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About the Role

The CDE is responsible for selling Sutherland offerings to new logo Manufacturing accounts where Sutherland presently has no relationships. The CDE drives new logo revenues through relationship development, quality delivery and execution of all engagements that drive organic growth and strong relationships. 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.

Responsibilities

Drive new logo revenues through relationship development, quality delivery and execution of all engagements.
Manage new revenue development and lead complex multi-dimensional engagements.
Present new strategies and innovative ideas to grow client relationships.
Achieve profitable growth in accounts, including R&G accountability and expanding digital penetration.
Nurture existing relationships to keep/turn stakeholders into advocates, with increased focus on expanding CXO relationships.
Create and demonstrate value in existing engagements.
Align strategically with client agendas and build executive cadence to discuss value.
Act as a Trusted Advisor for clients, providing advice and ideas.
Ensure contractual commitments are met.
Proactively address issues that may arise in service delivery.
Champion transformation initiatives within accounts.
Build and maintain a pipeline of 5X of in-year revenue target.
Identify and pursue opportunities equating 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 prospective client organizations.
Identify opportunities to offer value through new strategic services.
Understand the client’s business, both strategic and tactical, including themes and underlying issues.
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 Manufacturing domain expertise, technical, digital and operational knowledge to create demand and persuade prospective clients.
Develop and present compelling value propositions and purchasing rationales.
Be accountable for the client relationship from deal conception to closing.
Use financial acumen to position a value proposition for the client and ensure financial soundness for the organization.

Requirements

Direct business development and sales activities with new relationships within a set of base accounts.
Establish and maintain consultative sales relationships within each prospective client organization and constantly look to meet new buyers within our clients’ organization.

Skills

Digital transformation
Consulting
Large technology deployments
Relationship development
Executive interaction
Sales
Manufacturing domain expertise
Technical knowledge
Digital knowledge
Operational knowledge
Financial acumen

Location

Global

Work Type

Full-time

Experience Level

Senior

About the Company

Sutherland is a digital transformation company focused on delivering exceptional experiences for both customers and employees.
For 38 years, Sutherland has been entrusted with caring for clients’ customers.
Sutherland is dedicated to making experiences delightful, instantaneous, relevant, predictive, and frictionless.
Sutherland is an early pioneer in robotic automation and has added to its core through steady investment and acquiring key capabilities.
Sutherland’s design capabilities marry human insight, design-thinking, and process engineering.
Sutherland employs the latest in robotic automation, conversational AI techniques with a range of AI-ML enhanced products and cloud-based platforms.
Sutherland believes that the best relationships come from trust and value.
Sutherland helps clients improve productivity, reduce costs, enhance customer loyalty, build additional revenues, reduce time-to-market, and efficiently enter new markets.
Sixty-one percent of Sutherland’s business is outcome based.
Sixty percent of Sutherland’s revenues come from clients who have been with them for more than 11 years.
Forty percent of Sutherland’s revenues come from Fortune-50 clients, and 56 percent from Fortune-500 clients.
Sutherland’s sights are anchored deeply in the future, optimistic about the benefits of human–machine collaboration.
Sutherland’s offerings include Sutherland Anywhere, enabling a secure remote work environment, and Sutherland Connect, delivering data-rich, omni-channel services.
Sutherland’s deep product and platform expertise is trained on solving human problems before they emerge and on wrapping services around them.
Sutherland works with clients across industries including Banking, Financial Services and Insurance, Healthcare, Retail, Telecommunications, Media & Entertainment, and Technology, as well as Travel, Hospitality and Logistics.
Sutherland’s digital backbone spans 144 countries, with 61 delivery centers across 19 countries, handling over 43 million transactions a month for approximately 70 clients.
Sutherland is a team of 38,000 global professionals, operationally effective, culturally meshed, and committed to clients and to one another, referred to as One Sutherland.

Equal Opportunity

All your information will be kept confidential according to EEO guidelines.
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.
The purpose of the Administrative EEO Record is for statistical analysis only and is used to comply with government record keeping, reporting, and other legal requirements.
The completion of the Administrative EEO record is optional.
All Administrative EEO Records are kept in a Confidential File and are not part of your Application for Employment or Personnel file.
YOUR COOPERATION IS VOLUNTARY.
INCLUSION OR EXCLUSION OF ANY DATA WILL NOT AFFECT ANY EMPLOYMENT DECISION.