Client Partner / AVP – Hunter & Farmer (Insurance Domain)

Delan Associates, Inc; Town of Hartford (NY); Hybrid; USD 162,000 - 219,000; Full time

Job summary

Delan Associates, Inc. is seeking a Client Partner / AVP in the New York/Hartford area to lead hunter and farmer activities in the Insurance domain.

You will own end-to-end new logo acquisition, build market-entry strategies, and manage multi-service engagements with CIOs and IT leaders. The role requires 12+ years of experience, a strong insurance background, and a proven ability to close enterprise deals while maintaining a healthy pipeline and precise CRM forecasting.

Qualifications

• Experience in IT consulting / professional services sales with a focus on new logo hunting.
• Proven track record of opening doors, building pipeline from scratch, and closing enterprise deals.
• Deep understanding of IT services, consulting models, and project-based engagements.
• Exceptional executive-level communication, negotiation, and storytelling skills.
• Experience selling to CxOs and senior decision-makers.
• Strong experience using CRM systems for pipeline management, forecasting, and reporting.

Responsibilities

• Own end-to-end new logo acquisition, including prospecting, cold outreach, executive networking, deal qualification, negotiation, and closure.
• Build and execute a market-entry and hunting strategy for targeted accounts.
• Consistently generate net-new pipeline and close high-value consulting and services engagements.
• Drive revenue growth by penetrating whitespace within existing strategic accounts.
• Lead large, complex deal cycles involving multi-service offerings, RFPs, and enterprise stakeholders.
• Establish trusted-advisor relationships with CIOs, CTOs, IT Directors, and Procurement leaders.
• Partner with presales, delivery, and leadership teams to craft compelling value-based proposals.
• Own pricing strategy, commercial negotiations, and contract closures.

Skills

New logo hunting

Enterprise sales

CRM proficiency

Executive communication

Negotiation

Deal closing

IT services knowledge

Pipeline management

Education

Bachelor's degree (Business/Marketing/Technology)

Tools

CRM systems

Job description

Role: Client Partner / AVP - Hunter & Farmer (Insurance Domain)

Experience: Overall Min 12+ years

Location: New York/Hartford area

Salary: $190K/Annum (Only USC / GC)

Note : Looking for someone from Insurance Domain (Mandatory)

Role Core Responsibilities (Hunting-Led)

• Own end-to-end new logo acquisition, including prospecting, cold outreach, executive networking, deal qualification, negotiation, and closure.
• Build and execute a market-entry and hunting strategy for targeted accounts.
• Consistently generate net-new pipeline and close high-value consulting and services engagements.
• Drive revenue growth by penetrating whitespace within existing strategic accounts.
• Lead large, complex deal cycles involving multi-service offerings, RFPs, and enterprise stakeholders.
• Establish trusted-advisor relationships with CIOs, CTOs, IT Directors, and Procurement leaders.
• Partner with presales, delivery, and leadership teams to craft compelling value-based proposals.
• Own pricing strategy, commercial negotiations, and contract closures.

Revenue & Performance Accountability

• Achieve and exceed quarterly and annual new-business revenue targets.
• Maintain a robust, predictable pipeline with clear coverage ratios.
• Ensure disciplined CRM hygiene, forecasting accuracy, and deal governance.
• Take full ownership of revenue outcomes-no dependency on inbound leads.

Required Experience & Profile

• 7-15 years of experience in IT consulting / professional services sales with a strong emphasis on new logo hunting.
• Proven track record of opening doors, building pipeline from scratch, and closing enterprise deals.
• Deep understanding of IT services, consulting models, and project-based / managed engagements.
• Exceptional executive-level communication, negotiation, and storytelling skills.
• Demonstrated ability to sell to CxOs and senior decision-makers.
• Strong experience using CRM systems for pipeline management, forecasting, and reporting.
• Highly competitive, target-obsessed, resilient, and comfortable operating in a high-pressure sales environment.

Preferred Qualifications

• Bachelor's degree in Business, Marketing, Technology, or related field.
• Strong exposure to Application Development, Digital Transformation, Automation, Cloud, or Data services.
• Experience selling multi-million-dollar IT services engagements is a strong plus.