Client Executive - EMEA. Energy, Utilities, Telecom & TTL

EXL (NASDAQ: EXLS) is a global data and artificial intelligence ("AI") company that offers services and solutions to reinvent client business models, drive better outcomes and unlock growth with speed. EXL harnesses the power of data, AI, and deep industry knowledge to transform businesses, including the world’s leading corporations in industries including insurance, healthcare, banking and financial services, media and retail, among others. EXL was founded in 1999 with the core values of innovation, collaboration, excellence, integrity and respect.

We are headquartered in New York and have more than 60,000 employees spanning six continents.

Summary of the role:

The role revolves around being responsible for leading and expanding client engagement for strategic accounts based in the EMEA region. This role demands a dynamic leader who can manage existing client relationships whilst also driving new revenue growth, elevate the client experience, and drive significant portfolio growth through strategic account planning and solution delivery. Manage and nourish existing client relationships while proactively evolving them into broader, value-driven partnerships. Act as a trusted advisor to clients, providing insights and thought leadership that influence strategic decisions.

The leader will be responsible for cultivating relationships with senior stakeholders, influencing decision-making, and ensuring alignment between client objectives and EXL service offerings. A successful candidate will have demonstrated experience in building and maintaining strong relationships with senior executives, as well as proven success in managing complex sales cycles and achieving revenue targets. Oversee deal structuring, negotiation, and execution to support business expansion. Collaborate with delivery, solutioning, and domain teams to ensure seamless execution and client satisfaction.

As part of your duties, you will be responsible for:

• Strategic Account Growth & Business Development: Orchestrate the vision and strategy for growth within key elements of strategic accounts, identifying new business opportunities and expanding relationships across subsidiaries. Lead efforts to capture new business opportunities, driving revenue growth and increasing footprint within assigned strategic accounts and their subsidiaries. Develop and execute comprehensive account plans to achieve revenue targets, ensuring that deliverables are met and client expectations are exceeded.
• Client Relationship Management: Build and maintain strong relationships with senior stakeholders (CXOs & business teams), ensuring alignment between client objectives and EXL’s services. Serve as the primary point of contact for key client accounts, ensuring smooth communication and execution of client initiatives. Proactively manage client expectations, foster deep partnerships, and develop executive presence to engage with leadership at all levels within client organizations.
• Sales and Revenue Growth: Identify new business opportunities within existing accounts and pursue new client acquisition in the UK and Europe markets. Collaborate with internal teams to design and pitch Domain Ops, Data & Analytics, and AI solutions tailored to client needs. Develop account growth plans, track revenue progress, and adjust strategies to meet targets.
• Cross-Functional Collaboration & Solution Development: Work closely with internal teams (Operations, Account Teams, Technology, and relevant business verticals) to deliver integrated, innovative solutions that address client needs. Partner with internal stakeholders, including solution architects and product managers, to consolidate learnings from multiple projects and drive the development of new services and solutions. Maintain oversight of financial metrics, including revenue, gross margin (GM) forecasting, and P&L reporting.
• Contracting & Administrative Management: Manage the contracting process for assigned strategic account, ensuring contracts and agreements are up to date and aligned with business objectives. Handle client administrative requests, including updates to contracts, staffing, and locations, ensuring smooth operations and timely execution of agreements.
• Tracking & Reporting: Support client management initiatives by tracking open items related to key deliverables, status updates, and client communications. Use tools such as Salesforce to maintain visibility into account progress and ensure alignment across teams and stakeholders. Research emerging technology trends, market direction, and competitor activities to stay ahead of future demand trends in services and solutions.

Qualifications and experience we consider to be essential for the role:

• Bachelor’s degree in Business, Economics, Engineering, Technology, or a related discipline.
• Master’s degree (MBA or equivalent) from a reputed institution, with a focus on Strategy, Marketing, Finance, or General Management.
• Minimum 12+ years of experience in Account Management & Client Success.
• Experience of working in or with Insurance and Healthcare & Lifesciences sectors is preferred.

Skills and Personal attributes we would like to have:

• Proven track record in account management, sales, or business development, ideally within the Insurance & Healthcare & Lifesciences (HLS) sector.
• Strong background in data and technology, including expertise in domain operations, data analytics, cloud technologies, and digital transformation initiatives.
• Demonstrated success in managing complex sales cycles and consistently achieving financial targets.
• Dedicated to achieving business results, with a focus on driving growth while maintaining a client-centric approach.
• Skilled in negotiating within specific parameters and closing deals through logical, incremental steps.
• Ability to demonstrate thought leadership and provide strategic guidance to clients.
• Excellent communication, negotiation, and presentation skills, with the ability to articulate complex solutions clearly and persuasively.
• Collaborative approach, with the ability to work effectively with both technical and business teams to ensure alignment and successful solution delivery.

As part of a leading global Data and AI company, you can look forward to a competitive salary with a generous bonus, private healthcare, critical illness life assurance at 4 x your annual salary, income protection insurance, and a rewarding pension. EXL provides everyday financial well-being solutions, such as cash back cards, in which you can earn cashback while enjoying discounts, promotions, and offers from top retailers. We also offer a Cycle Scheme where you can save money on bikes and cycling accessories.

At EXL, we are committed to providing our employees with the tools and resources they need to succeed and excel in their careers. We offer a wide range of professional and personal development opportunities. We also support a range of learning initiatives that allow our employees to build on their existing skills and knowledge. From online courses to seminars and workshops, our employees have the opportunity to enhance their skills and stay up to date with the latest trends and technologies.

As an Equal Opportunity Employer, EXL is committed to diversity. Our company does not discriminate based on race, religion, colour, national origin, sex (including pregnancy, childbirth, or related medical conditions), sexual orientation, age, or disability status. EXL employees are eligible to purchase stock as part of our Employee Stock Purchase Plan (ESPP). At EXL, we offer a flexible hybrid working model that allows employees to live a balanced, healthy lifestyle while strengthening our culture of collaboration.

To be considered for this role, you must already be eligible to work in the United Kingdom.