AVP - CDE - Insurance

Sutherland•Pittsford, NY

About The Position

Sutherland 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. This role involves driving business development with Insurance accounts, identifying new business opportunities, digital transformation initiatives, leading end-to-end sales pursuits, and managing client relationships. The executive will collaborate with the broader organization to deliver Sutherland's offerings to meet customer needs.

Requirements

Bachelor’s 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.
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.

Nice To Haves

Insurance domain (Life or P&C) credibility
Connections in the Insurance industry
Consultative sales mindset
Ability to orchestrate complex pursuits across internal and external stakeholders
MBA

Responsibilities

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.
Drive 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.
Forge strong relationships and 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 Sutherland’s brand.
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.
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.
Develop and own sales plan for winning priority new accounts for Sutherland; review sales plan/ business pipeline with leadership to ensure target achievement.