AVP - CDE - Insurance

Sector Overview

Sutherland is a digital transformation company focused on delivering exceptional experiences for both customers and employees. For 38 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.

Role Overview

Sutherland Insurance is witnessing a stellar growth, with leading AI solutions bundled with BPO – creating the right mindshare with CXOs. The Client Development Executive role drives new logo acquisition across Life (Life, Annuity, Group Benefits and Retirement) and Property & Casualty (Personal & Commercial Lines) Insurance segments. This is a front-end, quota-carrying role responsible for originating, shaping, and closing new business with Insurance carriers.

Key Responsibilities

• Driving end-to-end pursuit cycle
• Consistently generate $3M of revenue from net new logos every year, before transitioning 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
• 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
• Client relationship management and networking: Forge 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
• For existing Sutherland accounts, work with vertical heads and account management teams to ensure year-over-year revenue growth
• Invest in social selling – own and 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, PSG team, as needed to build customized solutions for end clients
• Expertise and knowledge management: Stay ahead of the curve, track industry developments, track competitors, 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

Qualifications

• Education: Bachelor’s degree, MBA preferred
• 15+ years of experience in business development with depth in the Insurance industry
• Experience 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
• 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