New Business Sales - Tech Client Industry Focus

Responsibilities:

The selected person shall carry OKRs related to identifying, originating, and closing deals with new clients in the Tech Industry to achieve New Client Revenue targets. A self-starter who is comfortable working under relative ambiguity to build and grow the business shall be a great fit in this role.

• Business Development - Be driven with a hunter mindset to identify and close deals from new logos in Technology Industry target account list. Utilize your network, social media, and industry forums to form new relationships and uncover opportunities. Execute go-to market plans via targeted campaigns and sales channels including but not limited to partners, advisors, influencers, conferences, and industry events.
• Target Orientation - Carry a Sales target (bookings) of $2M for first 12 months.
• Consultative Selling - Be a trusted advisor for clients by demonstrating knowledge of EXL’s offerings and mapping them to client needs and industry challenges. Collaborate with colleagues in Strategic Growth Units and Horizontal capability teams develop and implement effective solutions for customer success.
• Sales Planning - Bring an understanding of opportunities and business imperatives facing the Technology Industry. Contribute and participate in sales and account planning efforts with colleagues in a matrix environment. Collaborate with internal lead generation, marketing, and solution teams to communicate requirements and opportunities for the industry and targeted accounts. Be adept at using CRM like Salesforce/HubSpot/Dynamics for tracking sales pipeline and activities.
• Sales Growth - Have a personal accountability for closing new revenue opportunities and meeting revenue expectations. Be responsible for providing accurate forecasting and financial information as required. Effectively coordinate internal resources to support solution design, proposal development, pricing, contract negotiations, and implementation of solutions. Be hands-on in formal sales presentations, written proposals, and negotiations.
• Relationship Management - Manage client relationships and work with delivery/ engagement managers in ensuring maniacal focus on client satisfaction. Monitor client satisfaction with the ongoing delivery of existing projects and request interventions from delivery leaders, if required.
• Travel - Be willing to travel >50% for meeting prospective clients, and colleagues.

Experience Required:

• Bachelor’s degree.
• 8 - 12 years as an individual contributor selling new business with at least 3 years of selling to Technology Industry clients. Candidates with less or more experience may be considered based on meeting other selection criteria.
• Have experience in closing deals equal to or greater than $5M ACV/ ARR.
• Prior success in meeting/exceeding hunting Sales targets.
• Excellent communication skills that reflect clarity of thought in oral, written, and presentation skills.
• Demonstrate depth of research and thought leadership for getting client attention.
• Astute at identifying and qualifying leads. Be able to develop strong relationships at potential client organizations and have proven ability to convert relationships into commercial engagements in situations where little to no previous relationship existed.
• Effectively and proactively managed client’s expectations and built deep client partnerships.
• Broad functional knowledge of Customer Experience, F&A, and Sales & marketing services (all or as many of these buying centers).
• Strong sales process and operations skills (pipeline management, forecasting, budgeting, and collaboration with matrix teams)
• Strategically minded and able to create a consultative and solution-led sales approach.
• High-energy style who is motivated by winning.
• Demonstrated ability to work in a multicultural global environment.