Job DescriptionEXECUTIVE SUMMARYSutherland is seeking a high-performing Client Development Executive to drive 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. The ideal candidate brings
insurance domain (Life or P&C) credibility,
connections in the Insurance industry, a consultative sales mindset, and the ability to orchestrate complex pursuits across internal and external stakeholders while ensuring the highest levels of service quality, client satisfaction, and operational efficiency. Sutherland Insurance is witnessing a stellar growth, with leading AI solutions bundled with BPO - creating the right mindshare with CXOs.
ROLE SUMMARY AND OVERVIEWDrive business development with Insurance accounts with responsibility to identify new business opportunities, digital transformation, lead end-to-end sales pursuit, manage client relationships while collaborating with the broader organization to bring forth the best of Sutherland to meet customers' needs.
KEY RESPONSIBILITIES- Sales engagement: 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: 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 account management teams in existing Sutherland accounts 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: Staying ahead of the curve
- 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
- 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
KEY FOCUS AREAS- New Logo Acquisition
- Consultative, Solution-Led Selling
- End-to-End Deal Ownership
- Complex Pursuit & Bid Management
- Insurance Domain Credibility
- Differentiated Value Propositioning
- Analyst, Advisor & Ecosystem Engagement
- Client Experience & Executive Engagement
- Due Diligence & Deal Closure Support
- Sales Planning, Pipeline & Forecasting
QualificationsQUALIFICATIONS- 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
- 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
CRITICAL COMPETENCIES- Strong understanding of pre-sales, solutioning, and pursuit management.
- Proven ability to manage multiple complex bids simultaneously.
- Strong analytical skills to assess client needs and shape tailored solutions.
- Experience with large, multi-tower and structured deals (e.g., BOT, asset takeovers, partnerships).
- Executive-level communication, negotiation, and stakeholder management skills.
- Demonstrated hunter mindset with consistent success in new logo acquisition
