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The Business Development Executive will play a pivotal role in generating pipeline opportunities, qualifying leads, and supporting deal progression within the Business Development (BD) function. Working in close collaboration with marketing, solution teams, and delivery leadership, this role requires a deep understanding of digital customer experience (CX), AI-driven solutions, data analytics, and omnichannel engagement strategies. The executive will leverage market insights, predictive analytics, and customer intelligence to build compelling, data-supported value propositions that drive business impact for clients.
KEY RESPONSIBILITIES:
Lead Generation & Qualification: Source and qualify new leads through inbound, outbound, event-driven, and prospecting.
Pipeline Management: Build and manage a healthy, balanced, full-funnel sales pipeline across all Sutherland services, ensuring consistent movement of opportunities from prospecting to closure.
Consultative Solution Selling: Position Sutherland ’s digital-first, AI-enabled solutions effectively by understanding client pain points, business needs, and operational challenges.
Data-Driven Storytelling: Leverage customer, operational, and market data to present clear, business-impacting value propositions.
Client Engagement: Initiate and support executive-level conversations with prospective clients, including CxOs, to influence digital transformation agendas.
Market & Competitive Intelligence: Stay ahead of industry trends, competitive movements, and emerging technology innovations to inform sales strategies.
Collaboration: Partner with marketing, tech, and delivery teams to align go-to-market (GTM) efforts and craft tailored solutions.
Operational Excellence : Track and optimize key KPIs including sales cycle length, proposal-to-win ratios, and conversion rates.
Key Result Areas (KRAs):
Measure of Success
Pipeline Growth & Health; Growth in qualified opportunities across all services
Revenue Generation; New revenue from digital transformation deals, ACV/TCV targets
Lead Conversion Rates; Qualified leads, lead-to-opportunity, and opportunity-to-close conversion rates
Consultative Sales Impact; Number of consultative engagements and business cases developed
CxO-Level Engagements; Number of strategic, executive-level conversations initiated
Market Positioning & Thought Leadership; Participation in industry events, publications, and content contributions
Sales Cycle Optimization; Reduction in average deal closure time and dwell time within pipeline stages
Operational Efficiency; Proposal-to-win ratio improvements, adherence to pipeline progression KPIs
Client Retention & Expansion; Growth in upsell/cross-sell opportunities within existing accounts
B. Critical Competencies
Digital & Technology Acumen: Deep understanding of AI, automation, cloud, SaaS, and digital CX platforms.
Data-Driven Decision Making: Strong analytical skills with the ability to translate data insights into sales strategies.
Consultative Selling & Business Case Development: Ability to develop compelling ROI models and business-impact cases.
Market Intelligence: Awareness of industry disruptions, competitor strategies, and digital trends.
Customer-Centric Approach: Proficient in customer journey mapping, VoC analysis, and personalization tactics.
Agility & Adaptability: Thrive in fast-paced, evolving environments; able to pivot strategies quickly.
Stakeholder Management: Capable of building executive-level relationships and driving cross-functional collaboration.
Communication & Storytelling: Exceptional skills in presenting data-supported narratives and influencing decision-makers.
A. Education & Experience
Bachelor's or master's degree in business, Data Science, Technology, or related field.
Prior experience in a B2B, technology-driven consulting, inside sales, or digital transformation sales environment.
Familiarity with BPO, IT services, or enterprise solutions preferred.
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