Business Development Executive (Remote - US Based only)

Sutherland; City of Rochester (NY); On-site; USD 90,000 - 130,000; Full time

Job summary

Sutherland is seeking a Business Development Executive to generate pipeline, qualify leads, and drive deal progression in a digital CX and AI-enabled sales context. You will collaborate with marketing, solution teams, and delivery leadership to craft data-driven value propositions for clients.

Responsibilities include building a healthy full-funnel pipeline, conducting consultative selling, engaging CxOs, and tracking KPIs to optimize performance across GTM initiatives.

Qualifications

• Experience in B2B technology-driven consulting or digital transformation sales.
• Ability to translate data insights into ROI narratives.
• Strong stakeholder management with executive-level engagement.
• Knowledge of AI, automation, cloud, and digital CX platforms.
• Bachelor's or master's degree in business, data science, technology, or related field.

Responsibilities

• Lead Generation & Qualification: Source and qualify new leads through multiple channels.
• Pipeline Management: Build and manage a full-funnel sales pipeline across services.
• Consultative Solution Selling: Position digital-first, AI-enabled solutions to client needs.
• Data-Driven Storytelling: Use data to present clear business-value propositions.
• Client Engagement: Initiate executive conversations to influence digital transformation agendas.
• Market & Competitive Intelligence: Track trends and competitors to inform sales strategies.
• Collaboration: Align GTM efforts with marketing, tech, and delivery teams.
• Operational Excellence: Monitor KPIs like cycle length and win ratios.

Skills

Digital Acumen

Data-driven decisions

Consultative selling

Market intelligence

Customer-centric

Agility

Stakeholder mgmt

Communication/storytelling

Education

Bachelor's or master's degree in business/data/tech

Job description

Artificial Intelligence. Automation. Cloud Engineering. Advanced Analytics.

For Enterprises, these are key factors of success. For us, they're our core expertise.

We work with global iconic brands. We bring them a unique value proposition through market-leading technologies and business process excellence. At the heart of it all is Digital Engineering - the foundation that powers rapid innovation and scalable business transformation.

We've created 363 unique and independent inventions, 250 of which are AI-based and rolled up under several patent grants in critical technologies. Leveraging our advanced products and platforms, we drive digital transformation at scale, optimize critical business operations, reinvent experiences, and pioneer new solutions, all provided through a seamless "as-a-service" model.

For each company, we provide new keys for their businesses, the people they work with, and the customers they serve. With proven strategies and agile execution, we don't just enable change - we engineer digital outcomes.

Sutherland

Digital Outcomes.

Job Description

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.

Qualifications

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.
• 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.

Additional Information

EEOC and Veteran Documentation

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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.

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