VP BCM Consulting Sales - San Francisco Bay Area

New Business Sales Professional

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 the BCM client sectors.

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

The posted range is the hiring range for this role a subset of the broader range available to employees over time and reflects base salary across our national hiring scale. 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. The top of the range is reserved for candidates who notably exceed the requirements; the lower end applies to those with less experience or fewer preferred qualifications. For positions based in higher-cost zones (e.g., California, New York, New Jersey), actual compensation may exceed the posted range; your recruiter will share specifics during the process.

Responsibilities

• Have big-deal experience the ideal candidate will have proven experience in closing deals 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 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.

Qualifications

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 Consumer Retail & CPG clients.

• 8 - 10 years 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.