Business Development Executive (Remote - US Based only)
Role Overview
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.
Full Job Posting
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
- Growth in qualified opportunities across all services
- Revenue Generation; New revenue from digital transformation deals, ACV/TCV targets
- New revenue from digital transformation deals, ACV/TCV targets
- Lead Conversion Rates; Qualified leads, lead-to-opportunity, and opportunity-to-close conversion rates
- Qualified leads, lead-to-opportunity, and opportunity-to-close conversion rates
- Consultative Sales Impact; Number of consultative engagements and business cases developed
- Number of consultative engagements and business cases developed
- CxO-Level Engagements; Number of strategic, executive-level conversations initiated
- Number of strategic, executive-level conversations initiated
- Market Positioning & Thought Leadership; Participation in industry events, publications, and content contributions
- Participation in industry events, publications, and content contributions
- Sales Cycle Optimization; Reduction in average deal closure time and dwell time within pipeline stages
- Reduction in average deal closure time and dwell time within pipeline stages
- Operational Efficiency; Proposal-to-win ratio improvements, adherence to pipeline progression KPIs
- Proposal-to-win ratio improvements, adherence to pipeline progression KPIs
- Client Retention & Expansion; Growth in upsell/cross-sell opportunities within existing accounts
- 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.
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.
About Sutherland
Global digital transformation and business process management company.
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