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 13 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 20 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.
Job Description:
ROLE OVERVIEW
Drive 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 cycle
- Consistently generate $3M of revenue from net new logos every year
- Identify, create, and qualify opportunities (sole sourced, RFPs). Shape and solution engagements in collaboration with subject matter experts as relevant
- Work 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 conversations
- Drive pricing and MSA negotiations with clients as well as internal approvals
- 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
- Engage/develop relationships with and sell to C-suite executives
- Work with vertical heads and account management teams in existing Sutherland accounts to ensure year-over-year revenue growth
- Build 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 crafted
- Invest in social selling – own and promote Sutherland’s brand
- Teaming: Collaborate to bring forth best of Sutherland
- Collaborate 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 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 insights
- Sales operations
- Develop and own sales plan for winning priority new accounts for Sutherland; review sales pipeline with leadership to ensure target achievement
- Accountable for the client relationships from deal conception to closing.
Qualifications:
- Education: Bachelor’s degree, MBA preferred
- 15+ years of experience in business development with depth in the Banking industry.
- Experience selling digital transformation, customer experience focused services with hands-on experience pursuing, shaping, and closing 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
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.
