Job description
Company Description
Sutherland has an exciting opportunity for an experienced Client Development Executive to join our Business Process Transformation (BPT) practice, to sell the full suite of Sutherland’s transformative business services and solutions into new logo organizations. A Client Development Executive (CDE) is responsible for developing and closing a targeted list of new logo business in their respective domains to meet assigned quotas. The CDE directs business development and sales activities with prospective clients and is accountable for the client relationship from deal conception to closing. Responsible for selling across the suite of services, including digital transformation, IT, customer engagement, and business process transformation services.
She/he also participates in the discreet handoff and subsequent evolution of the client relationship with the Client Partner. The CDE has demonstrated ability & track record to develop relationships with & sell to C-Suite Executives at scale players in the industry. The individual establishes and maintains consultative sales relationships within each prospective client organization at every level from the chief executive team to departmental managers. The individual Leverages his/her domain, technical, digital, and operational business knowledge to create demand and persuade prospective clients through the development and presentation of compelling value propositions and purchasing rationales. The individual leverages her/his domain, technical, digital, and operational business knowledge to create demand and persuade prospective clients through the development and presentation of compelling value propositions and purchasing rationales. Uses financial acumen to position a value proposition for client as well as financial soundness for the organization, making the client confident in their choice to grow with Sutherland.
CDE will thoroughly understand the prospective client’s business, both strategic and tactical, including themes and underlying issues, and will align Sutherland’s current and future capabilities to create client opportunity and solve business problems. The role will play a significant role in the business, building and maintaining relationships with new clients, serving as a “guide” and “trusted advisor” on their business transformation journey, and working across Sutherland’s various digital and core/legacy offering.
Job Description
Sales engagement: Driving end-to-end pursuit cycle. Consistently generate $3mil revenues from net new logos every year, before transitioning them over to the account management team to scale further
Identify/ create and qualify opportunities (sole sourced, RFPs); shape and solution engagements in collaboration with subject matter experts as relevant. Work with Enterprise customers in helping them get the most from their technology/business investments through positioning the appropriate support models.
Understand the competitive landscape in the BPT product support market and be able to participate in design/solutioning of support experiences based on market/customer requirements.
Originate, qualify, and close large / transformational services engagements spanning business process services, digital, consulting, IT services & analytics. Develop and communicate compelling value propositions, advance sales conversations. Drive pricing and MSA negotiations with clients as well as internal approvals to drive to closure.
Client relationship management and networking: Forging strong relationships – Build trusted advisor relationships and influential partnerships based on a strong foundation of business and technology expertise; build on top of and leverage existing client relationships from past work – Engage, develop relationships with and sell to c-suite executives at scale players in the industry –
Work with vertical heads and account management teams in existing Sutherland a/c’s to ensure YoY rev growth – Build a nuanced understanding of the customer’s environment and pain points; synthesize and share through the Sutherland organization so that appropriate value propositions can be crafted – Invest in social selling own and promote Sutherland’s brand
Teaming: Collaborate to bring forth best of Sutherland – Collaborate closely with solutioning studios / CoEs, delivery, vertical sales team, other horizontals incl. analytics, Sutherland labs, Technology (PSG) team, as needed to build customized solutions for end clients • Expertise and knowledge management: Staying ahead of the curve – Track industry developments, implications of macro-economic moves, new business models, industry disruptors (regulations, new offerings, new players); track technology developments –
Track competitor investments, footprint, new offerings; develop account-specific deep insights.
Sales operations – Develop and own sales plan for winning priority new accounts for Sutherland; review sales plan/ business pipeline with leadership to ensure target achievement.
Accountable for the client relationship from deal conception to closing.
Qualifications
• 10+ years of relevant experience in business development with high exposure to digital/transformation led sales engagements with top tier brands in the US • A deep knowledge of the Back-Office automation and services marketplace and the forces driving its current rapid evolution • Demonstrated ability to engage in consultative selling; listening to and building upon the needs of the customer, experienced at engaging senior stakeholders on business problems and ability to match those with relevant service offerings • Experience of selling large-sized deals with embedded digital/transformation opportunities, has hands-on experience of pursuing, shaping & closing $10M+ deals • Well networked, with strong references from key stakeholders (buyers, influencers) in F500 enterprises & top buyers within and adjacent to the industry. • Experience in growing and sustaining long-term customer relationships • Informed and articulate on key and emerging areas of digital transformation including design, data & analytics, automation, AI/ML, cloud, and high impact omnichannel technologies • An orchestrator that inspires, coordinates, and leads global, matrixed deal structuring teams and in multiple deal types including TCO, multi-tower, digital, consulting, managed services, etc. • True intellectual capability - the ability to understand, discern and synthesize complex business, technology and financial issues into real world strategies…a true “out-of-the-box” thinker with the intellectual horsepower to lead from the front; bringing the insights generated from market engaged back to the organization to help inform & shape our developing future offerings and strategies. • Top tier capacity for reasoning, logic, critical thinking & problem solving; Looks to research, learn & understand on relevant topics • Resourceful, understands and leverages “The-art-of-the-possible” • Role model for the highest standards of Integrity & Ethics & Alignment to Sutherland’s Values and Winning Behaviors • Confident communication/ active listener with top tier skills in “telling the story” and facilitating conversation • Demonstrates a high ‘Will-to-Win’ attitude towards targets & goals •
Education: Bachelor’s degree, MBA
Additional Information
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EEOC and Veteran Documentation
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