Job Description

The AVP, Client Development Executive (CDE) is responsible for creating and managing a book of business for the Healthcare Information Technology business unit of Sutherland Healthcare. This includes building a new book of business as a hunter for new logo acquisition within the Health Plan space. . This position can be located anywhere in USA. You should have a proven track record of building business in the area of technical and professional services centered on digital transformation in the Healthcare industry. Your experience should include: experience in managing executive relationships, health care consulting industry, development of annual new business forecasts, identification of prospective clients and their decision makers and building relationships with them, development of tailored marketing/sales strategy, leading the pursuit team while collaborating with the broader org to bring forth the best of Sutherland to meet customer needs, creating & presenting the proposal with the support of a cross-functional team and winning new business.

DUTIES AND RESPONSIBILITIES

• Sales engagement: Driving end-to-end pursuit cycle * Consistently generate $3-6M revenue from net new logos and new from base every year, before transitioning them over to the account mgmt. team to scale further * Identify/ create and qualify opportunities (sole sourced, RFPs). Shape and solution engagements in collaboration with subject matter experts (SME) as relevant * Lead the end-to-end sales pursuit * 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
• Client relationship management and networking: Forging strong relationships * 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 a/c mgmt. teams in existing Sutherland accounts to ensure YoY rev growth * Invest in social selling – own and Sutherland’s brand
• Teaming: Collaborate to bring forth best of Sutherland * 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
• Expertise and knowledge management: Staying ahead of the curve * 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 insight
• Sales operations * Develop and own sales plan for winning priority new accounts for Sutherland; review sales plan/ business pipeline with leadership to ensure target achievement **** * Develop comprehensive client account plans for the priority accounts year over year

Qualifications

• Education: Bachelor’s degree, MBA preferred or equivalent executive level experience
• 15+ years of experience in business development with high exposure to digital transformation, IT, strategy, and advisory services across the Health ecosystem.
• Strong understanding of the Healthcare domain and technology landscape
• Ability to align IT strategy with the business strategy
• Experience of selling digital/ CX transformation focused IT services business 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) across the Health ecosystem
• 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

Additional Information

All your information will be kept confidential according to EEO guidelines.

EEOC and Veteran Documentation
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