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Cyber Business Lead

Company: Risk Management Solutions (RMS)
Location: Hoboken
Posted on: June 3, 2018

Job Description:

Introduction:RMS is the worlds leading catastrophe risk modeling company, and the only one of its kind delivering a global suite of catastrophe models within a rich ecosystem incorporating all sources of risk. RMS is at the vanguard of, and has played a key role in pioneering catastrophe risk modeling, and could be considered the first insurtech company.RMS solutions aid insurers, trading companies, financial markets, corporations, and public agencies in evaluating and managing risk throughout the world by providing the most comprehensive and data-driven approach to risk modeling, data science, and analytics technology. Through delivering comprehensive models, data, and risk management solutions on the RMS(one)-- platform, RMS has transformed how the world understands and quantifies risk stemming from natural catastrophes (hurricanes, earthquakes, floods, terrorism, and pandemics) through open, real-time exposure and risk management.A global company with more than 400 clients worldwide, RMS clients trust their models and SaaS solutions to better understand and manage risks. Premier RMS clients include top global insurers such as Allianz, AIG, Tokio Marine, Chubb and Travelers; top global brokers such as Marsh, Willis and Aon; and top global reinsurers such as Munich Re, and Lloyds of London.RMS has shifted from a slow-growth market-share leader in a maturing market, to a high-growth disruptor in a dynamic $1 trillion risk and insurance industry. Because of this high-growth transition, several initiatives have yielded these results: Boosted the velocity of decision-making by delivering solutions instead of selling products; Converted the culture from an internal focus to an external one that established client relationships as the core to developing business; Delivered consistent over-the-top customer satisfaction based on the belief that goals can be achieved through a polished referral program stemming from a highly satisfied customer base;Focused on one main thought to be the bestsystematically operating under this guiding principle based on responsible decision-making and ethical behavior in its every day operations. RMS clients include nearly all the leading global re/insurance companies. In building a diverse global list of customers, a significant portion of revenues from customers are located in Europe, Asia and Latin America. Over the longer term, RMS will grow its business through upgrading its programs and adding new countries to existing models. In turn, this creates further value for its current and potential new customers in the global insurance and financial services sector.To manage even the most extreme events, RMS thinks the unthinkable. Applying scientific and objective measurement of risk, RMS facilitates the efficient flow of capital needed to insure, manage, and ultimately mitigate risks and reduce the consequences of disasters, promote resilient societies and contribute to a sustainable global economy.Our Founder started RMS in 1989 at Stanford University. Headquartered in Silicon Valley, RMS is privately held and operates in 11 offices worldwide, staffing approximately 1100 employees.In 1998, RMS was acquired by, and now operates as a wholly owned subsidiary of Daily Mail and General Trust plc (DMGT). DMGT manages a balanced multinational portfolio of entrepreneurial companies (almost --2bn in revenues) that provide a diverse range of businesses and consumers with compelling information, analysis, insight, news and entertainment.Position Overview:This new role offers an exciting opportunity for the right individual to leverage their entrepreneurial drive to achieve an oversized impact on an entire industry by being the face of RMS to many of our largest clients. By building strong relationships, and applying a combination of complex problem-solving with a true service mentality, you will have the opportunity uncover and catalyze the right series of solutions to meet the clients needs. The decisions made by the person in this role, will directly influence the future of not only some of the most prominent insurers in the world, but cities -and even countries- for decades to come.As a leader at RMS, you will have the opportunity to be entrepreneurial and innovative in bringing our industry leading data, analytics and service solutions to customers. You will map market drivers, customer needs and aspirations and create a compelling buying vision. This strategic consultative role will own pre-sales and work closely with the sales team to understand customer needs and explain how our managed services solutions will deliver the expected valueKey Accountabilities & DeliverablesLead the conception, design, development, and delivery of new solo and bundled service offerings into the insurance supply chain (e.g. submission as a service) with a particular emphasis on underwriting. This will require very close collaboration with the managed service operational leadership in India and the other solution offerings; Underwriting Segment, Data, Cyber, Software, Models.Identify, target, develop and convert new opportunities in close collaboration with business development organization.Drive and increase the likelihood of conversion of existing pipeline of opportunities in close collaboration with business development organization.In market pre-sales leader focused on bringing the value of RMSs managed services to life through collateral, proof points, presentations, quantification of value metrics, process impact visualization, etc. with customers and prospects. Develop a domestic and off shore global pre-sales organization with strong insurance domain expertise and the ability to explain how managed services can improve key customer metrics.Increase managed services revenue according to company and segment objectives.Devise thoughtful targeting by customer type, segment characteristics, profile of the customers of our clients, geography, customer performance, process or business area, and product line.Develop impactful partnerships in channels, technology, data and services that enhance our offering, develop leads, and/or increase the likelihood of deal closure.Lead the development of messaging, positioning, and value propositions specific to customer types or segments and the services being provided.Own and manage all key stakeholder relationships throughout client lifecycle.Essential Experience Required:--Proven successful track record in quota carrying role leading and closing > $500k complex solutions sales, with either a computer software, risk or analytical productProven ability to forecast and close business to plan on a quarterly cycleAbility to defend price by demonstrating value; must have strong ability to understand, negotiate and sell valueCommercial success in exploring and evaluating complex key client issues from a broad perspectiveExperience successfully building relationships and influencing the influencers within companies and industry groups of all types, including significant interaction at C-LevelDesirable:Solid understanding of RMS's business and productsAn advanced degree in a quantitative or scientific field/ Masters / MBA is preferred but not essential for candidates with proven familiarity & comfort with advanced analytical, mathematical and statistical conceptsExperience selling into the insurance or reinsurance markets, though this is not essentialAdditional language skills: French, Italian, German, Japanese, or Spanish, would be preferredTravel40% requiredLocationHoboken, NJAbout RMS:Theres a 5% chance that a hurricane will cause $60 billion of insured losses next year and a 1% chance an earthquake will cause $50 billion of insured loss in the next 12 months. At RMS, we build the simulation models that allow insurers and investors to understand portfolio risks due to catastrophes: natural catastrophes (hurricane, earthquake, flood), terrorism, pandemic, and changes in life expectancy.We are one of the most exciting companies youve probably never heard of, unless youre one of our hundreds of clients in the (re)insurance, banking or hedge fund sector. We lead an industry we helped pioneer and ultimately our work makes a true impact on the world at large. How we understand and manage risk affects everybody and our passion is nothing less than creating a more resilient world through a better understanding of catastrophic events.We are evolving our vision by delivering future solutions in the cloud, our cutting edge risk management platform RMS(one) for the global risk market. RMS(one) will create a holistic and integrated view across the enterprise with one platform for all models, all points of view, and all data. All will be run as equal partners on RMS(one).RMS has 1,100 employees in 11 countries, including offices in Newark (CA-USA), Noida (India), London (UK), Hoboken (NJ-USA), and Zurich (Switzerland).To find out more, visit www.rms.com Or follow us on Facebook, LinkedIn or @rmsjobs on Twitter.RMS is proud to be an equal opportunity employerRMS is enrolled in E-Verify-- and will be participating in E-Verify in addition to our Form I-9 process. www.dhs.gov/E-VerifyRMS does not accept unsolicited agency resumes and will not responsible for the payment of placement fees related to unsolicited resumes submitted to open positions, job aliases, or to our employees.

Keywords: Risk Management Solutions (RMS), Hoboken, Cyber Business Lead, Other, Hoboken, New Jersey

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