Sr Manager Customer Solutions Insurance Japan
DXC Technology
JPN - TOKYOPosted 2 days agoDiscoveredMatch locked
Full time12+ years exp
Role Snapshot
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Division
: Insurance Software & BPS (ISB), Customer Solutions Group - APAC
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Market focus
: Japan
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Reports into
: APAC Customer Solutions (Pre-Sales) leadership
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Languages
: Business-level or native Japanese (JLPT N1 or equivalent) and good to fluent English
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Work model
: Office / work-from-home, with travel across Japan and the APAC region
What Makes This Role Distinctive
Four requirements sit at the heart of this position. Candidates should be able to evidence all four.
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Japanese insurance market knowledge
: Demonstrable knowledge of the Japanese insurance market landscape - carriers, distribution channels, product lines and operating models - together with a working understanding of the regulations that govern insurers in Japan.
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DXC insurance offerings
: The ability to rapidly understand, learn and demonstrate DXC's insurance offerings, including the DXC Assure SaaS solution and Smart Apps solutions, and to relate them credibly to client business outcomes.
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Language proficiency
: Business-level or native Japanese (JLPT N1 or equivalent) sufficient to lead discussions, demonstrations and negotiations with Japanese insurance company executives, combined with good to fluent English for daily collaboration with DXC's regional and global teams. Both languages are required; neither is optional.
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Independent, hands-on working style
: A self-starting, hands-on approach - able to work independently with minimal supervision, learn new solutions quickly, build and run demonstrations personally, and showcase them to clients with confidence.
Key Responsibilities
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Japan Market Expertise
: Act as the insurance industry expert for the Japan market (Life and/or P&C / General Insurance), applying an up-to-date understanding of the Japanese insurance landscape, distribution models, product constructs and the applicable regulatory environment - including FSA requirements and local data, privacy and reporting obligations - to shape solutions that are viable in-market.
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Solution Demonstration
: Understand, learn and confidently demonstrate DXC's insurance offerings, in particular the DXC Assure SaaS solution and the Smart Apps portfolio, running hands-on demos and end-to-end proofs of concept on packaged IT solutions built on DXC's IP, and tailoring each demonstration to the client's own business scenarios.
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Solution Development
: Develop and drive large and complex business solutions for targeted customers in Japan. Provide in-depth solutions based on specific customer needs, aligned to Japan's regulatory and market practices, and oversee the holistic solution from a business perspective - considering solution fitment, functional coverage, costs, contract terms, business conditions and the client's technical environment.
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Proposal Management
: Respond to RFPs, RFIs and proposals for Life and P&C / General Insurance companies in Japan, bringing an understanding of insurance business processes and principles across markets, and developing winning, differentiated responses.
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Client Engagement and Consultation
: Consult with the business leaders of insurance companies on the solutions offered by DXC and articulate their business value in Japanese to enable sales. Establish credibility with existing and prospective clients and cultivate trusted-advisor relationships with senior business and IT executives, demonstrating an understanding of the key business challenges in their markets and how DXC's technology-enabled solutions address them.
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Collaboration
: Work as the bridge between the client and DXC's regional and global Product and Delivery teams within the Insurance Software division, co-ordinating experts and SMEs to align the right solution to each opportunity.
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Leadership and Strategy
: Provide leadership and strategic guidance to pursuit teams throughout solution development to ensure alignment with overall DXC sales and client business strategy. Develop high-level operating strategies, solutions and benefit cases; analyse stakeholders, recognise prospect traits and determine how to influence decisions effectively.
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Solution Delivery and Win Strategy
: Deliver and sell the solution strategy and vision to senior client executives, ensuring the solution embodies DXC's win themes and key differentiators while meeting client expectations and requirements, giving DXC the best chance to compete and win.
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Market Feedback
: Provide structured feedback and inputs to the DXC product teams on Japan market requirements, regulatory change and shifting industry trends, so that the roadmap reflects local needs.
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Industry Research
: Research industry, market and IT services best practices, trends and alliances to ensure DXC's solutions and services continue to meet client needs. Leverage partner solutions where applicable and recommend new offerings, upgrades or augmentations that strengthen DXC's competitive position.
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Mentorship
: Act as a Subject Matter Expert resource and mentor for less experienced Sales Solutions personnel across the region.
Required Experience
- Twelve or more years of experience in business solutions, technical consulting or sales solutions.
- Experience working with the Japan insurance industry in one or more of the following: in IT, with hands-on experience designing, maintaining or analysing insurance core systems; in operations, with deep knowledge of insurance products, processes and practices; or in the technology industry supplying core insurance software to insurers in the Japan market.
- Experience working with solution and product portfolios. Familiarity and expertise with DXC's insurance IP solutions for Life and P&C insurers in the Japan market is highly desirable and will be preferred.
- A track record of developing winning sales solutions and proposals.
- Experience with technology products, services, competencies, solutions and offerings.
- Experience with business environments, business industries, and competitor products and services.
Required Skills and Competencies
- Strong verbal and written communication skills in both Japanese and English, with the ability to persuade through presentations, demonstrations and written material.
- Strong listening skills in Japanese, with the ability to articulate client needs back for solutioning.
- Strong selling and negotiation skills.
- Strong interpersonal and presentation skills for engaging team members and prospective clients up to Board level.
- Ability to work and lead in a team environment, including virtual teams spanning multiple countries and time zones.
- Ability to create and maintain formal and informal networks.
- Ability to publicly represent the company with internal and external clients.
- Ability to use own judgment and initiative in problem resolution.
- Ability to present ideas, goals, problems, outcomes and processes so that they are understood by a diverse audience.
- Ability to articulate and present the business value of DXC solutions, with a firm understanding of DXC's strategies and products relative to those of major competitors.
Qualifications
- Bachelor's degree, or an equivalent combination of education and experience.
- Preferred: Bachelor's degree in business, computer science, information technology or a related field.
- Preferred: professional insurance certification relevant to the Japan market.
Work Environment
- Office environment / work-from-home.
- Ability to travel at short notice, within Japan and across the APAC region.
- May require occasional evening or weekend work to support clients and colleagues across time zones.
DXC テクノロジーでは、コミュニティの強いつながりが成功への鍵であると考えています。 DXC のワークモデルは、対面でのコラボレーションを重視しつつ、社員の幸福度、生産性、個々の働き方、そして生活環境をサポートする柔軟性も提供しています。 DXC は、誰もが活躍できるインクルーシブな環境づくりに尽力しています。
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