Company Description
Sutherland is a digital transformation company focused on delivering exceptional experiences for both customers and employees. For 38 years, we have been entrusted with caring for our clients' customers - a responsibility we believe we should earn every day. We are dedicated to making those experiences as delightful as possible - instantaneous, relevant, predictive, and frictionless. As an early pioneer in robotic automation, we added to our core through steady investment and acquiring key capabilities. Our design capabilities marry human insight, design- thinking, and process engineering. To make these designs come to life as envisioned by our designers, we employ the latest in robotic automation, conversational AI techniques with a range of AI-ML enhanced products and cloud-based platforms.
We believe that the best relationships come from trust and value. In addition to delivering exceptionally engineered experiences, we help our clients improve their productivity, reduce costs, enhance customer loyalty, build additional revenues, reduce time-to-market, and efficiently enter new markets. We also stand by our results. Sixty-one percent of our business is outcome based, ensuring our success is clearly tied to our clients' success. We think that is simple for our clients to understand, and it adds to trust and transparency. Today, over 60 percent of our revenues come from clients with us for more than 11 years. Forty percent of our revenues come from Fortune-50, and 56 percent from Fortune-500 clients.
Though we have a rich history, our sights are anchored deeply in the future. We are optimistic about the benefits industry and society will see as human-machine collaboration continues to enhance what people can do. Our offerings deliver on this whether they are Sutherland Anywhere, enabling a secure remote work environment or Sutherland Connect, delivering data- rich, omni-channel services. Our deep product and platform expertise is trained on solving human problems before they emerge, and on how we wrap services around them - hiring, training, performance, security and more - to solve problems for our clients from end to end. We work with clients across industries, including Banking, Financial Services and Insurance, Healthcare, Retail, Telecommunications, Media & Entertainment, and Technology, as well as Travel, Hospitality and Logistics.
Our digital backbone spans 144 countries around the world, with 61 delivery centers across 19 countries, handling over 43 million transactions a month for approximately 70 clients. We are a team of 38,000 global professionals, operationally effective, culturally meshed, and committed to our clients and to one another. We call it One Sutherland.
Sutherland Healthcare Solutions is a leading provider of Health Information Management, Revenue Cycle Management and Healthcare Customer support solutions to the healthcare industry. Our solutions encompass a comprehensive suite of platform enabled back-office and front office services that span the Provider, Payer, and Healthcare IT sub verticals.
We collaborate with healthcare providers and payers utilizing a unique and flexible blended shore approach. Our solutions are focused on increasing the operating margins and cash flow generation of our healthcare clients by deploying efficient business processes, proprietary re-engineering methodologies and technology enabled automation.
Job Description
EXECUTIVE SUMMARY
Sutherland 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 OVERVIEW
Drive 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
Qualifications
QUALIFICATIONS
- 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
Additional Information
All your information will be kept confidential according to EEO guidelines.
EEOC and Veteran Documentation
During employment, employees are treated without regard to race, color, religion, sex, national origin, age, marital or veteran status, medical condition or handicap, or any other legally protected status.
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.
Please note: YOUR COOPERATION IS VOLUNTARY. INCLUSION OR EXCLUSION OF ANY DATA WILL NOT AFFECT ANY EMPLOYMENT DECISION.
