AVP - CDE, Manufacturing

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.

As an early pioneer in robotic automation, we expanded our core through steady investment and acquiring key capabilities. Our design capabilities marry human insight, design-thinking, and process engineering. To bring these designs to life, we employ the latest in robotic automation, conversational AI, AI-ML enhanced products, and cloud-based platforms. We believe the best relationships come from trust and value. In addition to delivering exceptionally engineered experiences, we help our clients improve productivity, reduce costs, enhance customer loyalty, build additional revenues, reduce time-to-market, and efficiently enter new markets. We stand by our results: 61% of our business is outcome-based, ensuring our success is tied to our clients’ success.

Today, over 60% of our revenues come from clients with us for more than 11 years. Forty percent of our revenues come from Fortune-50, and 56% from Fortune-500 clients. Our offerings include Sutherland Anywhere, enabling a secure remote work environment, and Sutherland Connect, delivering data-rich, omni-channel services. Our deep product and platform expertise focuses on solving human problems before they emerge, wrapping services around them—hiring, training, performance, security, and more—to solve problems for our clients end-to-end.

We work with clients across industries, including Banking, Financial Services and Insurance, Healthcare, Retail, Telecommunications, Media & Entertainment, Technology, Travel, Hospitality, and Logistics. Our digital backbone spans 144 countries, 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.

About the role

The Client Development Executive (CDE) is responsible for selling Sutherland offerings to new-logo Manufacturing accounts where Sutherland presently has no relationships. The CDE drives new-logo revenues through relationship development, quality delivery, and execution of all engagements that drive organic growth and strong relationships. This individual manages new revenue development and can lead complex, multi-dimensional engagements combining digital, consulting, and large technology deployments.

Responsibilities

• Direct business development and sales activities with new relationships within a set of base accounts.
• Build and maintain a pipeline of 5X of in-year revenue target.
• Identify and pursue opportunities equating to a $3M ACV total and/or $1M ACV digital deal profile.
• Deliver assigned in-year revenue target ranging from $4-10+M while meeting company EBITDA targets.
• Establish and maintain consultative sales relationships within each prospective client organization and constantly look to meet new buyers.
• Identify opportunities to offer value through 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 Manufacturing domain expertise, technical, digital, and operational knowledge to create demand and persuade prospective clients through 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.
• Drive profitable growth, including R&G accountability and expanding digital penetration.
• Manage executive relationships, nurturing existing relationships to turn stakeholders into advocates, with a focus on expanding CXO relationships and maintaining high NPS.
• Proactively create value and innovation, demonstrating value in existing engagements and aligning strategically with the client’s agenda.
• Serve as a trusted advisor, offering advice and ideas, and leveraging thought leadership in cross-industry sessions.
• Provide hands-on leadership, ensuring contractual commitments are met and proactively addressing service delivery issues.
• Champion transformation initiatives within accounts.

Requirements

• Passion for developing and driving new client relationships.
• Ability to successfully interact with senior executive-level clients.
• High-energy leadership with the ability to grow client relationships through presenting new strategies and innovative ideas.