Client Development Executive, Hi-Tech / Enterprise Services (Remote)

Sutherland is a digital transformation company focused on delivering exceptional experiences for both customers and employees. For over 30 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 pretty 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, and always have been, 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 those 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. Not surprisingly, we work with many clients who, like us, care deeply about customer experience, such as Amazon, Airbnb, T-Mobile, Goldman Sachs, Sony, Toyota, Disney, Netflix, Humana, and others.

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.

Drive business development efforts within our technology vertical across Sutherland’s suite of solutions and offerings.  The role will also entail a focused sales effort within our Enterprise offering across B2B support solutions.  This role will lead end-to-end sales pursuit, manage client relationships while collaborating with the broader org to bring forth the best of Sutherland to meet customers’ needs

DUTIES AND RESPONSIBILITIES   

1. Sales engagement: Driving end-to-end pursuit cycle

• Close new logo revenue across technology prospects
•  Identify/ create and qualify opportunities (sole sourced, RFPs). Shape and solution engagements in collaboration with subject matter experts as relevant
•  Develop and communicate compelling value propositions and advance sales conversations
• Drive pricing and MSA negotiations with clients as well as internal approvals to drive to closure

2. 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
• Work with vertical heads and a/c mgmt. teams in existing Sutherland a/c’s to ensure YoY rev growth
• Invest in social selling – own and Sutherland’s brand

3. Teaming: Collaborate to bring forth best of Sutherland

• Collaborate closely with solutioning studios / CoEs, delivery, vertical sales team, other horizontals incl. analytics, Sutherland labs, PSG team, as needed to build customized solutions for end clients

4. Expertise and knowledge management: Staying ahead of the curve

• Strong expertise within the technology vertical. 
• Familiarity in selling Enterprise business within the b2b segment.
• Track industry developments – implications of macro-economic moves, new business models, industry disruptors (regulations, new offerings, new players); track technology developments
• Track competitors – investments, footprint, new offerings; develop account-specific deep insights

5. 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

• Education: Bachelor’s degree, MBA preferred

• 8 - 10+ years of experience in business development with depth in the Hi-Tech and/or Enterprise Services industry

• Experience of selling digital transformation, customer experience focused services with hands-on experience of pursuing, shaping & closing $10M+ deals

• Experience and examples of engaging senior stakeholders on business problems and ability to match those with relevant service offerings

• Well networked, with strong references from key stakeholders (buyers, influencers) in F500 enterprises

• Experience in growing and sustaining long-term customer relationships

• Resourceful, understands and leverages “The-art-of-the-possible

• Proven track record of delivering excellence through informal experience

• Confident communication/ active listener with top tier skills in “telling the story” and facilitating conversation

• Will win “or die trying” attitude towards goals

• Top tier capacity for reasoning, logic, critical thinking & problem solving

• Looks to research, learn & understand on relevant topics

LOCATION:  Any city in the US with flexibility to travel

REPORTS TO:  VP, Head of Enterprise Vertical

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