Vice President of Sales

SPS North America•New York, NY

12h•$160,000 - $190,000•Hybrid

About The Position

SPS is seeking an accomplished Vice President of Sales to drive net-new revenue growth across its Technology Business Solutions portfolio. This executive will identify, develop and close complex, multi-year outsourcing and technology-enabled services opportunities with financial institutions, insurance companies and other highly regulated enterprises. The successful candidate will be a proven new-logo hunter with 10 to 15 years of experience selling business process outsourcing, document management, claims processing, financial transaction processing or related managed services. Candidates must demonstrate direct responsibility for originating and closing strategic opportunities with total contract values exceeding $10 million. The Vice President of Sales must be highly conversant in the trends shaping client buying decisions, including artificial intelligence, intelligent document processing, straight-through processing, workflow automation, data analytics and digitally enabled operating models. The executive must be able to create opportunities where none currently exist, build senior client relationships and lead multidisciplinary teams through complex enterprise sales cycles.

Requirements

10 to 15 years of enterprise sales and business-development experience in BPO, BPS, managed services, document management, transaction processing or technology-enabled business services.
Demonstrated success identifying and winning net-new enterprise clients.
Personal involvement in originating, shaping and closing multiple complex opportunities with total contract values exceeding $10 million.
Experience selling multi-year solutions into financial services, insurance or similarly complex industries.
Strong understanding of at least two relevant domains: banking and financial transaction processing; insurance claims; document and records management; payments, remittance or lockbox; customer communications; back-office outsourcing; or intelligent document processing and workflow automation.
Experience managing enterprise sales cycles that may extend from 12 to 24 months.
Ability to sell business outcomes and transformation value rather than stand-alone products, software or staff augmentation.
Experience leading cross-functional teams through solution development, pricing, contracting and implementation planning.
Established relationships with senior executives in relevant target markets.
Strong understanding of governance, risk, compliance and security requirements in regulated client environments.

Nice To Haves

Experience selling solutions that combine people, process, technology, automation and onshore, nearshore or offshore delivery.
Background with a leading global BPO, BPS, technology services, document-services or financial transaction-processing company.
Experience with competitive RFPs, sole-source negotiations, rebids, renewals and client-led sourcing processes.
Knowledge of outcome-based, transaction-based, gain-share and other managed services pricing structures.

Responsibilities

Develop and execute a targeted business-development strategy focused primarily on acquiring new enterprise clients.
Identify high-potential prospects across banking, financial services, insurance and other industries where relevant.
Build and maintain a qualified pipeline of complex opportunities with individual total contract values generally exceeding $10 million.
Create opportunities through executive networking, industry relationships, market intelligence, referrals and focused account-based outreach.
Establish relationships with C-suite executives and senior leaders across operations, technology, finance, procurement, claims, payments, customer experience and transformation.
Maintain accountability for pipeline creation, opportunity progression, bookings and revenue conversion.
Lead the complete sales lifecycle from market identification and initial client engagement through discovery, solution development, proposal, negotiation and contract execution.
Diagnose client operating challenges and translate them into compelling outsourcing, transformation and managed-services solutions.
Develop solutions spanning business process outsourcing; document intake, digitization and records management; claims processing; payments, remittance and lockbox processing; customer communications; intelligent document processing; back-office operations; and technology-enabled managed services.
Position SPS around measurable client outcomes, including lower operating costs, improved service quality, faster processing, stronger controls, compliance and operational resilience.
Build persuasive financial cases demonstrating productivity improvement, risk reduction, return on investment and transformation value.
Lead negotiations involving pricing, service levels, transformation investments, risk allocation and multi-year contractual terms.
Maintain a strong understanding of the technologies and operating-model changes influencing sourcing and transformation decisions.
Demonstrate fluency in artificial intelligence and generative AI, intelligent document processing, straight-through processing, robotic and intelligent process automation, workflow orchestration, predictive analytics, cloud-enabled processing and digital customer communications.
Explain how AI and automation can improve cycle time, accuracy, productivity, customer experience and operating cost while maintaining appropriate governance and controls.
Understand the practical application of straight-through processing across claims, payments, remittance, document intake and other high-volume transaction environments.
Engage credibly with client operations, technology, risk, security and compliance executives about the adoption of emerging technologies.
Stay current on data privacy, cybersecurity, regulation and operational-resilience requirements affecting financial services and insurance clients.
Serve as the leader for major pursuits and coordinate solution design, operations, technology, finance, legal, risk and executive sponsors.
Develop opportunity-specific win strategies, competitive positioning and executive engagement plans.
Facilitate client discovery sessions, solution workshops, presentations, site visits and executive negotiations.
Ensure proposed solutions are operationally achievable, competitively differentiated and financially attractive.
Apply disciplined opportunity qualification and recommend when SPS should invest in, reshape or discontinue a pursuit.
Provide accurate forecasts, pipeline reporting, probability assessments and deal-closing plans.
Monitor competitor capabilities, market positioning, pricing models and major outsourcing transactions.
Identify client needs and new service offerings that can expand the SPS addressable market.
Represent SPS at relevant industry conferences, executive forums and client events.
Build productive relationships with advisors, consultants, sourcing firms and other market influencers.
Provide market feedback to help shape the TBS solution portfolio, investment priorities and go-to-market strategy.