Job DescriptionThe 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 engagement that drive organic growth and strong relationships.
An ideal CDE is passionate about developing and driving new client relationships and can successfully interact with senior executive level clients. This individual manages new revenue development and can lead complex multi-dimensional engagements that combine digital, consulting, and large technology deployments. This person is a high-energy leader with the ability to grow client relationships through presenting new strategies and innovative ideas.
Additional informationKey Result Areas (KRAs):
- Profitable Growth - Accountability of total growth in the account including R&G accountability. Expand Digital penetration.
- Executive Relationship Management - Nurturing existing relationships with the goal to keep / turn stakeholders into advocates, with increased focus on Expanding CXO relationships. Continued high NPS.
- Proactive Value Creation, Innovation - Value creation and demonstration in existing engagements. Strategic Alignment with Client's agenda and building executive cadence to continually discuss value.
- Thought Leadership, Trusted Advisor - Be the Trusted Advisor your client calls for advice and ideas. Cross Industry sessions give our TIG thought leaders the stage in front of the clients.
- Hands on Leadership - Ensuring contractual commitments are met. Proactively addressing issues that may arise in service delivery.
- Champion transformation initiatives within the accounts
QualificationsQualifications- 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 which equate 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 within our clients' organization
- Identify opportunities to offer value through our 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 the development and presentation of 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
