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About the Role

Sutherland is seeking a high-performing Client Development Executive to drive new logo acquisition across Life, Annuity, Group Benefits, Retirement, and Property & Casualty Insurance segments. This quota-carrying role is responsible for originating, shaping, and closing new business with Insurance carriers, requiring insurance domain credibility, industry connections, and a consultative sales mindset.

Responsibilities

• Drive business development with Insurance accounts, identifying new opportunities and leading end-to-end sales pursuits.
• Generate $3M in revenue from net new logos annually.
• Identify, create, and qualify opportunities, shaping engagements with subject matter experts.
• Develop and communicate compelling value propositions.
• Drive pricing and MSA negotiations to closure.
• Build trusted advisor relationships and influential partnerships.
• Collaborate with vertical heads and account management teams to ensure revenue growth.
• Invest in social selling to promote personal and company brand.
• Collaborate with solutioning studios, delivery teams, and other departments to build customized solutions.
• Track industry and technology developments, including competitors' investments and offerings.
• Develop and own sales plans for priority new accounts.
• Review sales plans and business pipelines with leadership to ensure target achievement.

Requirements

• Bachelor’s degree, MBA preferred.
• 15+ years of experience in business development with depth in the Insurance industry.
• Experience selling digital transformation and customer experience focused services.
• Hands-on experience pursuing, shaping, and closing $10M+ deals.
• Experience engaging senior stakeholders on business problems and matching them with service offerings.
• Well-networked with strong references from key stakeholders in F500 enterprises.
• Experience in growing and sustaining long-term customer relationships.
• Resourceful and understands the "art-of-the-possible".
• Proven track record of delivering excellence through informal experience.
• Confident communication and active listening skills, with top-tier storytelling and facilitation abilities.
• A "will win or die trying" attitude towards goals.
• Top-tier capacity for reasoning, logic, critical thinking, and problem-solving.
• Proactive in researching and understanding relevant topics.
• 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.

Skills

• Business Development
• Insurance Domain Expertise (Life or P&C)
• Consultative Sales
• Digital Transformation Sales
• Customer Experience Services Sales
• Deal Origination
• Deal Shaping
• Deal Closing
• Value Proposition Development
• Pricing Negotiation
• MSA Negotiation
• Client Relationship Management
• Networking
• Social Selling
• Solutioning
• Pursuit Management
• Complex Bid Management
• Analytical Skills
• Stakeholder Management
• Hunter Mindset
• New Logo Acquisition
• Executive Communication
• Negotiation
• Storytelling
• Facilitation
• Reasoning
• Logic
• Critical Thinking
• Problem Solving

Work Type

• Quota-carrying
• Front-end role

Experience Level

• 15+ years of experience in business development
• Experience selling $10M+ deals

Education Level

• Bachelor’s degree
• MBA preferred

About the Company

• Sutherland is a digital transformation company focused on delivering exceptional experiences for customers and employees.
• For 38 years, Sutherland has been entrusted with caring for clients’ customers, making experiences delightful, instantaneous, relevant, predictive, and frictionless.
• Sutherland is an early pioneer in robotic automation and has invested in acquiring key capabilities.
• Their design capabilities combine human insight, design-thinking, and process engineering, utilizing robotic automation and conversational AI with AI-ML enhanced products and cloud-based platforms.
• Sutherland believes the best relationships are built on trust and value, improving client productivity, reducing costs, enhancing customer loyalty, building additional revenues, reducing time-to-market, and efficiently entering new markets.
• Sixty-one percent of their business is outcome-based, tying their success to client success.
• Sixty percent of their revenues come from clients who have been with them for over 11 years.
• Forty percent of their revenues come from Fortune-50 clients, and 56 percent from Fortune-500 clients.
• Sutherland is focused on the future of human-machine collaboration.
• Their offerings include Sutherland Anywhere (secure remote work) and Sutherland Connect (data-rich, omni-channel services).
• They solve human problems before they emerge and wrap services around them (hiring, training, performance, security) for end-to-end client solutions.
• They work with clients across industries including Banking, Financial Services and Insurance, Healthcare, Retail, Telecommunications, Media & Entertainment, Technology, and Travel, Hospitality and Logistics.
• Sutherland has a digital backbone spanning 144 countries, with 61 delivery centers across 19 countries, handling over 43 million transactions a month for approximately 70 clients.
• They are a team of 38,000 global professionals committed to clients and each other, operating under the principle of "One Sutherland".
• Sutherland Healthcare Solutions is a leading provider of Health Information Management, Revenue Cycle Management, and Healthcare Customer support solutions.
• Their solutions encompass platform-enabled back-office and front-office services for Provider, Payer, and Healthcare IT sub-verticals.
• They collaborate with healthcare providers and payers using a flexible blended shore approach.
• Their solutions focus on increasing operating margins and cash flow for healthcare clients through efficient business processes, proprietary re-engineering methodologies, and technology-enabled automation.

Equal Opportunity

• All information will be kept confidential according to EEO guidelines.
• 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.
• Government agencies require periodic reports on employee sex, ethnicity, handicap, veteran, and other protected status for statistical analysis and compliance.
• The completion of the Administrative EEO Record is optional.
• Volunteered information for the Administrative EEO Record is kept in a Confidential File and is not part of the Application for Employment or Personnel file.
• Cooperation is voluntary, and inclusion or exclusion of any data will not affect any employment decision.