Company Overview and Culture 

EXL (NASDAQ: EXLS) is a global analytics and digital solutions company that partners with clients to improve business outcomes and unlock growth. Bringing together deep domain expertise with robust data, powerful analytics, cloud, and AI, we create agile, scalable solutions and execute complex operations for the world’s leading corporations in industries including insurance, healthcare, banking and financial services, media, and retail, among others. Focused on creating value from data for driving faster decision-making and transforming operating models, EXL was founded on the core values of innovation, collaboration, excellence, integrity and respect. Headquartered in New York, our team is over 40,000 strong, with more than 50 offices spanning six continents. For information, visit www.exlservice.com.

For the past 20 years, EXL has worked as a strategic partner and won awards in its approach to helping its clients solve business challenges such as digital transformation, improving customer experience, streamlining business operations, taking products to market faster, improving corporate finance, building models to become compliant more quickly with new regulations, turning volumes of data into business opportunities, creating new channels for growth and better adapting to change. The business operates within four business units: Insurance, Health, Analytics, and Emerging businesses. 

About EXL Health

We leverage Human Ingenuity and domain expertise to help clients improve outcomes, optimize revenue and maximize profitability across the healthcare ecosystem.  Technology, data and analytics are at the heart of our solutions.  We collaborate closely with clients to transform how care is delivered, managed and paid.  

EXL Health combines deep domain expertise with analytic insights and technology-enabled services to transform how care is delivered, managed, and paid.  Leveraging Human Ingenuity, we collaborate with our clients to solve complex problems and enhance their performance with nimble, scalable solutions.  With data on more than 260 million lives, we work with hundreds of organizations across the healthcare ecosystem.   

We help payers improve member care quality and network performance, manage population risk, and optimize revenue while decreasing administrative waste and reducing health claim expenditures. We help Pharmacy Benefit Managers (PBMs) manage member drug benefits and reduce drug spending while maintaining quality. We help provider organizations proactively manage risk, improve outcomes, and optimize network performance. We provide Life Sciences companies with enriched data, insights through advanced analytics and data visualization tools to get the right treatment to the right patient at the right time.

About Us:

EXL Health, a leading innovator in healthcare technology solutions, is seeking a dynamic Vice President - Strategic Payer Sales Leader to join our team. If you are a seasoned healthcare sales professional with a strong background in healthcare sales and account management, a proven track record in leadership and management, and the ability to engage "C" level executives, we invite you to explore this exciting opportunity to shape the future of healthcare through cutting-edge technology.

Key Responsibilities:

Selling Technical Healthcare Solutions:

• Spearhead the sales of our healthcare solutions in two large accounts, including to various C-level executives, including in particular CIOs and CTOs within healthcare organizations.
• Identify and engage key buying center contacts to promote our solutions effectively.

Account Growth:

• Achieve an annual growth rate of at least 30% over the next 3 years within the two assigned Strategic Client accounts.
• Maintain account gross margin above 40%.
• Identify opportunities to expand services, both in existing areas and new domains, including with focus both on small and large deals, sole sourced as well as competitive.
• Collaborate with other members of Account and Operations Teams to expand and up-sell programs to the client, with particular focus on cross-selling to additional contacts within the organization.

Solutioning:

• Understand the client's pain points and map relevant technical products, services, and solutions.
• Collaborate with EXL's Product, Service, and Solutioning teams to develop customized solutions.
• Lead the effort to deliver the appropriate offerings and negotiate business terms for Statements of Work (SOWs).

Account Management:

• Orchestrate and communicate a vision and multi-year strategy for client growth.
• Lead the Go-to-Market effort to deliver value propositions for new technical solutions for client.
• Support Account Management initiatives, and maintain line of sight of key financial metrics.
• Manage key clients, collaborate with Operations and Service Line General Managers, and ensure client satisfaction by fostering partnerships.
• Detailed understanding of account revenue and gross margin budgets, as well as forecast numbers.

Client Engagement:

• Act as the strategic liaison with the client's C-suite and maintain key relationships.
• Develop deep knowledge of client account, discern the client's strategic goals and plans, representing their voice within EXL.
• Provide leadership to account managers and operations leaders as they navigate client relationships.
• Participate in regular Monthly and Quarterly Business Review meetings with clients, with particular ownership and focus on growth.
• Work closely with Operations for these key clients to ensure overall client health and satisfaction.
• Identify and map relevant buying centers in the target accounts.
• Know the competitive footprint in each account and own the plan for EXL to stay ahead.

Performance and Growth:

• Ensure the creation and monitoring of metrics.
• Discuss and escalate concerns with internal areas.
• Be available for client escalations and handle amendments to SOWs.

Selling Skills:

• Very high emphasis on deal origination, both large and smaller deals; maintain a balanced pipeline meeting Company targets for account growth.
• Build strong, broad and deep relationships across two clients, with goal to provide deep insight into client needs, goals, and challenges
• Ability to articulate client value both internally and to key client stakeholders i.e., what has the client achieved as a result of working with EXL.
• Understand the technical pain points and needs of clients.
• Leverage knowledge of the US healthcare system, the Client account, and the broader EXL portfolio to inform solutions and product design.
• Apply hands-on understanding of various analytical skill sets to drive successful execution in emerging areas.

Management and Leadership Skills:

• Mentor and advance the strategic client team.
• Maintain relationships with other EXL Strategic Client teams.

Qualifications:

• 15+ years of experience in strategic client sales, including as appropriate account management, with a minimum of 5 years in leadership or management.
• Deep healthcare experience in health plans or healthcare retail.
• Strong executive-level client-facing skills, with the ability to communicate complex technical concepts to non-technical executives.
• Excellent oral and written communication skills.
• Proven track record of originating new opportunities within large, complex client organizations.
• Experience in selling technology, analytics, payments, and/or BPO solutions.
• Strong appreciation for various delivery models, including analytics, software, and platform-enabled services.
• Ability to interact effectively at all levels within a client organization, including CXO level.
• Minimum BA/BS degree; Master's or advanced degree strongly preferred in a relevant field, including healthcare administration, sales, or marketing.