EMIL Group

• Strategic development of existing customers in the insurance market • Primary point of contact at management level • Ensure customers get maximum value from the EMIL Insurance Suite • Build and maintain long-term relationships with decision-makers at C-level and departmental levels • Strategically grow accounts with a focus on share of wallet • Position EMIL as a technology partner for insurers’ digital transformation • Regular executive meetings, business reviews and alignment of the joint roadmap • Identify upselling and cross-selling opportunities within existing customers • Close collaboration with Sales, Product and Customer Delivery • Proactive planning and management of contract renewals • Ensure high customer satisfaction and long-term partnerships • Develop and implement appropriate measures for churn prevention • Support customers during implementation and operation of the EMIL platform • Coordinate between customer, Delivery, Support and Product Management • Escalation management for critical issues • Develop reference customers, case studies and success stories • Support Marketing and Sales at events, with references and industry positioning • Systematic feedback of customer input to Product Management and Go-to-Market

• You provide prospective customers with proofs of concept and act as the primary point of contact before purchase and during implementation. • You quickly and successfully configure our SaaS solution for customers, explain how to use the product and its features, and ensure a smooth software go‑live. • You then support troubleshooting and respond to questions, laying the foundation for our customers' long‑term success. • You are responsible for project management and communication with all stakeholders, both internal and external; you meet regularly with the team and keep everyone informed. • When required, you document requirements, customizations and project progress.

• Actively support the entire sales process from needs analysis through the proposal phase to final demos and workshops • Translate complex requirements between business and technology • Analyze customer needs across business and IT • Develop customer-specific solution concepts based on the EMIL Insurance Suite • Prepare technical architecture proposals involving APIs, modules and peripheral systems • Design, prepare and deliver demos (live environment & use-case focused) • Conduct technical workshops (remote and on-site) for business and IT decision-makers • Support RFI/RFP processes with technical specifications • Produce feasibility analyses, architecture sketches and implementation recommendations • Coordinate closely with project teams, Customer Success and partners • Create technical pitch decks, functional and technical implementation concepts, architecture slides, scope attachments, etc. • Support onboarding activities

• Design and build core platform services for a cloud-native insurance system • Architect scalable, reliable microservices running on AWS container infrastructure • Design APIs, metadata models, and workflows that support complex insurance products • Help shape systems that are structured and versioned, enabling safe automation and future AI-assisted workflows • Use modern AI-assisted development tools to accelerate design, coding, and testing • Collaborate with Product, Customer Delivery, and Solution Architects to turn complex business requirements into robust platform capabilities • Review code and mentor other engineers, contributing to a culture of strong engineering fundamentals and continuous learning • Continuously improve our platform architecture, infrastructure, and developer productivity

• Translate high-level initiatives and requirements from Product Management into detailed, actionable technical requirements and crystal-clear acceptance criteria. • Improve and structure the product backlog in close coordination with the PM. • Support Behaviour-Driven Development (BDD) by deriving high-quality scenarios (e.g., in Gherkin syntax) directly from the requirements. • Own the "glossary" and domain terminology, structuring the internal knowledge base (Confluence). • Gather inputs from PMs, Designers, Devs & QA, converting them into clarified business logic. • Provide Developers and QA with specified logic and edge cases, returning prepared requirements to the PM for review.

• Take functional and strategic responsibility for one of the most business-critical areas of our platform: claims processes (Claims). • Develop a sustainable product strategy for the Claims area and own large product initiatives end-to-end. • Prioritize strategic topics across multiple quarters and apply product-management methods in a targeted, data-driven way. • Independently conduct complex discovery processes, including user research with claims experts, business stakeholders and operational teams. • Work closely with Engineering on architecture, system design, interfaces, data models and workflows.

