Vice President of Sales

Job description

## ### Location: New York, NY (hybrid in office/remote) **In addition to your base salary, you'll be eligible for a competitive commission plan designed to reward strong performance and successful new-business development.** ## ## Position Summary SPS is seeking an accomplished Vice President of Sales to drive net-new revenue growth across its Technology Business Solutions portfolio. This executive will identify, develop and close complex, multi-year outsourcing and technology-enabled services opportunities with financial institutions, insurance companies and other highly regulated enterprises. The successful candidate will be a proven new-logo hunter with 10 to 15 years of experience selling business process outsourcing, document management, claims processing, financial transaction processing or related managed services. Candidates must demonstrate direct responsibility for originating and closing strategic opportunities with total contract values exceeding $10 million. The Vice President of Sales must be highly conversant in the trends shaping client buying decisions, including artificial intelligence, intelligent document processing, straight-through processing, workflow automation, data analytics and digitally enabled operating models. The executive must be able to create opportunities where none currently exist, build senior client relationships and lead multidisciplinary teams through complex enterprise sales cycles. ## Reporting Relationship The Vice President of Sales will report directly to the Head of TBS Sales and work closely with TBS business leadership, solution design, operations, technology, finance, legal, risk and executive management. This is a senior individual-contributor role accountable for originating and closing new business. It is not primarily an account-management or sales-team administration position. ## Key Responsibilities ### New Logo Business Development - Develop and execute a targeted business-development strategy focused primarily on acquiring new enterprise clients. - Identify high-potential prospects across banking, financial services, insurance and other industries where relevant. - Build and maintain a qualified pipeline of complex opportunities with individual total contract values generally exceeding $10 million. - Create opportunities through executive networking, industry relationships, market intelligence, referrals and focused account-based outreach. - Establish relationships with C-suite executives and senior leaders across operations, technology, finance, procurement, claims, payments, customer experience and transformation. - Maintain accountability for pipeline creation, opportunity progression, bookings and revenue conversion. ### Complex Solution Sales - Lead the complete sales lifecycle from market identification and initial client engagement through discovery, solution development, proposal, negotiation and contract execution. - Diagnose client operating challenges and translate them into compelling outsourcing, transformation and managed-services solutions. - Develop solutions spanning business process outsourcing; document intake, digitization and records management; claims processing; payments, remittance and lockbox processing; customer communications; intelligent document processing; back-office operations; and technology-enabled managed services. - Position SPS around measurable client outcomes, including lower operating costs, improved service quality, faster processing, stronger controls, compliance and operational resilience. - Build persuasive financial cases demonstrating productivity improvement, risk reduction, return on investment and transformation value. - Lead negotiations involving pricing, service levels, transformation investments, risk allocation and multi-year contractual terms. ### Technology and Market Leadership - Maintain a strong understanding of the technologies and operating-model changes influencing sourcing and transformation decisions. - Demonstrate fluency in artificial intelligence and generative AI, intelligent document processing, straight-through processing, robotic and intelligent process automation, workflow orchestration, predictive analytics, cloud-enabled processing and digital customer communications. - Explain how AI and automation can improve cycle time, accuracy, productivity, customer experience and operating cost while maintaining appropriate governance and controls. - Understand the practical application of straight-through processing across claims, payments, remittance, document intake and other high-volume transaction environments. - Engage credibly with client operations, technology, risk, security and compliance executives about the adoption of emerging technologies. - Stay current on data privacy, cybersecurity, regulation and operational-resilience requirements affecting financial services and insurance clients. ### Pursuit Leadership - Serve as the leader for major pursuits and coordinate solution design, operations, technology, finance, legal, risk and executive sponsors. - Develop opportunity-specific win strategies, competitive positioning and executive engagement plans. - Facilitate client discovery sessions, solution workshops, presentations, site visits and executive negotiations. - Ensure proposed solutions are operationally achievable, competitively differentiated and financially attractive. - Apply disciplined opportunity qualification and recommend when SPS should invest in, reshape or discontinue a pursuit. - Provide accurate forecasts, pipeline reporting, probability assessments and deal-closing plans. ### Market Development - Monitor competitor capabilities, market positioning, pricing models and major outsourcing transactions. - Identify client needs and new service offerings that can expand the SPS addressable market. - Represent SPS at relevant industry conferences, executive forums and client events. - Build productive relationships with advisors, consultants, sourcing firms and other market influencers. - Provide market feedback to help shape the TBS solution portfolio, investment priorities and go-to-market strategy. ## Required Experience - 10 to 15 years of enterprise sales and business-development experience in BPO, BPS, managed services, document management, transaction processing or technology-enabled business services. - Demonstrated success identifying and winning net-new enterprise clients. - Personal involvement in originating, shaping and closing multiple complex opportunities with total contract values exceeding $10 million. - Experience selling multi-year solutions into financial services, insurance or similarly complex industries. - Strong understanding of at least two relevant domains: banking and financial transaction processing; insurance claims; document and records management; payments, remittance or