Vice President - Client Development Executive (Finance & Accounting)

Job Description

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 :

Expertise and knowledge management :

Qualifications

Additional Information

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

EEOC and Veteran Documentation

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At times, government agencies require periodic reports from employers on the sex, ethnicity, handicap, veteran and other protected status of employees. The purpose of this Administrative EEO Record is for statistical analysis only and is used to comply with government record keeping, reporting, and other legal requirements. Periodic reports are made to the government on the following information. The completion of the Administrative EEO record is optional. If you choose to volunteer the requested information, please note that all

Administrative EEO Records are kept in a Confidential File and are not part of your Application for Employment or Personnel file.

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