Sales Engineer - ISO
Description -----------
The Sales Engineer serves as a trusted pre-sales advisor who helps insurance carriers, government agencies and Third Party Administrators (TPA’s) evaluate, validate, and adopt Verisk anti-fraud solutions. Working closely with Sales and client stakeholders across SIU, Claims, Analytics, and Technology, this role leads discovery, solution applicability, product demonstrations, proof-of-value engagements, and technical validation throughout the sales cycle. The Sales Engineer translates business challenges into solution recommendations, communicates value to technical and executive audiences, and supports a seamless transition from sale to implementation.
Responsibilities ----------------
- Lead client discovery to understand fraud, claims, operational, data, and technology needs.
- Design and position solutions that align client priorities with Verisk capabilities and business outcomes.
- Deliver tailored product demonstrations, solution workshops, technical discussions, and executive presentations.
- Define and support pilots, proofs of concept, and value assessments, including objectives, data requirements, success measures, findings, and next steps.
- Support RFPs, technical questionnaires, proposals, solution scope, and objection handling.
- Partner with Product, Data Science, Operations, Development, Legal, and implementation teams to advance opportunities and address risks.
- Provide structured client, product and market feedback to support product readiness and future enhancements.
- Document solution decisions, assumptions, risks, and commitments, and facilitate an effective handoff to implementation and client success teams.
What Success Looks Like:
- Client needs are converted into clear solution requirements, use cases, and measurable success criteria.
- Demonstrations and presentations are tailored to each audience and connect product capabilities to business outcomes.
- Pilots, proofs of concept, and value assessments are well scoped, supported by relevant data, and designed to inform a buying decision.
- Sales opportunities progress with clear technical validation, documented risks, and strong alignment across the client and internal teams.
- Closed opportunities transition cleanly to implementation and client delivery teams with agreed scope, assumptions, and success measures.
Qualifications --------------
- Bachelor's degree or equivalent professional experience.
- 6+ years of experience in insurance claims, SIU or fraud investigation, fraud analytics, insurance technology, consulting, sales engineering, or a related field.
- Strong understanding of claims and fraud workflows, suspicious activity indicators, operational KPIs, and the practical use of analytics.
- Experience leading discovery, translating needs into solution requirements, and connecting capabilities to measurable outcomes.
- Experience delivering product demonstrations, workshops, technical presentations, or executive briefings.
- Excellent consultative communication, presentation, facilitation, and written communication skills.
- Ability to manage multiple sales opportunities and collaborate effectively across business and technical teams.
- Proficiency in Microsoft PowerPoint and Excel.
- Ability to travel regularly, occasionally up to approximately 30%-50%.
Preferred Qualifications
- Experience in a Sales Engineer, Solutions Consultant, Pre-Sales Consultant, or similar client-facing technical sales role.
- Insurance carrier or insurance technology vendor experience.
- Experience with SIU operations, government investigations, advanced fraud analytics, pilots, proofs of concept, RFPs, or large-scale implementations.
- Familiarity with Verisk ISO solutions such as ClaimSearch, scoring solutions, Research Hub, and Digital Media Forensics.
- Working knowledge of data integration concepts, APIs, file-based data exchange, data quality, security reviews, and enterprise technology environments.
- Industry certifications or memberships such as CPCU, ARM, CFE, or FCLA.
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About Jornaya
Jornaya is a consumer journey insight platform.