• You develop a clear vision, translate company objectives into tangible product goals, and maintain a prioritized roadmap • You write clear user stories, keep the backlog well-organized, and ensure alignment with sprint and quarterly objectives • You conduct structured discovery, validate ideas and solutions, and derive decisions from the findings • You work closely with Engineering and QA to ensure features are delivered on time and with high quality — including test cases and release notes • You define success criteria, track usage and performance, and optimize based on measurable results • You communicate priorities, trade-offs, and progress clearly and transparently to Business, Operations, and Leadership • You incorporate the voice of the user into all decisions • You ensure tight collaboration between Developers, QA, Design, and Business stakeholders so everyone understands the focus and who is responsible for what • You shape our platform and process topics — from custom workflows and task management to notifications and permissions — ensuring these are tailored to the needs of insurers and MGAs

• You translate high-level initiatives and requirements from Product Management into detailed, actionable technical requirements and crystal-clear acceptance criteria. • In close coordination with the PM, you improve and structure the product backlog. • You support Behaviour-Driven Development (BDD) by deriving high-quality scenarios (e.g., in Gherkin syntax) directly from the requirements. • You own our "glossary" and domain terminology, structuring our internal knowledge base (Confluence) and maintaining guidelines, templates, user guides, change logs, and API documentation. • You gather inputs from PMs, Designers (mockups), Devs & QA, and convert them into clarified business logic. • You provide Developers and QA with specified logic and edge cases and return prepared requirements to the PM for review.

• As Sales Manager, you are responsible for closing contracts with new customers, particularly with mid-sized and large insurance companies. • You manage the entire sales funnel — from opportunity through needs analysis to contract signing — and act as a strategic sales professional with technical advisory expertise. • Conduct discovery calls, solution pitches, commercial negotiations and closing • Work closely with Presales, Product, Legal & Partners • Develop customized solution scenarios based on the EMIL Insurance Suite • Advise on business value, feasibility, ROI and IT integration • Support the creation of scope descriptions, pricing and contract models • Build and maintain your sales pipeline in the CRM system • Responsible for achieving targets, forecasting and deal planning • Use structured sales methodologies (e.g., MEDDIC, SPIN, Challenger) • Identify and manage all decision-making stakeholders (IT, business units, procurement, executive management) • Build trust and long-term relationships with key contacts • Analyze market and customer needs; support go-to-market strategy • Differentiate EMIL from competitors • Provide customer feedback to Product Development & Marketing

• Als Sales Manager bist du verantwortlich für den Abschluss von Verträgen mit Neukunden, insbesondere mit mittelgroßen und großen Versicherungsunternehmen. • Du steuerst den gesamten Sales Funnel – von der Opportunity über die Bedarfsanalyse bis zum Vertragsabschluss – und agierst als strategischer Vertriebsprofi mit technischer Beratungskompetenz. • Eigenverantwortliche Steuerung des gesamten Vertriebsprozesses • Durchführung von Discovery Calls, Solution-Pitches, Angebotsverhandlungen und Closing • Enge Zusammenarbeit mit Presales, Produkt, Legal & Partnern • Erarbeitung individueller Lösungsszenarien auf Basis der EMIL Insurance Suite • Beratung zu Business Value, Machbarkeit, ROI und IT-Integration • Unterstützung bei der Erstellung von Leistungsbeschreibungen, Preis- und Vertragsmodellen • Pipeline- und Forecast-Verantwortung • Aufbau und Pflege deiner Sales-Pipeline im CRM-System • Verantwortung für Zielerreichung, Forecasting und Abschlussplanung • Nutzung strukturierter Sales-Methoden (z. B. MEDDIC, SPIN, Challenger) • Identifikation und Steuerung aller kaufentscheidenden Stakeholder (IT, Fachbereich, Einkauf, Geschäftsführung) • Aufbau von Vertrauen und langfristigen Beziehungen zu Schlüsselkontakten • Analyse von Markt- und Kundenbedarfen, Unterstützung bei der Go-to-Market-Strategie • Rückkopplung von Kundenfeedback an Produktentwicklung & Marketing