AVP - CDE, Manufacturing

Company Description

Sutherland is a digital transformation company focused on delivering exceptional experiences for both customers and employees. For 38 years, we have been entrusted with caring for our clients’ customers - a responsibility we believe we should earn every day. We are dedicated to making those experiences as delightful as possible - instantaneous, relevant, predictive, and frictionless. As an early pioneer in robotic automation, we added to our core through steady investment and acquiring key capabilities. Our design capabilities marry human insight, design- thinking, and process engineering. To make these designs come to life as envisioned by our designers, we employ the latest in robotic automation, conversational AI techniques with a range of AI-ML enhanced products and cloud-based platforms.

We believe that the best relationships come from trust and value. In addition to delivering exceptionally engineered experiences, we help our clients improve their productivity, reduce costs, enhance customer loyalty, build additional revenues, reduce time-to-market, and efficiently enter new markets. We also stand by our results. Sixty-one percent of our business is outcome based, ensuring our success is clearly tied to our clients’ success. We think that is simple for our clients to understand, and it adds to trust and transparency. Today, over 60 percent of our revenues come from clients with us for more than 11 years. Forty percent of our revenues come from Fortune-50, and 56 percent from Fortune-500 clients.

Though we have a rich history, our sights are anchored deeply in the future. We are optimistic about the benefits industry and society will see as human–machine collaboration continues to enhance what people can do. Our offerings deliver on this whether they are Sutherland Anywhere, enabling a secure remote work environment or Sutherland Connect, delivering data- rich, omni-channel services. Our deep product and platform expertise is trained on solving human problems before they emerge, and on how we wrap services around them - hiring, training, performance, security and more - to solve problems for our clients from end to end.  We work with clients across industries, including Banking, Financial Services and Insurance, Healthcare, Retail, Telecommunications, Media & Entertainment, and Technology, as well as Travel, Hospitality and Logistics.

Our digital backbone spans 144 countries around the world, with 61 delivery centers across 19 countries, handling over 43 million transactions a month for approximately 70 clients. We are a team of 38,000 global professionals, operationally effective, culturally meshed, and committed to our clients and to one another. We call it One Sutherland.

Job Description

The CDE is responsible for selling Sutherland offerings to new logo Manufacturing accounts where Sutherland presently has no relationships.  The CDE drives new logo revenues through relationship development, quality delivery and execution of all engagement that drive organic growth and strong relationships.

An ideal CDE is passionate about developing and driving new client relationships and can successfully interact with senior executive level clients. This individual manages new revenue development and can lead complex multi-dimensional engagements that combine digital, consulting, and large technology deployments. This person is a high-energy leader with the ability to grow client relationships through presenting new strategies and innovative ideas. 

Additional information

Key Result Areas (KRAs):

• Profitable Growth - Accountability of total growth in the account including R&G accountability. Expand Digital penetration.
• Executive Relationship Management - Nurturing existing relationships with the goal to keep / turn stakeholders into advocates, with increased focus on Expanding CXO relationships. Continued high NPS.
• Proactive Value Creation, Innovation - Value creation and demonstration in existing engagements. Strategic Alignment with Client’s agenda and building executive cadence to continually discuss value.
• Thought Leadership, Trusted Advisor - Be the Trusted Advisor your client calls for advice and ideas. Cross Industry sessions give our TIG thought leaders the stage in front of the clients.
• Hands on Leadership - Ensuring contractual commitments are met. Proactively addressing issues that may arise in service delivery.
• Champion transformation initiatives within the accounts

Qualifications

Qualifications

• Direct business development and sales activities with new relationships within a set of base accounts
• Build and maintain a pipeline of 5X of in year revenue target.
• Identify and pursue opportunities which equate to a $3M ACV total and/or $1M ACV digital deal profile.
• Deliver assigned in year revenue target ranging from $4-10+M; while meeting company EBITDA targets.
• Establish and maintain consultative sales relationships within each prospective client organization and constantly look to meet new buyers within our clients’ organization
• Identify opportunities to offer value through our new strategic services
• Thoroughly understand the client’s business, both strategic and tactical, including themes and underlying issues, and align Sutherland’s current and future capabilities to create client opportunities and solve business problems
• Sell across the suite of services, including digital transformation, IT, customer engagement, and business process transformation services
• Leverage Manufacturing domain expertise, technical, digital and operational knowledge to create demand and persuade prospective clients through the development and presentation of compelling value propositions and purchasing rationales
• Accountable for the client relationship from deal conception to closing
• Use financial acumen to position a value proposition for the client, as well as financial soundness for the organization, making the client confident in their choice to grow with Sutherland 

Additional Information

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

EEOC and Veteran Documentation
During employment, employees are treated without regard to race, color, religion, sex, national origin, age, marital or veteran status, medical condition or handicap, or any other legally protected status.
At times, government agencies require periodic reports from employers on the sex, ethnicity, handicap, veteran and other protected status of employees. The purpose of this Administrative EEO Record is for statistical analysis only and is used to comply with government record keeping, reporting, and other legal requirements. Periodic reports are made to the government on the following information. The completion of the Administrative EEO record is optional. If you choose to volunteer the requested information, please note that all 
Administrative EEO Records are kept in a Confidential File and are not part of your Application for Employment or Personnel file.
Please note: YOUR COOPERATION IS VOLUNTARY. INCLUSION OR EXCLUSION OF ANY DATA WILL NOT AFFECT ANY EMPLOYMENT DECISION.