AVP CDE Insurance

EXECUTIVE SUMMARY

Sutherland is seeking a highperforming 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 frontend quotacarrying 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 Sutherlands 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 SolutionLed Selling
• EndtoEnd 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: Bachelors 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 presales 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 multitower and structured deals (e.g. BOT asset takeovers partnerships).
• Executivelevel 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.

Remote Work :

Yes

Employment Type :

Full-time