ROLESUMMARY: The CDE is responsible for selling Sutherland offerings, Managed Services/BPaaS to new logo 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 relationship.
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.
KEY DUTIES AND 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 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 TTHL 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
Qualifications- Education: bachelor's degree, MBA/ Masters
- 10+ years of experience in new logo business development for $3-5M ACV entry point accounts; proven track record of achieving multimillion-dollar sales target
- Deep and broad TTHL domain expertise and industry experience
- Proven track record of building relationships of trust with new clients at the highest levels in an organization, as well as expanding beyond the initial client to grow the company's footprint and secure winning client references
- Can craft a story around digital transformation, IT, customer engagement and business process transformation services in the context of the client's business strategy. Must be able to develop a transformative roadmap for the client that addresses their complex problems and needs
- Experience assessing large complex global organizations, identifying, prioritizing and pursuing large TAM fields of play with transformative digitally enabled domain-led, outcome-based business process and/or business process as a service (BPAAS) solutions
- Experience selling across multiple towers of an organization; including CEO, COO, CIO, CDO, CMO, CFO organizations
- Business Process and/or IT Services sector expertise with applied experience selling solutions centered around customer experience, finance & accounting, AI/ML solutions and IT services
- Industry sector expertise with a deep understanding of core business functions and technologies; and the ability to assess a current state versus a future state business architecture; while building a value proposition and business case to transform and deliver client business outcomes
- Commercial experience, acumen and creativity in helping clients shift from per unit cost pricing models to outcome-based transactional and TCO based models
- Experience in building and executing an individual sales plan; which includes revenue forecasting, strategic account planning with action plan
- Experience leveraging strategic selling and account planning tools, such as Korn Ferry Blue and Gold Sheets
- Knowledge and understanding of the analyst and advisor community.
- An orchestrator who inspires, coordinates and leads global, matrixed deal structuring teams in multiple deal types, including TCO, multi-tower, digital, consulting, managed services, etc.
- Confident communication/ active listener with top tier skills in "telling the story" and facilitating conversation
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