[Hiring] VP BCM Consulting Sales @EXL

Role Description

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.

• Leverage industry knowledge and sales expertise to identify business opportunities.
• Develop strategic relationships and deliver tailored solutions to meet the unique needs of BCM industry companies in North America.
• Cultivate EXL's presence in the market and grow business development opportunities with new clients.
• Must have specific experience as an individual contributor selling BPO & Advisory services in the North America region focusing on BCM client sectors.
• This is an individual contributor role with high visibility in the organization.

Responsibilities

• Have Big-deal experience – proven experience in closing deals each with ACV > $2M and TCV > $10M selling BPO services to the BCM client industries.
• Responsible for New Logo hunting and the sales cycle from deal origination to closure (signed contract) and successful handover to the Account Manager.
• 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 on targeted account strategies, agree on target logos, and pursue high value and high growth new logos.
• Build a predictable pipeline of new business to generate repeatable and profitable revenues across various Business Units.
• Execute go-to market plans via targeted campaigns and other sales channels including advisors, influencers, conference attendance, industry events, etc.
• Identify and translate client needs into the company service offerings.
• Develop an understanding of customers’ business needs, matching them with company capabilities, and developing winning proposals.
• Be a key intermediary between the service delivery team and the customer.

Qualifications

• Solid current experience as an individual contributor selling multi-year/multi-million-dollar BPO & Advisory engagements to Banking Capital Markets (BCM) clients.
• 8 - 10 years recent experience as an individual contributor selling new business for a BPO and/or Top 10 Advisory Consulting firm with recent years focused on BCM clients.
• Astute at identifying and qualifying leads, developing strong relationships at potential client organizations, and converting these relationships into commercial engagements.
• Effectively and proactively manage client expectations and build deep client partnerships.
• Broad functional knowledge within the North American BPO & Consulting sector and able to connect with executive level stakeholders in BCM.
• 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 motivated by winning.
• Demonstrated ability to work in a multicultural global environment.

Requirements

• Base salary range: $230k - $260k.
• Total compensation includes base salary, sales rewards & commission plan, and RSUs.
• Remote role with candidates based in San Francisco, with travel to client sites and EXL offices as needed.
• Travel required up to 40% - mostly domestic.
• *** Candidates must already reside in the San Francisco Bay area. ***

Benefits

• To learn more about what we offer, please visit us at EXL Careers and Benefits .