Senior sales presales leader for Payment Integrity who architects solution strategies, leads executive client engagements, drives presales lifecycle and pricing, crafts value propositions, expands wallet share, and improves win rates through consultative storytelling and cross-functional deal design.
The executive will architect differentiated solution strategies, lead executive level client engagements, and craft compelling value propositions that address complex business challenges for healthcare payers. The VP will play a critical role in expanding wallet share across existing clientele, securing new logos, enhancing win rates, and positioning EXL as a preferred partner through compelling value propositions and consultative, executive-level storytelling.
Responsibilities
Presales Excellence & Solution Development
- Lead & oversee the end-to-end presales lifecycle for large-scale PI opportunities & complex proactive & reactive proposals. Elevate the presales function to ensure best in class proposal quality.
- Anchor deal design & collaborate with cross-functional teams -delivery, account, sales, technology, operations, finance & leadership to develop customized solutions with compelling value propositions
- Lead the development of competitive pricing strategies, commercial models, deal estimates, & engagement models that align with business objectives and maximize customer value.
- Provide thought leadership & drive solution storytelling, client presentations, demos and pursuit narratives that strengthen market positioning and improve win rates
- Partner with account, delivery & sales teams to identify pain points, map organizational capabilities, and shape early-stage client conversations.
Client Engagement & presentations
- Lead client conversations, serving as the trusted domain expert & the "voice of the solution" during sales cycles & deliver compelling, executive-level solution presentations to C-suite and senior client leadership
- Conduct due diligence in existing accounts, identify potential growth opportunities, and assist in developing client strategies to expand market share and increase revenue.
- Adeptly handle real-time, rigorous client Q&A, confidently defending solution design, pricing assumptions, and operational methodologies
Market Growth & Strategic positioning
- Drive increased win rates, capture new logos, and expand wallet share within the existing client base
- Continuously monitor healthcare payer and payment integrity market trends to continuously refine existing value propositions and position EXL's competitive advantages
- Infuse sophisticated corporate and domain-specific storytelling into all market collateral, pitch decks, and client touchpoints.
- 15+ years of experience in leading presales, business development, RFPs, consulting or solutioning within healthcare, analytics, or technology-led services
- 5–7 years of experience within PI, including exposure to areas - clinical audits, claim reviews, subrogation etc.
- Deep knowledge of US healthcare US payer business, LOB, CMS, Medicare, Medicaid, etc.
- Demonstrated ability to understand client problems, solve complex business problems, and develop solutions /proposals that fulfill client needs
- Demonstrated ability to anchor high-stakes client conversations, presentations and defend solutions
- Strong understanding of commercial models & deal constructs in IT outsourcing business.
- Entrepreneurial drive and comfort working in ambiguous, quickly changing environments
Education:
- Master’s degree in business administration, Economics, Finance, or engineering.
- Bachelor’s degree in business administration, Economics, IT, or engineering.
Proven ability to build, mentor, and lead high-performing, cross-functional teams.
Salary Range: $176,000 - $250,000
The posted range is the hiring range for this role — a subset of the broader range available to employees over time — and reflects base salary across our national hiring scale. Final offers are based on several factors, including the candidate's skills and experience, internal pay equity, work location, market conditions for the role, and the specific scope and responsibilities of the position. The top of the range is reserved for candidates who notably exceed the requirements; the lower end applies to those with less experience or fewer preferred qualifications. For positions based in higher-cost zones (e.g., California, New York, New Jersey), actual compensation may exceed the posted range; your recruiter will share specifics during the process.
About Us
EXL (NASDAQ: EXLS) is a leading data analytics and digital operations and solutions company. We partner with clients using a data and AI-led approach to reinvent business models, drive better business outcomes and unlock growth with speed. EXL harnesses the power of data, analytics, AI, and deep industry knowledge to transform operations for 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 54,000 employees spanning six continents. For more information, visit www.exlservice.com.
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