Partner Account Manager - Insurance

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 59,000 employees spanning six continents.

Summary of the role:

The Vice President Account Manager (EMEA) will be responsible for leading and expanding client engagement for strategic accounts based in the Insurance industry. This role demands a dynamic leader who can manage existing client relationships, 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.

Reporting directly to the SVP, Insurance & Healthcare Lifesciences, - EMEA, the VP should 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 and ensuring alignment between client objectives and EXL service offerings.

The VP will collaborate across internal and external teams to deliver the full spectrum of EXL's service offerings namely Data Management, Digital Engineering, Analytics & AI, Revenue integrity services, F&A Ops and Domain operations ensuring solutions are aligned with client goals and deliver measurable business value. Focus will be on scaling growth, managing complex deals, and transforming traditional client relationships into strategic partnerships.

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

• Strategic Account Growth and Business Development: Define and drive growth strategy for strategic accounts, exploring new opportunities and deepening relationships. Develop and execute comprehensive account plans to achieve revenue targets, ensuring that deliverables are met and exceed client expectations.
• Client Relationship Management: Foster strong CXO and business team relationships to align client objectives with EXL's service offerings. Act as the primary liaison for key accounts, ensuring seamless execution of initiatives while cultivating executive-level partnerships and managing client expectations.
• Financial Management & Oversight: Maintain oversight of financial metrics, including revenue, gross margin (GM) forecasting, and P&L reporting. Conduct detailed P&L analysis, including cost reviews, revenue recognition, and tracking of key financial metrics to ensure alignment with account goals and financial health.
• Contractual and Administrative Governance: Manage the contracting process for assigned strategic accounts, 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.
• Market Research and Analysis: Provide actionable market intelligence, identifying region specific opportunities, competitor movements, and white spaces. Continuously cultivate market knowledge to maintain a competitive edge and ensure that EXL's offerings remain relevant and innovative in the evolving market landscape.
• Internal Collaboration: Work closely with internal teams to deliver integrated, innovative solutions that address client needs. Partner with cross-functional teams to design and implement integrated solutions of EXL's service portfolio including Data Management, Digital Engineering, Analytics and AI, Revenue integrity services, F&A and Domain operations that generate measurable business impact for clients.

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

• 15+ years of experience for leading and expanding client engagement with deep EMEA market experience.
• Proven track record in account management, sales, or business development, ideally within the Insurance sector.
• Strong knowledge of EMEA region enterprise sectors, buying behaviours, regulatory environment, and industry dynamics.
• Dedicated to achieving business results, with a focus on driving growth while maintaining a client-centric approach.
• Adept at leading cross-functional teams and influencing across matrixed organisations.
• Demonstrated ability to develop talent, set high delivery standards and should have ability to demonstrate thought leadership and provide strategic guidance to clients.
• Strong curiosity and working knowledge of data, AI, digital transformation, and their enterprise applications.
• Ability to align client needs with EXL's offerings in AI, analytics, cloud, and automation.

As part of a leading global analytics and digital solutions 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.