Client Development Executive

Summary

Join Sutherland as a Client Development Executive and drive the sales of transformative business services and solutions to new clients. You will be responsible for developing and closing new business deals, managing client relationships, and collaborating with cross-functional teams. This role requires a deep understanding of the back-office automation and services marketplace and proven success in consultative selling and closing large deals. You will leverage your expertise in digital transformation and build trusted advisor relationships with C-suite executives. The ideal candidate will have 10+ years of relevant experience, a Bachelor's degree, and an MBA. You will play a significant role in building and maintaining relationships with new clients, serving as a guide and trusted advisor on their business transformation journey.

Requirements

• 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
• Bachelor’s degree, MBA

Responsibilities

• 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
• 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
• 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
• 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
• 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