lockbox; customer communications; back-office outsourcing; or intelligent document processing and workflow automation. - Experience managing enterprise sales cycles that may extend from 12 to 24 months. - Ability to sell business outcomes and transformation value rather than stand-alone products, software or staff augmentation. - Experience leading cross-functional teams through solution development, pricing, contracting and implementation planning. - Established relationships with senior executives in relevant target markets. - Strong understanding of governance, risk, compliance and security requirements in regulated client environments. ## Preferred Experience - Experience selling solutions that combine people, process, technology, automation and onshore, nearshore or offshore delivery. - Background with a leading global BPO, BPS, technology services, document-services or financial transaction-processing company. - Experience with competitive RFPs, sole-source negotiations, rebids, renewals and client-led sourcing processes. - Knowledge of outcome-based, transaction-based, gain-share and other managed services pricing structures. ### Physical Demands: - Fine and/or gross motor skills, including the ability to grasp, lift and/or carry objects. - Ability to walk, bend, kneel, stand, and/or sit for an extended period of time. - Able to speak, hear and communicate in person and virtually. - Able to work on/off site. - Must be able to handle rejection, conflict and work under deadlines/business demands. - Able to work on/off site and travel based on business needs. - Able to work multiple time zones if needed. - Manual dexterity required for operating office machinery (computer, printer, fax machines, copiers and other essential business equipment needed to complete job duties) - Physically able to talk on the phone and input data simultaneously on a computer. - Ability to lift or move objects as needed. - Specific vision abilities required by this job include close vision, distance vision, ability to adjust focus and ability to match or may include detection of differences between colors, including shades of color and brightness. **Travel: Some travel is required for this position. Approximately up to 25%.** **Other Duties:** This job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice. *Compensation: The expected compensation is an estimate, and the final offer will depend on skills, experience, location, and other job-related factors.* *Vacancy Status: This posting is for an existing vacancy.* Pay Range $160,000—$190,000 USD **WHAT WE OFFER** - **Career Growth:** An opportunity to enter a job that allows you to learn new skills or use a variety of them that may lead you to uncover other career opportunities. - **Learning & Development:** At SPS, we promote a work culture of learning so that you can develop to be the best at what you do. - **We Recognize Talent:** We offer a variety of recognition programs for all levels of employees. - **Paid Time Off:** Full time: Minimum of 80 hours/calendar year. Part time/temporary: Minimum of 1 hour for every 30 hours worked. PTO amounts may increase based on tenure and/or the assigned account. PTO allows employees to take approved time off for any reason. - **Bonuses:** Are available for employee and client referrals for current employees. - **Benefit Offerings:**Medical, Dental, Vision, HCFSA, DCFSA, HSA, Commuter Transit and Parking Pre-Tax Plans, Supplemental Life Insurance, Accident Insurance, Critical Illness, Hospital Indemnity, Legal Program, Identify Theft Protection, Pet Discounts, Pet Insurance, Group Home and Auto Insurance, EAP, Short Term Disability, Life Insurance, Education Discounts, 401k w/ matching, and Entertainment Discounts. - Note: Please inquire with the Human Resources team for benefit offerings per role as regular positions that routinely are under 30 hours/week may have a different benefit offering. --- **About SPS** **SPS is a global workplace solutions and business transformation company operating in more than 20 countries**. Across North America, we help clients enhance workplace experiences and business operations through services including workplace support, physical and digital mailroom solutions, intelligent document processing, reception and concierge services, and other business support offerings. Our clients include leading organizations across banking, insurance, legal, higher education, professional services, and many Fortune 500 companies. --- At SPS we embrace the uniqueness of our employees and are committed to the fair and equal treatment of all people, applicants, and employees by promoting a culture of access, inclusion, equity and diversity. **SPS provides equal employment opportunities (EEO) to all employees** and applicants for employment without regard to race, color, religion, sex, sexual and reproductive health choices, national origin, age, disability, genetics, military status, gender identity or expression, sexual orientation and/or any other status protected by applicable law. *Colorado only:*We accept applications for an expected minimum of 5 days from the date it is posted. The posting may remain open longer as needed to ensure a robust and inclusive applicant pool. **To ensure a fair and authentic interview process, applicants may not use AI tools or any other form of real-time assistance during interviews.****SPS team members may use transcription or note-taking technology solely to support accurate interview documentation. No AI or automated decision-making tools are used to screen, assess, or select candidates for this role.** SPS uses the Greenhouse Applicant Tracking System to facilitate application management and recruiting workflows. Human recruiters and hiring managers review applications and exercise independent judgment throughout the hiring process **SPS offers reasonable accommodations** in the hiring and employment process for individuals with disabilities. If you need assistance in the application or hiring process to accommodate a disability, you may request an accommodation at any time. **To view our privacy policy, click on the link below:**[Data Privacy Statement](https://www.spsglobal.com/en/data-privacy-other) **Acknowledgement Section:** By submitting an application, by hitting "Submit Application", you certify that the information contained in this application is true and complete. You attest to the fact that the answers provided are correct to the best of your knowledge and ability. You certify that you have not knowingly withheld any information that might affect your chances for hiring. You understand that any false information or omission (including any misstatement) on this application or on any document used to secure this employment can be grounds for rejection of application or, if you are employed by SPS can be grounds for immediate termination from this company.