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Principal/Lead Solution Engineer - Insurance



Multiple locations
Posted on Monday, November 20, 2023

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We’re Salesforce, the Customer Company, inspiring the future of business with AI+ Data +CRM. Leading with our core values, we help companies across every industry blaze new trails and connect with customers in a whole new way. And, we empower you to be a Trailblazer, too — driving your performance and career growth, charting new paths, and improving the state of the world. If you believe in business as the greatest platform for change and in companies doing well and doing good – you’ve come to the right place.

Lead Solutions Engineer - Insurance Salesforce Industries | India

Salesforce Industries is hiring an experienced Solutions Engineer to help sell our Insurance Verticals Industry Applications. Our Lead Solutions Engineers are deep product and industry experts who are teamed with our account executives to develop sales strategies and solutions that address customer needs in new and existing accounts. This is an outstanding opportunity for an expert Solutions Engineer to work with our outstanding Financial Services customers in crafting ground-breaking customer engagement roadmaps demonstrating the Salesforce applications and platform in Mumbai/Delhi, India!

This role will interact primarily with Fortune 1000 (Enterprise) clients and will require effective communication skills, the ability to deliver dynamic software demonstrations and confident knowledge of the related industry processes and best practices. This role requires you to be experienced and comfortable working with deals of all sizes and interacting with levels ranging from individual contributors to CEOs of large corporations. Primary responsibilities include:

  • Providing pre-sales in a teaming environment

  • Articulating the Salesforce Industries for Insurance value proposition and vision to our prospects and customers in our Insurance vertical.

  • Understand customer needs through the detailed discovery of their industry business processes to identify value and challenges that can be addressed with the Salesforce Industries platform

  • Configuring and presenting software demonstrations that are both functionally compelling and most importantly, relevant to the specific business processes of interest to the customer/prospect

  • Developing technical peer relationships in key accounts

  • Prior experience working with Salesforce, Salesforce Industries[Vlocity], Siebel/Pega Industry Applications or other Insurance-specific applications is preferred, along with deep industry expertise in the target vertical of Insurance.

Additional Responsibilities & Expectations

  • Develop high-quality presentations, proposals, and software demonstrations for a specific customer/prospect.

  • Work with the sales team to build, manage and maintain customer relationships.

  • Work closely with the Sales Director and Director of Solution Consulting to prioritise opportunities

  • Be responsible for the 'technical win' by providing functionally compelling and relevant demonstrations.

  • Provide customer feedback to the product management and engineering teams to capture new customer requirements and enhancements.

  • Lead and collaborate with interdisciplinary project teams.

  • Provide recommendations for overcoming technical sales objections.

  • Bias to making those around you successful; you are comfortable working as a team player and a mentor in a fast-growing organisation

  • Contribute to building a positive, can-do, high-performance culture.

  • Demonstrate a proven track record of successful delivery of customer projects, preferably enterprise CRM implementations.

  • Degree or equivalent relevant experience required. Experience will be evaluated based on the core proficiencies or the role (e.g. extracurricular leadership roles, military experience, volunteer roles, work experience, etc.)


  • 8-12+ years of industry software sales consulting

  • Proven success as a solutions consultant at other software companies

  • Insurance Industry domain experience in Insurance is required.

  • Experience working in a fast-moving, agile company and sales team

  • Experience configuring and demonstrating the Salesforce Cloud Apps, or a similar leading CRM application is preferred.

  • Experience in the Indian market is preferred


  • Strong understanding of modern systems architecture, including on-premise and Cloud-based systems

  • Expert knowledge of the complete sales lifecycle with extensive experience responding to sales RFIs / RFPs and configuring software demos at very high levels of quality

  • Capability to translate business requirements into compelling software demonstrations

  • Technical proficiency with salesforce configuration and components and experience in demonstrating Customer engagement solutions, understanding and drive use cases, and customer journeys, ability to draw ‘Day in life of’ across different LOBs in the financial services industry

  • Familiarity with modern web and mobile front-end systems, including the tools, processes, and technologies behind a company’s digital strategy (for example, Angular, CSS, and JavaScript)

  • Excellent presentation, demonstration, communication, and teamwork skills

  • A high degree of confidence in presenting software demos and leading technical pre-sales discussions


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