VP CDE

This is a fully remote position, open to applicants in Oregon.

📋 Description

• The CDE is tasked with promoting Sutherland's offerings, including Managed Services/BPaaS, to new logo accounts where Sutherland currently lacks connections.

• The CDE is instrumental in driving new logo revenue through the cultivation of relationships, ensuring quality delivery, and executing all engagements that foster organic growth and robust partnerships.

• An ideal CDE exhibits a strong enthusiasm for establishing and nurturing new client relationships and is adept at engaging with senior executives.

• This individual is responsible for managing new revenue development and has the capability to lead intricate, multi-faceted engagements that integrate digital, consulting, and substantial technology implementations.

• This person is a dynamic leader who can enhance client relationships by presenting innovative strategies and ideas.

• Directly engage in business development and sales efforts with new relationships within a designated set of base accounts.

• Develop and sustain a pipeline that is five times the annual revenue target.

• Identify and pursue opportunities that amount to a total of $3M ACV and/or $1M ACV for digital deal profiles.

• Achieve the assigned in-year revenue target, which ranges from $4M to $10M+, while aligning with company EBITDA objectives.

• Build and maintain consultative sales relationships within each prospective client organization, consistently seeking to connect with new buyers within our clients’ frameworks.

• Spot opportunities to deliver value through our new strategic services.

• Gain a comprehensive understanding of the client’s business from both a strategic and tactical perspective, including themes and underlying issues, and align Sutherland’s present and future capabilities to create opportunities and resolve business challenges.

• Market the complete suite of services, which includes digital transformation, IT, customer engagement, and business process transformation services.

• Utilize TTHL domain expertise, along with technical, digital, and operational knowledge, to generate demand and persuade prospective clients through the formulation and presentation of compelling value propositions and purchasing rationales.

• Responsible for managing the client relationship from the inception of the deal to its closure.

• Apply financial acumen to position a value proposition for the client while ensuring organizational financial viability, instilling confidence in their decision to partner with Sutherland.

⛳️ Requirements

• Bachelor’s degree

• MBA/Master's degree

• Over 10 years of experience in new logo business development for accounts with a $3-5M ACV entry point; a demonstrated history of achieving multimillion-dollar sales goals.

• Extensive and diverse TTHL domain expertise and industry experience.

• Proven ability to forge relationships of trust with new clients at the highest organizational levels, as well as expand beyond initial clients to enhance the company’s presence and obtain favorable client references.

• Capable of crafting a narrative around digital transformation, IT, customer engagement, and business process transformation services in line with the client’s business strategy.

• Must be adept at developing a transformative roadmap for clients that addresses their intricate challenges and requirements.

• Experience in evaluating large, complex global organizations, identifying, prioritizing, and pursuing substantial TAM fields with digitally enabled, outcome-based business process and/or business process as a service (BPaaS) solutions.

• Experience in selling across various sectors of an organization, including CEO, COO, CIO, CDO, CMO, and CFO roles.

• Expertise in Business Process and/or IT Services, with practical experience in selling solutions focused on customer experience, finance & accounting, AI/ML solutions, and IT services.

• Industry sector expertise, with a profound understanding of key business functions and technologies; skilled at assessing the current state versus future state business architecture, while constructing a value proposition and business case for transformation and delivering client outcomes.

• Commercial experience, acumen, and creativity in assisting clients transition from per-unit cost pricing models to outcome-based transactional and TCO-based models.

• Proficient in developing and executing individual sales plans that encompass revenue forecasting and strategic account planning with actionable steps.

• Familiarity with strategic selling and account planning tools, such as Korn Ferry Blue and Gold Sheets.

• Knowledge of and insight into the analyst and advisor community.

• An orchestrator capable of inspiring, coordinating, and leading global, matrixed deal structuring teams across various deal types, including TCO, multi-tower, digital, consulting, managed services, etc.

• Strong communication skills and active listening abilities, with top-notch capabilities in storytelling and facilitating discussions.

🏝️ Benefits

• Employees have the option to work remotely.