers in the region.

Knowledge and Experience Requirements:
Successful candidate will have a minimum of 8 years proven track record in selling to C level executives, strong interpersonal and communications skills and have the ability to manage multiple complex sales engagements concurrently. The candidate must have an entrepreneurial approach that is imaginative, smart, passionate, and approachable. The successful candidate will help design and implement a sales strategy plus effectively manage the sales cycle to include: lead generation, prospecting, qualifying, business development and closing sales within an assigned geographic territory.

Essential Responsibilities Include:

  • Drive revenue through sales to new and existing clients. Build business in both new and existing client bases through proactive client contacts in order to meet/exceed annual quota targets
  • Leverage research skills, intra-company contacts, market data to qualify prospects, develop a calibrated target list of new, potential clients
  • Utilise strong lead generation capabilities to successfully penetrate both new and existing clients at all levels of organisation, through and including C-suite
  • Developing a sound sales pipeline of potential sales opportunities in the defined territory
    • Cold calling, prospecting and following up marketing leads
    • Identify, contact and qualify new prospects
  • Ability to identify different buyer motivations across various client bases and levels in order to expand on potential revenue drivers
  • Adjust sales approach and strategy accordingly to various client drivers to solidify role as client advocate
  • Incorporate client perspective, drivers, product/service relevancy to deliver a persuasive client proposition
  • Demonstrate client advocacy by emphasizing those features/benefits of relevant FIS software, service offerings which meet specific client needs
  • Achieve account penetration by client base expansion and cross selling to new and existing clients
  • Conduct business in a profitable, ethical manner
  • Properly report activity by maintaining details of the sales pipeline within the territory using the internal opportunities management systems (
  • Stay on top of all the market developments within the territory and take ownership of market intelligence and maintain awareness of all competitor activity

Position Requirements:
  • At least 8 years proven sales experience in IT of hunting/farming capacity, predominantly in financial/insurance software
  • Candidates with solid presales/consulting background who have led major transformation projects for insurance markets can be considered
  • Strong grasp of core policy administration system and digital insurance trends would be a distinct advantage
  • Solid understanding of insurance markets
  • Candidate can be based: preference Melbourne (potentially Sydney)
  • Degree level education

FIS provides solutions for the insurance industry in each of the following major business lines: life and health, annuities and pensions, property and casualty, reinsurance and asset management. FIS's software and services support functions from the front-office through the back-office, from customer service, policy administration and actuarial calculations to financial and investment accounting and reporting.

FIS has acquired SunGard. Pushing the pace of financial technology, together we'll help our clients solve technology challenges for their business - whether it's capital markets in Mumbai or community banking in Macon.

FIS is a global leader in financial services technology, with a focus on retail and institutional banking, payments, asset and wealth management, risk & compliance, consulting and outsourcing solutions. Through the depth and breadth of our solutions portfolio, global capabilities and domain expertise, FIS serves more than 20,000 clients in over 130 countries. Headquartered in Jacksonville, Fla., FIS employs more than 55,000 people worldwide and holds leadership positions in payment processing, financial software and banking solutions. Providing software, services and outsourcing of the technology that empowers the financial world, FIS is a Fortune 500 company and is a member of Standard & Poor's 500® Index.

Learn more at


FIS is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, marital status, genetic information, national origin, disability, veteran status, and other protected characteristics. The EEO is the Law poster is available here: and here:

For positions located in the US, the conditions below apply. If you are made a conditional offer of employment, you will be required to undergo a drug test and background check (including criminal record check) ADA Disclaimer: In developing this job description care was taken to include all competencies needed to successfully perform in this position. However, for Americans with Disabilities Act (ADA) purposes, the essential functions of the job may or may not have been described for purposes of ADA reasonable accommodation. All reasonable accommodation requests will be reviewed and evaluated on a case-by-case basis.

Please note all offers are contingent on successfully passing the pre-employment checks. These may include:
  • Previous Employment
  • Highest Education
  • Directorships
  • Career Gap Analysis
  • Extended Blacklists
  • Credit Check
  • Basic Criminal

This list is not exhaustive.
Recruitment at FIS works primarily on a direct sourcing model; a relatively small portion of our hiring is through recruitment agencies. FIS does not accept resumes from recruitment agencies which are not on the preferred supplier list and is not responsible for any related fees for resumes submitted to job postings, our employees, or any other part of our company.

As part of the selection process this role may require an assessment to determine suitability