VP Solution Advisory APAC

VP Solutions Advisory APAC

Note: We will consider out of country applicants wishing to relocate to Sydney with sponsorship available.

About The Company

Combining digital, core, analytics, and AI to deliver a platform as a cloud service, our client is a global market-leading ISV providing the technology platform that Insurers trust to engage, innovate, and grow efficiently. Over 500 insurers across the globe, from new ventures to the largest and most complex organisations in the world, run on this technology.

The firm boasts an unparalleled implementation track record with over 1500 successful projects, supported by the largest R&D team and partner ecosystem in the industry.

About The Role

This newly-created role for a Vice President of Solution Advisory APAC will ideally be based in Sydney, with significant APAC-wide travel required. The VP will partner closely with the Managing Director of APAC, the Regional Vice President of Sales for APAC, and the Vice President of Customer Success and Professional Services to achieve significant quota and ARR.

As the APAC region's Vice President of Solution Advisory, you will own the solution narrative playing a critical role in transforming the solution advisory strategy. This high-profile, customer-facing leadership position is responsible for driving sales success by transforming solution consulting strategy from on-premise to SaaS sales. The role requires collaboration with regional sales leadership, marketing, and engineering teams to achieve significant quota and ARR targets while supporting APAC's unique market needs.

Reporting Relationships

This is a critical role within the APAC leadership Team. The role will have a solid reporting line to the Senior Vice President of APAC and a dotted line to the Vice President, Global Solution Advisory

Key Responsibilities Include

Leadership and Team Management:

• Oversee the growth and evolution of the Solution Advisory team in APAC.
• Manage a group of ~ 10 Solution Advisory Managers and Directors across regional teams in Sydney and Tokyo initially, with a mandate to double/triple the team across the APAC region as the firm cracks new emerging markets.
• Engage in resource planning, recruitment, and hiring of top talent.
• Provide coaching and management to the team, ensuring high performance and professional development.
• Oversee the regional budget and process control.
• Transform the team from selling on-premise software to SaaS solutions.
• Coach the teams to become effective storytellers.

Strategic Planning and Execution:

• Develop and implement the solution consulting strategy for the APAC region, in line with the Region's strategy.
• Work closely with Marketing and other teams to create new Markets.
• Collaborate with sales leadership to design tailored demonstrations, proofs of concept, and solution workshops.
• to drive methodology and sales success.
• Actively participate in organisational design and operational improvements.
• Work closely with the Solution Engineering function to drive the team to the creation of innovative and thought-provoking demos.

Customer Engagement:

• Serve as a key point of contact for customers, establishing trust and demonstrating the value of the firm's solutions.
• Develop a deep understanding of customer needs and mentor teams to define how the firm's Solutions can address these.
• Build ROI cases and thought leadership for prospects.
• Support the sales cycle by providing deep insurance domain knowledge and expertise.

Problem Solving and Storytelling:

• Utilise strong problem-solving skills to address customer challenges and provide innovative solutions.
• Leverage storytelling abilities to effectively communicate the value proposition of solutions to customers and stakeholders.
• Change the approach to demos from feature functions to storytelling and problem-solving.

Ideal Candidate Profile

Strong storyteller, passionate about driving customer success through technology transformation, with a proven track record of helping traditional insurers modernise their operations and compete effectively in the digital age. Proven track record of strategic team building and leadership (teams of 10+).

• Deep Insurance domain knowledge:
• Solution consulting / advisory / presales.
• Experience selling core systems in an ISV and/or Consulting / SI environment.
• Ex-insurance industry practitioner who has pivoted into technology sales or consulting.
• Senior leadership role in transformation or strategy gained in-house within a prominent Insurer.
• Solid understanding of cloud and web-based technologies.
• Hands-on familiarity with implementing or configuring enterprise software
• Ability to navigate and address local nuances in different APAC markets, such as regulatory compliance in Australia and Japan, and rapid growth in India and other Asian markets.
• Strong Consulting skills across Business, Process and Enterprise Architecture.
• Strong executive presence and ability to engage with multiple C-Suite business stakeholders across long sales cycles.
• Deep technical credibility, able to engage clients CIO/CTO/COO as a peer.
• Passion for being involved in deal activity and driving sales success.
• Demonstrated ability to embrace AI as well as use data-driven insights to drive innovation, productivity, and continuous improvement.

Please apply via LinkedIn.