Client Partner-Retail

Role: Client Partner
Location: US Remote with flexibility to travel
Experience Leve: Senior Level
Job Type: Full-Time
Domain: Retail & Consumer Goods - Mandatory
ROLE SUMMARY:

The CP is responsible for selling Sutherland offerings to existing Retail & Consumer Goods accounts. The CP drives new revenues through relationship development, quality delivery and execution of all engagement that drive organic growth and strong relationship.

An ideal CP is passionate about developing and driving existing client relationships and can successfully interact with senior executive level clients. This individual manages new revenue development with base accounts 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.

KEY DUTIES AND RESPONSIBILITIES:

• Direct business development and sales activities with existing 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 Retail & Consumer Goods 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
• Identify and build relationship with Buying organizations within a client, both User as well as Economic.
• Be the voice of the client internally and work with Operations to identify and resolve any potential concerns that may arise
• Identify and build relationship with Buying organizations within a client, both User as well as Economic
• Be the voice of the client internally and work with Operations to identify and resolve any potential concerns that may arise
• 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

QUALIFICATIONS AND REQUIREMENTS:

• Education: bachelor s degree, MBA/ Masters
• Experience in PL Management
• 10+ years of experience in existing account development for a portfolio of $10-50M+ accounts; proven track record of achieving multimillion-dollar sales target
• Deep and broad Retail & Consumer Goods domain expertise and industry experience
• Proven track record of building relationships of trust with new clients at the highest levels in an organization, as well as expanding beyond the initial client to grow the company s footprint and secure winning client references
• Can craft a story around digital transformation, IT, customer engagement and business process transformation services in the context of the client s business strategy. Must be able to develop a transformative roadmap for the client that addresses their complex problems and needs
• Experience assessing large complex global organizations, identifying, prioritizing, and pursuing large TAM fields of play with transformative digitally enabled domain-led, outcome-based business process and/or business process as a service (BPAAS) solution
• Experience selling across multiple towers of an organization; including CPO, COO, CIO, CDO, CMO, CFO organizations
• Business Process and/or IT Services sector expertise with applied experience selling solutions centered around customer experience, finance & accounting, AI/ML solutions and IT services
• Industry sector expertise with a deep understanding of core business functions and technologies; and the ability to assess a current state versus a future state business architecture; while building a value proposition and business case to transform and deliver client business outcomes
• Commercial experience, acumen, and creativity in helping clients shift from per unit cost pricing models to outcome-based transactional and TCO based models
• Experience in building and executing an individual sales plan, which includes revenue forecasting, strategic account planning with action plan
• Experience leveraging strategic selling and account planning tools, such as Korn Ferry Blue and Gold Sheets
• Knowledge and understanding of the analyst and advisor community.
• An orchestrator who inspires, coordinates, and leads global, matrixed deal structuring teams in multiple deal types, including TCO, multi-tower, digital, consulting, managed services, etc.
• Confident communication/ active listener with top tier skills in telling the story "And facilitating conversation
• Strong references from key stakeholders (influencers, buyers) with global players
• Resourceful, understands and leverages The-art-of-the-possible

Regards,
Siva Sankar