Client Development Executive

ROLE OVERVIEWDrive development of Banking Financial and Services with responsibility to identify new business opportunities, 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.DUTIES AND RESPONSIBILITIES    Sales engagement: Driving end-to-end pursuit cycleConsistently generate $3M of revenue from net new logos every yearIdentify, create, and qualify opportunities (sole sourced, RFPs). Shape and solution engagements in collaboration with subject matter experts as relevantWork with Enterprise customers in helping them get the most from their technology/business investments with appropriate support models.Understand the competitive landscape in the core banking, brokerage, capital markets, back office and be able to participate in design/solutioning of support experiences based on market/customer requirements.Originate, qualify, and close large, digital transformational services engagements spanning business process services, digital, consulting, IT services, analytics.Develop and communicate compelling value propositions and advance sales conversationsDrive pricing and MSA negotiations with clients as well as internal approvalsClient relationship management and networking: Forging strong relationshipsBuild 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 workEngage/develop relationships with and sell to C-suite executivesWork with vertical heads and account management teams in existing Sutherland accounts to ensure year-over-year revenue growthBuild 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 craftedInvest in social selling – own and promote Sutherland’s brandTeaming: Collaborate to bring forth best of SutherlandCollaborate closely with solutioning studios / CoEs, delivery, vertical sales team and other horizontals including analytics, Sutherland labs, Platform Group, as needed to build customized solutions for end clientsExpertise and knowledge management: Staying ahead of the curveTrack industry developments, implications of macro-economic moves, new business models, industry disruptors (regulations, new offerings, new players); track technology developmentsTrack competitors’ investments, footprint, new offerings; develop account-specific insights Sales operationsDevelop and own sales plan for winning priority new accounts for Sutherland; review sales pipeline with leadership to ensure target achievementAccountable for the client relationships from deal conception to closing.