EXECUTIVE SUMMARYSutherland is seeking a high‑performing 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 front‑end, quota‑carrying 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 OVERVIEWDrive 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 RESPONSIBILITIESSales engagement: Driving end-to-end pursuit cycleConsistently generate $3M of revenue from net new logos every year, before transitioning to the account management team to scale furtherIdentify, create and qualify opportunities (sole sourced, RFPs). Shape and solution engagements in collaboration with subject matter experts as relevantDevelop and communicate compelling value propositions and advance sales conversationsDrive pricing and MSA negotiations with clients as well as internal approvals to drive to closureClient relationship management and networking: Forging strong relationshipsBuild 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 workWork with vertical heads and account management teams in existing Sutherland accounts to ensure year-over-year revenue growthInvest in social selling – own and Sutherland’s brandTeaming: Collaborate to bring forth best of SutherlandCollaborate 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 clientsExpertise and knowledge management: Staying ahead of the curveTrack industry developments – implications of macro-economic moves, new business models, industry disruptors (regulations, new offerings, new players); track technology developmentsTrack competitors – investments, footprint, new offerings; develop account-specific deep insightsSales operationsDevelop and own sales plan for winning priority new accounts for Sutherland; review sales plan/ business pipeline with leadership to ensure target achievement KEY FOCUS AREASNew Logo AcquisitionConsultative, Solution‑Led SellingEnd‑to‑End Deal OwnershipComplex Pursuit & Bid ManagementInsurance Domain CredibilityDifferentiated Value PropositioningAnalyst, Advisor & Ecosystem EngagementClient Experience & Executive EngagementDue Diligence & Deal Closure SupportSales Planning, Pipeline & ForecastingQUALIFICATIONSEducation: Bachelor’s degree, MBA preferred15+ years of experience in business development with depth in the Insurance industryExperience selling digital transformation, customer experience focused services with hands-on experience of pursuing, shaping & closing $10M+ dealsExperience and examples of engaging senior stakeholders on business problems and ability to match those with relevant service offeringsWell networked, with strong references from key stakeholders (buyers, influencers) in F500 enterprisesExperience in growing and sustaining long-term customer relationshipsResourceful, understands and leverages “The-art-of-the-possible”Proven track record of delivering excellence through informal experienceConfident communication/ active listener with top tier skills in “telling the story” and facilitating conversationWill win “or die trying” attitude towards goalsTop tier capacity for reasoning, logic, critical thinking & problem solvingLooks to research, learn & understand on relevant topicsCRITICAL COMPETENCIESStrong 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 acquisitionAll your information will be kept confidential according to EEO guidelines.
17 days ago