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:
ROLE SUMMARY:
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
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.
