Aptitude Software - Principal Solutions Consultant (Insurance)

About Aptitude Software At Aptitude, we’re building the future of enterprise finance around Fynapse, our AI-native Finance ERP. Fynapse gives complex organizations a modern finance engine built for speed, scale and AI. At its core is one unified ledger, bringing granular finance and business data together in real time with the control, traceability and performance enterprise finance demands. Designed to replace fragmented legacy architectures and reduce the complexity of finance transformation, Fynapse helps finance teams run autonomously, move faster and operate with greater clarity, from accounting and close through to reporting, transformation, financial intelligence and AI. Aptitude has a long history of solving complex finance challenges for some of the world’s largest organisations, including Lloyds Bank, T-Mobile, HubSpot and PayByPhone. Today, Fynapse brings that deep finance and accounting expertise into a new generation of Finance ERP, helping enterprizes modernise finance in weeks, not years, and create a trusted, audit-ready foundation for the next generation of finance. We’re building Fynapse with a team of finance, accounting, and technology specialists, in partnership with the Big Four, who believe enterprise finance can be fundamentally simpler, faster, and more intelligent. Whether you’re transforming finance or interested in helping us build what comes next, we’d love to hear from you. See what Fynapse can do for your business: https://fynapse.app/

Aptitude Software

Unlocking the power of the finance function

Specialist finance (CFO office) softwareAccounting hubscalculation engines and sub-ledgersFinance transformationFinancial insightcontrol and transparencyIFRS 17IFRS 16IFRS 15ASC 606

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A

fynapse.app

201-500 employees

Software Development

London, England

2008

Public Company

8.5k LinkedIn followers

• Operate across New Business, Account Management and Partner-led motions on the largest, most complex insurance pursuits.
• Co-own the commercial construct with the AE — deal shaping, multi-year commercial models, partner economics — carrying equal accountability for the commercial outcome, not just the technical one.
• Challenge commercial models, motion choices and deal-selection decisions at the most senior level, including where a deal shouldn't be pursued.
• Shape multi-year transformation roadmaps across the largest insurance installed-base accounts.
• Drive multi-use-case transformation demonstrations across the largest insurance carriers and set the standard for demo and POC approach that the wider pre-sales organisation follows.
• Co-own solution strategy (with the AE) for multi-region, multi-product insurance transformations — general insurance, life, reinsurance, claims, actuarial and finance consolidation — and shape the multi-year technical and architectural roadmap for strategic accounts.
• Maintain deep architectural understanding across the whole Fynapse platform, not just the insurance-relevant modules, so the roadmap conversation never boxes itself in.
• Set response strategy on the largest global insurance bids — agree win themes with the AE and Sales leadership, contribute to bid/no-bid decisions, and personally own the most complex architecture, security and regulatory (Solvency II, IFRS 17, data residency) sections.
• Build the reusable insurance bid content — architecture narratives, regulatory responses, reference answers — that the global organisation bids from, so good answers don't get rewritten from scratch every time.
• Set the value-selling standard for insurance deals: build reusable value frameworks and benchmark data specific to carriers' cost and risk drivers (close cycle cost, reconciliation effort, regulatory reporting cost, cost of delay).
• Co-own multi-year, multi-workstream business cases with the AE on the largest transformation programmes and personally defend them at board and C-suite level.

Required

• Codify MEDDPICC validation into repeatable standards used across regions and partners on insurance deals.
• Define the escalation thresholds and deal-risk signals Sales leadership uses to make stage and deal-selection calls.
• Act as senior product authority on deal health for the most complex insurance opportunities — expected to question qualification at any level, including with Sales leadership, and to have that assessment carry formal weight.
• Lead the pre-sales relationship with global GSIs and insurance-ecosystem partners (advisory, implementation, actuarial), orchestrating co-sell motions.
• Challenge partner and internal assumptions on the largest joint pursuits at executive level, including where a partner's qualification of a deal doesn't stand up.
• Set the standard for proactive partnering with Sales and Account Management on the most complex, highest-value insurance accounts — resourced deliberately, not reactively.
• Hold equal-footing conversations with senior AEs and AMs, including challenging their read on a deal, and be valued for doing so.
• Bring expert-level insurance financial-transformation knowledge — actuarial reporting, claims and reserving, reinsurance accounting, regulatory reporting — and apply it across the world's largest carriers.
• Influence the Fynapse product roadmap through insurance customer and market insight; represent Aptitude in insurance-sector executive forums and industry events.
• Define the category narrative for how Fynapse positions against insurance-specific alternatives and adjacent ecosystems, equip the field with the client-relevant "so what" for each differentiator, and personally handle the hardest competitive, commercial and roadmap objections in board-level settings.
• Co-own forecast confidence with the AE on the largest insurance deals — validate Sales, AM and partner-sourced pipeline accurately in CRM across long, complex cycles.
• Act as the senior pre-sales voice of truth: challenge commit calls at leadership level, define the deal-risk signals that trigger escalation, and be sought out for an unvarnished view.
• Set the handover standard for the most complex insurance programmes — align multi-year roadmap commitments with Delivery leadership.
• Intervene where a pursuit is creating delivery risk, or where scoping assumptions won't survive contact with implementation.
• Build durable executive relationships across insurance accounts and partners that persist beyond individual deals.
• Coach the wider organisation on stakeholder mapping and multi-threading in complex insurance buying groups.
• Insurance-first, platform-fluent. You go deep enough into a carrier's finance operating model to be credible with a Chief Actuary or Group CFO, and you can move that credibility across general insurance, life and reinsurance.
• Global, in person. Executive relationships in insurance are built face to face. Frequent international travel and executive-level presence are expected, not occasional.
• Sought out, not assigned. You're pulled into the largest insurance deals for judgment, not headcount — this is a force-multiplier role, not a staffing pool.
• Direct pre-sales, sales, consulting or delivery experience specifically in insurance (carrier-side or vendor-side).
• Deep, credible knowledge of insurance finance operations — actuarial reporting, claims and reserving, reinsurance accounting, and regulatory reporting under IFRS 17, US GAAP and Solvency II (or equivalent regimes).
• A track record of owning the technical side of the largest, most complex enterprise deals — jointly accountable for the commercial outcome, not just the demo.
• Expert-level financial-transformation and enterprise-architecture knowledge, applicable across the world's largest organisations.
• Fluent in MEDDPICC (or equivalent) as a qualification and deal-health discipline, with the standing to challenge Sales leadership on it.
• Experience leading or personally authoring complex, regulated RFP responses.
• Comfortable holding equal-footing, sometimes challenging, conversations with senior AEs, AMs and Sales leadership.
• A track record of executive-level stakeholder management, including board and C-suite business-case defence.

Preferred

• Experience with global GSI or ecosystem partner co-sell motions.
• Actuarial, accounting or insurance professional qualification (or equivalent practical depth).
• Experience shaping product or competitive strategy through customer and market insight and representing a vendor in industry forums.
• Aptitude Software has spent 50 years building financial software for large, complex enterprises — 100+ enterprise clients including T-Mobile, RBC, Transamerica, Chubb and Lloyds, across six countries, listed on AIM. Fynapse is our next-generation Finance ERP and the centre of our growth strategy, backed by advisory, implementation and co-sell relationships with all four of the Big Four.