About the Company
Sutherland’s Research and Financial Markets division drives high impact transformation agenda to address our client’s most complex issues from strategy development, AI deployment, alpha generation, to Portfolio Value Creation, to incubation of new products, or blitz-scaling operations. Sutherland has been providing Research Services for over 20 years. Our practice is built on the foundations of human-centric design, deep research, and infused with deep AI and ML. Sutherland’s first of a kind AI Solution enables our clients to reimagine the ‘Office of the Future’ for Research Analysts. We have received coveted market recognition in the industry in the leadership category by many Industry Analysts and Advisory firms including Nelson Hall and Everest Group.
Proprietary Platforms
- Sutheralnd AI Modelbot – Financial modeling, valuation, scenario analysis, underwriting support, IC preparation, and exit planning
- Sutherland Deal Pulse – Deal sourcing, target screening, market mapping, commercial diligence, and Portfolio Value Creation.
- Sutherland PvtPulse – Private market valuation, expert-calibrated outputs, portfolio benchmarking, relative value analysis, and performance insights
- Sutherland Pulse360 – Market intelligence, competitive research, customer insights, commercial diligence, and value creation planning
- Sutherland GOVERN – ESG diligence, governance review, portfolio monitoring, value creation inputs, and exit readiness
About the Role
We have an exciting opportunity for an experienced Sales Client Development Executive in our Research and Financial Markets division. This is a strategic role to manage and grow relationships with some of the largest asset managers and financial institutions. These clients leverage our solutions that are scalable and are at the intersection of Digital and Technology transformation. This role will also build and nurture new client relationships with some of the world's most innovative organizations including the largest asset managers, pension funds, PE firms, Hedge Funds, and Investment Banks. You will take an active part in driving the vision of our practice. This role is for a strategic thinker who will be responsible for crafting client solutions, managing client dialogue, building thought leadership, and delivering on the divisional strategic plans.
Responsibilities
- Drive consultative sales process – build collaborative partnerships with prospects and clients. Actively contribute to the digital transformation journey alongside leaders from research, consulting, analytics, technology platform, and design.
- Initiate and identify new sales opportunities by prospecting potential clients
- Consistently build and maintain a robust, multi-stage pipeline of qualified opportunities to ensure predictable revenue conversion and achievement of sales targets.
- Follow a structured and disciplined sales process (prospecting, qualification, solutioning, proposal, negotiation, closure) with consistent CRM hygiene and accurate forecasting at every stage.
- Ensure disciplined follow-up cadence and timely progression of deals through the sales funnel, avoiding stagnation at any stage
- Lead the efforts for client discovery – diagnose clients' most pertinent issues, differentiate between symptoms and root causes, leverage market insights, and craft innovative solutions.
- Nurture leads in the funnel and create a strong pipeline of opportunities.
- Lead client solutions and RFPs for all areas of Research including Financial Statement automation, AI, RPA, Digital Content Creation, etc.
- Support sales leaders in strategic sales pursuits. Manage client on-boarding and sales administration, and revenue cycle management.
- Create compelling industry thought leadership and assist in designing Operating model of the Future / strategy roadmaps.
- Create market awareness, attend, and lead conferences, and manage marketing initiatives and data-driven marketing.
- Assist with our strategy to manage industry partnerships, alliances, and engagement with external players and technology start-ups.
- Collaborate with the Operations team to build knowledge, learn new solutions delivered to clients, and build ideas productize the offerings.
- Lead the efforts to identify whitespaces and assist in incubating new intelligent automation solutions.
Qualifications
- Candidate will possess natural leadership capabilities with a minimum of 10 years of progressive professional experience in the Professional Services
- Should possess significant understanding and subject matter expertise in the financial market space (including Asset Management, Investment Banks, and Sell-Side Equity Research firms)
- At least 8 years of experience in sales and marketing
- A post Graduate degree
- Have strong sales and customer services orientation to drive revenues
- Quality focused with attention to detail and client service
- Excellent presentation Skills. Strong communication skills and ability to present the proposals to clients at Senior level
- Strong analytical and creative problem-solving skills. Never satisfied with the status quo.
Required Skills
- Ability to manage client conversations, presentations, and articulate Sutherland’s winning approach.
- Ability to position Sutherland’s Digital transformation, innovation, and differentiation in a compelling manner.
- Ability to identify winning themes in a client RFP and articulate our value proposition accordingly.
- Ability to drive true solution differentiation through technology automation, frameworks, operations management, and thought leadership.
- Ability to pro-actively mine opportunities at an early stage of the Sales process
- Ability to plan and drive Marketing efforts and create analyst presentations (Gartner, Everest, etc.) for industry thought-leadership.
Equal Opportunity Statement
Sutherland is committed to diversity and inclusivity in the workplace.