EXL

Analyzes business data and runs outsourced operations

Vice President BCM Consulting Sales

Account ExecutiveConfirmed live in the last 24 hours

Full-timeSan Francisco, CA, USA

About the Job

Requirements

The candidate must have specific experience as an individual contributor selling business process outsourcing and advisory services in North America, focused on Banking and Capital Markets clients.
The candidate must have current experience selling multi-year, multi-million-dollar business process outsourcing and advisory engagements to Banking and Capital Markets clients.
The candidate must have 8–10 years of recent experience as an individual contributor selling new business for a business process outsourcing and/or top 10 advisory consulting firm, with the last few years focused on Banking and Capital Markets clients.
The candidate must be able to identify and qualify leads, develop relationships at prospective client organizations, and convert those relationships into commercial engagements where little or no prior relationship existed.
The candidate must be able to manage client expectations proactively and build deep client partnerships.
The candidate must have broad functional knowledge of the North American business process outsourcing and consulting sector and connect with executive-level stakeholders in Banking and Capital Markets to identify their pain points.
The candidate must have sales process and operations skills, including pipeline management, forecasting, and budgeting.
The candidate must be able to create a consultative, solution-minded sales environment.
The candidate must be able to work in a multicultural global environment.
The candidate should have experience closing deals with annual contract value above $2 million and total contract value above $10 million, selling business process outsourcing services to Banking and Capital Markets clients.

Responsibilities

Acquire new clients in North America, focused on the Banking and Capital Markets sector.
Identify business opportunities, develop strategic relationships, and deliver tailored solutions for Banking and Capital Markets companies in North America.
Cultivate the company's market presence and develop business opportunities with new clients where the company has had little or no significant prior contact.
Originate and close new-logo sales from initial deal origination through signed contract, then hand over successfully to the Account Manager.
Bring understanding of the North American Banking and Capital Markets marketplace and competitor offerings to inform company growth strategy and investments.
Work with Industry Business Unit leads on targeted account strategies, agree on target logos, and pursue high-value, high-growth new clients.
Build a predictable pipeline of new business to generate repeatable and profitable revenue across Business Units.
Execute go-to-market plans through targeted campaigns and sales channels, including advisors, influencers, conference attendance, and industry events.
Identify and translate client needs into company service offerings; understand customer business needs, match them with company capabilities, and develop proposals.
Serve as a key intermediary between the service delivery team and the customer.

Desired Qualifications

A high-energy, competitive style and motivation to win.

Base salary range: $230k - $260k
Total compensation includes: base salary, sales rewards & commission plan, and RSU's
Location - This is a remote role with candidates based in San Francisco with travel to client sites and EXL offices as needed.

*** Candidates must already reside in the San Francisco Bay area***

Travel equired up to 40% - mostly domestic
To learn more about what we offer please visit us at https://www.exlservice.com/us-careers-and-benefits

EXL is seeking to hire a New Business Sales professional responsible for driving sales and revenue growth to join our team! This role will acquire new clients within the North America region focused on the Banking & Capital Markets (BCM) sector.

Leveraging your industry knowledge and sales expertise, you will identify business opportunities, develop strategic relationships, and deliver tailored solutions to meet the unique needs of BCM industry companies in North America.

This role is responsible for cultivating EXL's presence in the market and growing business development opportunities with new clients with whom the company has not had previous significant contact.

The successful candidate must have specific experience as an individual contributor selling BPO & Advisory services in to the North America region focusing on BCM client sectors.

***This is an individual contributor role with high visibility in the organization***

The person hired for this role must have solid current experience as an individual contributor selling multi – year / multi - million-dollar BPO & Advisory engagements in to Banking Capital Markets (BCM) clients

8 - 10 years recent expereince as an individual contributor selling new business for a BPO and / or Top 10 Advisory Consulting firm with last few recent years focused on selling into BCM clients
Astute at identifying and qualifying leads, be able to develop strong relationships at potential client organizations and have the proven ability to convert these relationships into commercial engagements in situations where little to no previous relationship existed.
Effectively and proactively managed client’s expectations, built deep client partnerships,
Broad functional knowledge within the North American BPO & Consulting sector and able to connect with a variety of executive level stakeholders in BCM and identify their specific pain-points.
Strong sales process and operations skills (pipeline management, forecasting, budgeting, etc.)
Strategically minded and able to create a consultative and solution-minded sales environment.
High-energy style who is motivated by winning.
Demonstrated ability to work in a multicultural global environment.

The posted base salary range is the hiring base salary range for this role. Final offers are based on several factors, including: the candidate's skills and experience, internal pay equity, work location, market conditions for the role, and the specific scope and responsibilities of the position.

Have Big-deal experience – the ideal candidate will have proven experience in closing deals each with ACV > $2M and TCV > $ 10M selling BPO services to the BCM client industries..
Be responsible for New Logo hunting and the sales cycle from deal origination to closure (signed contract) and successful handover to the Account Manager subsequently.
Bring an understanding of the North America BCM sector sector marketplace and competitor offerings to drive the company’s growth strategy and investments.
Work closely with Industry Business Unit leads to work on targeted account strategies, agree on target logos, and pursue to deliver high value and high growth new logos.
Build a predictable pipeline of new business to generate repeatable and profitable revenues across the various Business Units
Execute go-to market plans via targeted campaigns and other sales channels including advisors, influencers, conference attendance, industry events, etc.

Can effectively identify and translate client needs into the company service offerings. Develop an understanding of customers’ business needs, matching them with the company capabilities, and developing winning proposals for the company.
Be a key intermediary between the service delivery team and the customer.

About the Company

EXL

Analyzes business data and runs outsourced operations

EXL analyzes business data and runs outsourced operations for insurers, healthcare payers, banks, retailers, and other large organizations. Its teams combine industry expertise with data engineering and AI to handle tasks such as claims processing, payment reviews, customer service, and finance within existing technology environments. The company also builds software, including LifePRO, which manages insurance policies, and EXLdata.ai, which connects fragmented data for use in AI systems. Clients pay for consulting projects, ongoing managed services, and software delivered through the cloud. EXL was founded in 1999 and is headquartered in New York City.

Company size: 10,001+
Company stage: IPO
Headquarters: New York City, New York
Founded: 1999

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