AVP - CDE - Insurance

Sutherland•Pittsford, NY

1d•Onsite

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. 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.

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

Responsibilities

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
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