AVP- CDE P&C Insurance

About the role

As a Client Development Executive (CDE) at Sutherland, you will be responsible for selling Sutherland’s offerings—Managed Services and Business Process as a Service (BPaaS)—to new logo accounts where Sutherland currently has no relationships. You will drive new logo revenues through relationship development, quality delivery, and execution of engagements that foster organic growth and strong client relationships. This role requires a high-energy leader who can successfully interact with senior executive-level clients, manage complex multi-dimensional engagements, and present innovative strategies to grow client relationships.

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 $4-10M+ while meeting company EBITDA targets.
• Establish and maintain consultative sales relationships within each prospective client organization and expand your network to meet new buyers.
• Identify opportunities to offer value through Sutherland’s new strategic services.
• Thoroughly understand the client’s business, both strategic and tactical, and align Sutherland’s 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.
• Leverage TTHL domain expertise, technical, digital, and operational knowledge to create demand and persuade prospective clients through compelling value propositions.
• Accountable for the client relationship from deal conception to closing.
• Use financial acumen to position a value proposition for the client while ensuring financial soundness for Sutherland.
• Craft a story around digital transformation, IT, customer engagement, and business process transformation in the context of the client’s business strategy.
• Develop a transformative roadmap addressing complex client problems and needs.
• Assess large, complex global organizations, identifying and prioritizing large TAM fields of play with transformative, digitally enabled, domain-led, outcome-based solutions.
• Sell across multiple organizational towers, including CEO, COO, CIO, CDO, CMO, and CFO levels.
• Demonstrate expertise in business process and/or IT services, with applied experience selling solutions centered around customer experience, finance & accounting, AI/ML, and IT services.
• Build and execute an individual sales plan, including revenue forecasting, strategic account planning, and action plans.
• Leverage strategic selling and account planning tools, such as Korn Ferry Blue and Gold Sheets.
• Orchestrate and lead global, matrixed deal-structuring teams across multiple deal types, including TCO, multi-tower, digital, consulting, and managed services.

Requirements

• Bachelor’s degree; MBA or Master’s preferred.
• 10+ years of experience in new logo business development for $3-5M ACV entry-point accounts, with a proven track record of achieving multimillion-dollar sales targets.
• Deep and broad TTHL domain expertise and industry experience.
• Proven ability to build relationships of trust with new clients at the highest organizational levels and expand beyond the initial contact to grow Sutherland’s footprint.
• Experience assessing large, complex global organizations and identifying transformative, digitally enabled solutions.
• Expertise in selling across multiple organizational towers (CEO, COO, CIO, CDO, CMO, CFO).
• Business process and/or IT services sector expertise, with applied experience in customer experience, finance & accounting, AI/ML, and IT services.
• Commercial experience in shifting clients from per-unit cost pricing models to outcome-based transactional and TCO-based models.
• Knowledge of the analyst and advisor community.
• Confident communication and active listening skills, with the ability to “tell the story” and facilitate high-level conversations.

About Sutherland

Sutherland is a digital transformation company focused on delivering exceptional experiences for both customers and employees. For over 36 years, we have been entrusted with caring for our clients’ customers—a responsibility we earn daily. We specialize in making experiences instantaneous, relevant, predictive, and frictionless through a combination of design thinking, robotic automation, conversational AI, and cloud-based platforms.

Our design capabilities merge human insight, process engineering, and the latest in AI/ML-enhanced products. We help clients improve productivity, reduce costs, enhance customer loyalty, build additional revenues, reduce time-to-market, and efficiently enter new markets. Sixty-one percent 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 relationships spanning more than 11 years, and 40% from Fortune 50 companies. Our digital backbone spans 144 countries, with 61 delivery centers across 19 countries, handling over 43 million transactions monthly for approximately 70 clients. We serve industries including Banking, Financial Services, Insurance, Healthcare, Retail, Telecommunications, Media & Entertainment, Technology, Travel, Hospitality, and Logistics.

Sutherland Healthcare Solutions is a leading provider of Health Information Management, Revenue Cycle Management, and Healthcare Customer Support solutions. Our platform-enabled services span Provider, Payer, and Healthcare IT sub-verticals, helping clients increase operating margins and cash flow through efficient business processes and technology-enabled automation.