Client Development Executive

Summary

Join Sutherland Global’s Travel, Transportation, Hospitality & Retail (TTHL) practice as a Client Development Executive and spearhead growth by selling Sutherland’s business services and solutions to new retail organizations. You will be responsible for developing new logo revenues through relationship building and quality delivery, interacting with senior-level clients, and leading complex engagements. The ideal candidate is passionate about developing new client relationships and presenting innovative strategies. This role requires significant experience in new logo business development and deep travel domain expertise. You will be accountable for the client relationship from deal conception to closing and will leverage financial acumen to build a strong value proposition for both the client and Sutherland.

Requirements

• 10+ years of experience in new logo business development for $3-5M ACV entry point accounts; proven track record of achieving multimillion-dollar sales targets
• Deep and broad Travel domain expertise and industry experience
• Proven track record of building relationships of trust with new clients at the highest levels in an organization, as well as expanding beyond the initial client to grow the company’s footprint and secure winning client references
• Can craft a story around digital transformation, IT, customer engagement and business process transformation services in the context of the client’s business strategy.  Must be able to develop a transformative roadmap for the client that addresses their complex problems and needs
• Experience assessing large complex global organizations, identifying, prioritizing and pursuing large TAM fields of play with transformative digitally enabled domain-led, outcome-based business process and/or business process as a service (BPAAS) solutions
• Experience selling across multiple towers of an organization; including CEO, COO, CIO, CDO, CMO, CFO, CPO organizations
• Business Process and/or IT Services sector expertise with applied experience selling solutions centered around customer experience, finance & accounting, AI/ML solutions and IT services
• Industry sector expertise with a deep understanding of core business functions and technologies; and the ability to assess a current state versus a future state business architecture, while building a value proposition and business case to transform and deliver client business outcomes
• Commercial experience, acumen and creativity in helping clients shift from per unit cost pricing models to outcome-based transactional and TCO based models
• Experience in building and executing an individual sales plan, which includes revenue forecasting, strategic account planning with action plan
• Experience leveraging strategic selling and account planning tools, such as Korn Ferry Blue and Gold Sheets
• Knowledge and understanding of the analyst and advisor community
• An orchestrator who inspires, coordinates and leads global, matrixed deal structuring teams in multiple deal types, including TCO, multi-tower, digital, consulting, managed services, etc
• Confident communicator and active listener with top tier skills in “telling the story” and facilitating conversation
• Strong references from key stakeholders (influencers, buyers) with global players
• Bachelor’s degree, MBA

Responsibilities

• Direct business development and sales activities with new relationships within a set of base accounts
• Build new business with 3-5 Travel base accounts, generating $3-5M of revenue annually
• Establish and maintain consultative sales relationships within each prospective client organization and constantly look to meet new buyers within our clients’ organization
• Identify opportunities to offer value through our new strategic services
• Thoroughly understand the client’s business, both strategic and tactical, including themes and underlying issues, and align Sutherland’s current and future capabilities to create client opportunities and solve business problems
• Sell across the suite of services, including digital transformation, IT, customer engagement, and business process transformation services
• Leverage the Travel domain expertise, technical, digital and operational knowledge to create demand and persuade prospective clients through the development and presentation of compelling value propositions and purchasing rationales
• Accountable for the client relationship from deal conception to closing
• Use financial acumen to position a value proposition for the client, as well as financial soundness for the organization, making the client confident in their choice to grow with Sutherland