The role owns the end-to-end deal lifecycle—from origination to closure and early-stage expansion— managing complex sales cycles and ensuring strong post-win ramp-up. It requires orchestrating cross-functional teams to deliver integrated, outcome-driven solutions aligned to client priorities, while building and scaling a high-value pipeline. Overall, the role is accountable for driving consistent new revenue growth and contributing to long-term portfolio expansion through strategic, high-impact engagement.
ResponsibilitiesAs part of your duties, you will be responsible for:
1. Strategic Account Growth & Business Development (Named Accounts) - Drive Data & AI led growth strategies across strategic Healthcare Provider accounts, expanding footprint and unlocking new revenue opportunities across subsidiaries
2. New Logo Acquisition & Market Growth - Own new Healthcare Provider logo acquisition, originating, shaping, and closing large, complex deals by positioning integrated Data, Digital, and AI solutions
3. Sales Strategy & Execution - Lead end-to-end sales cycle from prospecting to closure, ensuring strong pipeline creation, disciplined execution, and consistent revenue growth
4. Sales & Revenue Growth - Deliver account growth through upsell and cross-sell of Data, AI and Global Delivery led solutions across Finance & Accounting, Contract Center, Revenue Cycle Management, Provider Analytics, Data Management and other services aligned to evolving client priorities
5. Tech Savviness & Data & AI proficiency in managing and growing client relationships - Build trusted CXO relationships and engage CIOs/CTOs with compelling, context-driven articulation of EXL’s Data & AI capabilities within the client’s technology landscape
6. Cross-Functional Collaboration & Solutioning - Orchestrate cross-functional teams to design and deliver integrated solutions across Data, Analytics, AI, Digital, Finance & Accounting, Contract Center and Clinical Operations
7. Pipeline Development & Conversion - Build and manage a high-quality pipeline with strong conversion discipline and predictable revenue realization
8. Financial Management & Oversight - Drive revenue, pipeline, and profitability performance through strong financial tracking and account governance
9. Market Insights & Competitive Intelligence - Leverage market intelligence to anticipate demand, shape Data & AI offerings, and strengthen competitive positioning
Skills and Personal attributes we would like to have:
1. Thought Leadership in Data & AI - Seen as a credible thought partner to CXOs, with strong understanding of Data, AI, Analytics and tech ecosystems (AWS, Azure, GCP, Databricks, Palantir), enabling articulation of value, limitations, and ROI while influencing strategic decisions and guiding Data & AI-led transformation
2. EXL Differentiation - Position EXL as a Data & AI-led outcomes and orchestration partner
3. Sales Cycle Management – Experience managing complex sales cycles, working with technical stakeholders, and negotiating strategic deals
4. Stakeholder Communication – Strong presentation and communication skills with ability to build relationships across all customer levels, from ICs to C-level executives
5. Analytical & Creative Thinking – Analytical approach to understanding customer needs combined with creative solutions to drive expansion
6. Execution Mindset – A knack for bringing order to chaos and an enthusiastic 'roll up your sleeves' mentality
7. Technology Orientation (Data & AI) – Passion for emerging technologies like AI, with interest in ensuring they are developed safely and responsibly. Translate Data, AI, Cloud, and Domain Ops into client-specific, high-impact solutions
8. Domain & Industry Expertise - Deep understanding of Healthcare Providers Market and evolving client priorities
9. Complex Deal Leadership - Manage multi-stakeholder, large deal cycles and consistently deliver revenue targets
10. CXO Influence & Relationships - Build trusted executive relationships and influence strategic decisions
11. Value Translation - Convert EXL capabilities into business-aligned solutions addressing key client pain points
12. Communication & Executive Presence - Articulate complex Data, AI & Global Delivery concepts with clarity and impact
13. Collaboration & Orchestration - Work across teams to deliver integrated, end-to-end solutions
14. Curiosity & Market Awareness - Stay ahead on Data, AI, Digital, and enterprise trends
Qualifications and experience we consider to be essential for the role:
· Bachelor’s degree in Business, Economics, Engineering, Technology, Business or a related discipline.
· Preferred (but not mandatory) - Master’s degree (MBA or equivalent) from a reputed institution, with a focus on Strategy, Marketing, Finance, or General Management.
· Minimum 15+ years of demonstrated experience in leading delivery teams, business development, sales, pre-sales or related roles, with a strong track record of success.
· 8+ years of experience of leading sales in Healthcare Provider sector is required.
Salary Range: $167,000 - $235,000
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.
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