Assistant Vice President

Job Title: AVP - Business Development

Role Overview

The AVP - Business Development at EXL Services will be responsible for driving business growth, managing client relationships, and executing go-to-market (GTM) strategies in the B2B services industry. This role requires a strategic thinker with extensive experience in lead generation, consulting, delivery, presales, and partnerships, particularly within the analytics, digital transformation, and digital operations domains. The ideal candidate will have a deep understanding of the sales cycle, from prospecting to deal closure, and will play a crucial role in expanding EXL’s market presence. Experience in the communication, media, and entertainment industry will be a plus.

Key Responsibilities

• Act as the primary point of contact for clients and prospects, ensuring strong relationship management.
• Drive business growth by identifying and engaging potential clients, with a focus on analytics, digital transformation, and digital operations.
• Develop and execute GTM strategies to drive revenue and market expansion.
• Lead lead-generation efforts, leveraging multiple channels including networking, outbound prospecting, and partnerships.
• Collaborate with consulting and delivery teams to align sales strategies with EXL’s service offerings.
• Identify and implement best practices in sales and account management.
• Organize and conduct client meetings to understand their needs and provide tailored solutions.
• Monitor and report on sales performance, pipeline management, and revenue forecasts.
• Manage budgets and client invoices to ensure financial accountability.
• Suggest and implement innovative strategies to increase sales and improve client experiences.
• Develop compelling sales pitches based on market research and industry trends, particularly in analytics and digital transformation.
• Own the end-to-end sales cycle, from lead nurturing to contract negotiations and closure.
• Present and demonstrate the value of EXL’s services and solutions in a persuasive manner.
• Identify trends and market opportunities through data analysis.
• Maintain a comprehensive database of key client and prospect information.
• Drive upsell and cross-sell opportunities to enhance revenue from existing accounts.
• Represent EXL at industry events, conferences, and networking opportunities.
• Handle negotiations and proactively address potential client concerns.

Background and Experience

• 10 to 12 years of experience in business development, sales, consulting, delivery, and partnerships within the B2B services industry, with a strong focus on analytics, digital transformation, and digital operations.
• Proven experience in lead generation and pipeline development for high-value accounts.
• Strong experience in managing and expanding client relationships across multiple industry verticals, with a preference for communication, media, and entertainment sectors.
• Bachelor’s degree required; MBA highly preferred.
• Extensive experience working in a global delivery model and with international clients.
• Deep understanding of account management and project delivery methodologies.
• Knowledge of CRM software, MS Office, and industry-specific solutions.
• Strong leadership, interpersonal, communication, and presentation skills.
• Expertise in sales strategy development, market research, and negotiation.

Preferred Skills

• Ability to develop and manage strategic partnerships for business growth.
• Experience in presales, solutioning, and working closely with consulting and delivery teams.
• A strong network within the industry to drive business opportunities.
• Ability to work in a fast-paced, results-oriented environment.
• Analytical mindset with a focus on data-driven decision-making.

This role offers an exciting opportunity for a seasoned professional to take ownership of business development initiatives and drive strategic growth for EXL Services.