Regional Software Sales Consultant – Greater China
Job ID#: 23460
Country Hong Kong
Location(s): Hong Kong
Segment Risk & Financial Services
Business Area Risk Consulting & Software
Employment Status: Regular Full-Time
Minimum Education: Bachelors Degree
Minimum Experience: 6 years
The Company
The Towers Watson and Willis group of companies (the “Company” or “Willis Towers Watson”) is a leading global advisory, broking and solutions company that helps clients around the world turn risk into a path for growth. With roots dating to 1828, Willis Towers Watson has 39,000 employees in more than 120 territories. We design and deliver solutions that manage risk, optimize benefits, cultivate talent, and expand the power of capital to protect and strengthen institutions and individuals. Our unique perspective allows us to see the critical intersections between talent, assets and ideas — the dynamic formula that drives business performance.
Unlock your potential at Willis Towers Watson.
The Business
Risk Consulting & Software (RCS) is the largest line of business within the Risk & Financial Services business segment. RCS is primarily focused on the insurance sector; our clients include most of the leading global insurers, and leading domestic and multi-national insurers in China and Hong Kong.
Willis Towers Watson’s software solutions support insurance companies that require sophisticated and auditable financial modelling processes as they confront volatile markets and regulatory changes.Our software solutions underpin a variety of activities, ranging from asset-liability modelling and product pricing, to economic capital aggregation and allocation. Our software suite is being continually enhanced and developed so as to provide leading edge solutions for our clients.
RCS is also a leading provider of actuarial and management consulting services to the insurance sector; our consulting services are closely aligned with, and support, our software business.
The Role
This is an exciting opportunity for an individual to join a successful Global and Asia sales team. You will be selling our software products in the Greater China territory (China, Hong Kong and Taiwan) to a combination of existing users and new names.
The role will report to the Global Software Sales Manager based in London and to the local client relationship management teams in Willis Towers Watson’s Beijing, Shanghai and Hong Kong offices.
Willis Towers Watson Software Solutions
Willis Towers Watson is a market leader in the provision of actuarial projection and risk management solutions for life insurers and general insurers world wide. Our key software clients include:
* AEGON
* Allianz
* AXA
* Groupama
* HSBC
* ING
* Prudential
* Sumitomo
* Swiss Re
We are currently experiencing an increase in demand for our products from our clients to enable our clients to satisfy the requirements of new and emerging insurance sector regulations, and to achieve global best practices in the financial management of their business.
This role is in a new specialist software solutions role, to be based in either Hong Kong or Beijing, to sell our new solutions to clients in Greater China. The role will be supported by pre-sales technical support in the Asia region and from Europe. The role will receive further support from the local actuarial consulting teams who have established and long-standing relationships with the insurance sector in the target markets.
The Software Products
The team is responsible for the sales of the following products:
* Radar Base / Radar Live
* Radar Base provides management information to support insurers in their rate setting and business planning
* Radar Live allows insurers to capture all the elements of their pricing analysis and implement them directly to their point-of-sale rating engine to provide real time pricing.
* RiskAgility Economic Capital
* A new application built in the RiskAgility platform to aggregate data from all modelling solution in a company and provide group wide risk management analysis
* We have 9 large customers in the UK and one large customer in North America.
* RiskAgility Financial Modeller
* Financial modelling software for life insurers, released in 2014. Designed to be best- in-class, offering many new features and capabilities over and above current-generation systems.
* We have 20 users of our prior generation financial modelling software (MoSes) in the Greater China region.
* MoSes/RiskAgility HPC
* Provides better performance, reliability and scalability for MoSes and RiskAgility FM users using the Microsoft High Performance Computing grid solution.
* We released this product 4 years ago and have upgraded numerous users in the world to the product.
* Igloo Enterprise and related products
* An enterprise solution for non life companies already committed to Igloo models
These solutions comprise the Willis Towers Watson software solutions set for the risk management requirements of the global insurance industry.
Role Requirements
Your main responsibilities will be as follows:
People
* Build strong relationships internally and with client representatives
* Demonstrate natural ease and effectiveness when dealing with clients/colleagues at all levels
* Develop close relationships with the actuarial consulting teams in the Greater China offices
* Work in a team environment with the sales team, the other members of the pre-sales team, the software development teams, and with consulting teams engaged with prospective clients
* Work with the sales team and the consulting teams to create proposals based on the products to conform with prospective clients’ modelling requirements
* Ability to articulate in meetings, in written communications and in formal presentations, the overall Towers Watson proposition and specifically the features and benefits of our products.
Clients
* The assignment is to :
* Sell Radar Base and Radar Live to new name clients
* Sell RiskAgility Financial Modeller to new name clients
* Upgrade MoSes clients to MoSes HPC
* Upgrade existing MoSes users to RiskAgility Financial Modeller.
* Achieve or exceed licence sales targets
* Take a leadership role in developing and executing a sales strategy for the territory
* Take an active role in the overall client development plan for the major clients
* Developing and close an opportunities
Excellence
* Understanding of the pricing, risk management and valuation requirements of large insurers
* Understanding of the Microsoft product range and development road map
* Understanding of the Radar Live and RiskAgility architecture and development strategy
* Ability to communicate at all levels within the client and create a broad network of relationships across all elements of the client organisation
* Ability to articulate in meetings, in written communications and in formal presentations the Radar Base/Radar Live and RiskAgility strategy from a business point of view
* Ability to create business propositions based on Radar Base/Radar Live and RiskAgility to conform with the prospective client’s business and IT strategies.
* Ability to manage the virtual sales team:
* The actuarial pre-sales team
* The Radar Base/Radar Live and RiskAgility development team
* The Willis Towers Watson consulting teams engaged with the prospective clients
* Internal services, eg Finance and Legal
* Business partners in the RiskAgility program, eg Microsoft
* Ability to create and execute account development plans
* Capture emerging new requirements from the market and communicate these requirements to the relevant development teams
* Understanding of the functionality of the products
* Ability to demonstrate all products effectively and to present the capabilities of all products both formally and informally
The Requirements
* Educated to degree level
* Understanding of the modelling environment and of risk management in financial services, ideally in the insurance sector, but knowledge and experience gained in the banking sector would be relevant.
* Successful track record in selling complex technology solutions to the financial services industry.
* Ability to prospect in the territory to find client upgrade and new name opportunities
* Ability to create need in clients for our products
* Ability to relate to both users and technology clients at all levels within an organisation
* Experience of solution specification and/or delivery of mission-critical solutions within an insurance company or other financial services company
* Ability to communicate at all levels within the client-facing environment
* Fluent in English and Mandarin Chinese.
* Willingness to undertake travel in the region and globally