Jonathan Rusby

Energizer
DISC Type : I

Sales Director at INSTANDA

United Kingdom

Overview

Jonathan Rusby is a Sales Director at INSTANDA, focused on transforming the insurance industry with innovative software solutions. An ACII qualified professional, he has a strong background in insurtech from leadership roles at Sapiens and Pegasystems, where he helped insurers innovate with world-class technology.

Outside of work, Jonathan is a passionate sports enthusiast. He is a member of the Surrey County Cricket Club and a lifelong, dedicated supporter of the Crystal Palace Football Club, reflecting a deep appreciation for both cricket and football.

He has a balanced perspective on the industry, having worked both directly for insurers and for software suppliers.

Personality Overview

Believer

Imaginative

Enthusiastic

They are not always early adopters but can be pursuaded by leveraging strong relationships.  They are people oriented, friendly and like creating new connections. Unlike C or D types, they are vocal with their opinions but not so much with their questions.

Topics They Care About

Insurance Transformation
His entire career focus is on helping insurance organizations innovate and transform their operations through technology.
AI in Insurtech
Actively shares content about leveraging AI, ML, and GenAI to future-proof insurance platforms and automate business processes.
Digital Customer Experience
Emphasizes the importance of the "experience economy" and using technology to build lasting relationships with insurance customers.

Media Appearances

INSTANDA Strengthens Sales Leadership for Insurer Agility. Featured in INSTANDA News

See Now

INSTANDA and Process Factory Enter a Collaboration With the Ambition to Empower Nordic Insurers and MGAs to Innovate Faster. Featured in FF News

See Now

Work History

12-2024
Sales Director at INSTANDA
9-2023 - 12-2024
Regional Sales Director at Sapiens
10-2021 - 9-2023
Director, Insurance UKI at Pegasystems at Pegasystems
2-2020 - 10-2021
Sales Leader at Pegasystems
3-2018 - 2-2020
Chief Commercial Officer at REG (UK) Ltd

Education

1990 - 1993
ACII from Chartered Insurance Institute

More Information

Social Presence :

Prographics :

Exp : 9 Location : United Kingdom Job Level : Mid-senior Designation : Sales Director at INSTANDA
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Insights For Selling To Jonathan

During A Call Or A Meeting

DO's

  • Do some small talk, ask them how things are going on their side
  • Use phrases like ‘people will love’, ‘massive impact’ etc.
  • Invite them for a lunch or a drink/coffee

DONT's

  • Don’t assume a yes just because they have not said no
  • Don’t push them to make a decision too fast, let them get comfortable first
  • Avoid cutting into their flow

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Jonathan is

  • Relationship and trust can be vital with them, sometimes more than anything else.
  • Will you ever get a clear answer from Jonathan

  • They are unlikely to say no directly, you have to make that decision yourself.

Insights For Deal Planning

    How fast (or slow) will Jonathan move?

  • They are not the fastest decision makers, their friendly approach can give false positive signals.
  • Can Jonathan take some risk or not?

  • They may take certain risks that they deem unlikely of personal repercussions.

You And Jonathan

Personality Compatibility


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