Vice President - Client Development Executive (Finance & Accounting)

Sutherland is a digital transformation company focused on delivering exceptional experiences for both customers and employees. For 36 years, we have been entrusted with caring for our clients’ customers - a responsibility we believe we should earn every day. We are dedicated to making those experiences as delightful as possible - instantaneous, relevant, predictive, and frictionless. As an early pioneer in robotic automation, we added to our core through steady investment and acquiring key capabilities. Our design capabilities marry human insight, design- thinking, and process engineering. To make these designs come to life as envisioned by our designers, we employ the latest in robotic automation, conversational AI techniques with a range of AI-ML enhanced products and cloud-based platforms.

We believe that the best relationships come from trust and value. In addition to delivering exceptionally engineered experiences, we help our clients improve their productivity, reduce costs, enhance customer loyalty, build additional revenues, reduce time-to-market, and efficiently enter new markets. We also stand by our results. Sixty-one percent of our business is outcome based, ensuring our success is clearly tied to our clients’ success. We think that is simple for our clients to understand, and it adds to trust and transparency. Today, over 60 percent of our revenues come from clients with us for more than 11 years. Forty percent of our revenues come from Fortune-50, and 56 percent from Fortune-500 clients.

Though we have a rich history, our sights are anchored deeply in the future. We are optimistic about the benefits industry and society will see as human–machine collaboration continues to enhance what people can do. Our offerings deliver on this whether they are Sutherland Anywhere, enabling a secure remote work environment or Sutherland Connect, delivering data- rich, omni-channel services. Our deep product and platform expertise is trained on solving human problems before they emerge, and on how we wrap services around them - hiring, training, performance, security and more - to solve problems for our clients from end to end.  We work with clients across industries, including Banking, Financial Services and Insurance, Healthcare, Retail, Telecommunications, Media & Entertainment, and Technology, as well as Travel, Hospitality and Logistics.

Our digital backbone spans 144 countries around the world, with 61 delivery centers across 19 countries, handling over 43 million transactions a month for approximately 70 clients. We are a team of 38,000 global professionals, operationally effective, culturally meshed, and committed to our clients and to one another. We call it One Sutherland.

Sutherland Healthcare Solutions is a leading provider of Health Information Management, Revenue Cycle Management and Healthcare Customer support solutions to the healthcare industry. Our solutions encompass a comprehensive suite of platform enabled back-office and front office services that span the Provider, Payer, and Healthcare IT sub verticals.

We collaborate with healthcare providers and payers utilizing a unique and flexible blended shore approach. Our solutions are focused on increasing the operating margins and cash flow generation of our healthcare clients by deploying efficient business processes, proprietary re-engineering methodologies and technology enabled automation.

Sutherland has an exciting opportunity for an experienced Client Development Executive - Finance & Accounting (Hunter / New Logos) to join our Digital Business Services (DBS) 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 domain 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.

The 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.

DUTIES AND RESPONSIBILITIES
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.

• 12+ years of relevant experience in business development with high exposure to Expertise in Finance & Accounting 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

All your information will be kept confidential according to EEO guidelines.

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