Sales Director

The Sales Director role has the opportunity to manage the full lifecycle, complex sales process from identification/lead generation through closing the deal and hand-off to engagement leadership. The ideal candidate will have the demonstrated consistent success and experience in meeting aggressive growth goals by proactively uncovering consulting opportunities for data management, data engineering, and cloud platform development. If you are passionate about selling professional services in the Data Management space, bring a hunter mentality every day, and love closing new business, then this is the job for you!

This role will be focused on new business sales across our core verticals as well as emerging ones. You'll be leveraging new and existing relationships, you will be able to source opportunities through a variety methods including conferences/networking, partner connections, and current/dormant client lists. This role is hunting new opportunities in the marketplace as well as with existing accounts by identifying new buying centers.

EXL Sales Directors drive the sales process and results, growing a profitable pipeline, through opportunity origination, consultative and solution-oriented sales and negotiation to closure.

Essential Duties

Business Development & Consultative Selling

• Identify and close new business opportunities within existing accounts
• Work hand-in-hand with colleagues across EXL to develop a combined approach to overall account growth across all lines of business
• Utilize your network, social media, and industry forums to form new relationships and uncover opportunities within target accounts
• Maximize leads from marketing/lead gen team and determines how to best support new opportunities throughout the sales process
• Meet with clients or prospects and fully understands and qualifies all sales opportunities. Once qualified, moves prospects through designated stages
• Conduct research to qualify new opportunities and creates account plans to help determine Customer Lifetime Value
• Earn the role of trusted advisor by demonstrating a thorough understanding of EXL’s analytic and data management solutions and matching these services to client needs and critical industry challenges
• Develop and drive proposal development, working closely with internal solutioning teams
• Build effective and beneficial relationships with existing customers and internal partners to identify, qualify and solicit new business opportunities
• Determine pursuit strategies with the Vertical Leads to develop accounts approach and responsibilities for target clients

Partnership Mapping & Sales Planning

• Actively engage with our technology partners sales counterparts to account plan
• Must have a personal accountability for closing new revenue opportunities and meeting revenue expectations, as well as being 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.
• Drive partner-originated business opportunities to expand network and reach within target accounts
• Manage client relationships and work with the engagement managers in ensuring delivery of projects with an uncompromising focus on client satisfaction, timelines, budgets & other milestones while leveraging a global delivery model.
• Monitor client satisfaction with the ongoing delivery of existing projects and request interventions from delivery leaders, if required.
• Proactively identify expansion opportunities within existing relationships as well as new engagements to serve emerging needs of the clients and lead the business development leveraging capabilities and expertise within the organization.
• Develop a strategic vertical sales plan illustrating a clear path to target quotas by rationalizing high-growth, high-client contact target companies
• For all opportunities, lead the tactical process of SOW creation to execution
• Leverage Lead Gen team to develop lead list and provides guidance on customer outreach
• Work closely with Lead Gen team and Marketing Department to develop email campaigns and other solicitation strategies for new and existing clients
• Coordinate logistics and other details to prepare sales, marketing or delivery teams should their involvement be required
• Manage pipeline accurately with an eye towards engagement start dates

Education & Experience

• Bachelor's Degree preferred
• 7-10 years of relevant sales experience
• Professional services (ideally Data management) sales experience required
• Technology or relevant field services background preferred

Knowledge, Skills & Abilities

• Successfully connects and relates to C-level, VPs, and executives in a positive personal manner
• Has latitude in decision-making and contributing to the success of the sales process within the assigned region
• Ability to quickly solve problems and overcome obstacles in the sales process
• Ability for professional communication with prospects and clients. Clear and frequent communicator with sales leadership and the sales team
• Clear and frequent communication with other internal organizations such as resourcing, operations and delivery
• Ability to work independently and tenaciously, as well as collaboratively as part of a team
• Develops and expands technical knowledge within Enterprise Data Management and Data Analytics through supplemental reading and research
• Able to leverage phone for MS Outlook
• Ability to work at a fast cadency, under pressure, with multiple concurrent deadlines and projects
• Possesses exceptional skill level in the qualification of opportunities
• Can lead conversations with partners and give presentations to clients adding value and insight to conversations
• Consistently keeps partnership pipeline up-to-date and informed
• Ability to research individuals and companies to draw correlations that assist in formulating the business approach and correctly frames the conversation.
• Ability to quickly respond and address client/partner needs. Replies are thoughtful and done with swiftness (24 hours at most).
• Excellent planning, organizational and project management skills. Familiarity with Salesforce.com highly preferred
• Excellent Microsoft Office and other application skills.
• A willingness to travel at least 40% of the time

Physical Demands and Working Conditions

Works in a normal office environment requiring light physical effort by handling objects up to 20 pounds occasionally and/or up to 10 pounds frequently. Works with standard office equipment (such as phone, fax and personal computer). Ability to navigate stairs frequently during the course of a business day in various work locations. Sitting at desk for most of day, and working with computer.

EEO/Minorities/Females/Vets/Disabilities

Please be aware that EXL requires all employees to be vaccinated for COVID-19. This position will require the successful candidate to obtain and show proof of a vaccination. EXL is an equal opportunity employer, and will provide reasonable accommodation to those individuals who are unable to be vaccinated consistent with federal, state, and local law.

*The base salary range represents the low and high end of the EXL base salary range for this position. Actual salaries will vary depending on factors including but not limited to: location and experience. The base salary range listed is just one component of EXL's total compensation package for employees. Other rewards may include bonuses, sales rewards, as well as a Paid Time Off policy, and many region-specific benefits.”