Vice President, Sales Executive – Operate – Bpaas (business Process-as-a-service)

Deloitte Deloitte · Consulting

This role is for a Vice President, Sales Executive focused on Business Process-as-a-Service (BPaaS) within Deloitte. The primary responsibility is to drive sales and growth of managed services and outsourcing deals, including those enabled by GenAI. The role involves identifying, developing, and closing opportunities, building client relationships, and executing go-to-market strategies. While GenAI is mentioned as a component of the services offered, the core function of the role is sales and business development, not direct AI/ML development or research.

What you'd actually do

  1. Drive growth of the Deloitte BPaaS pipeline by identifying, developing, and closing opportunities for business process outsourcing, automation, and GenAI-enabled services.
  2. Qualify, shape, and lead pursuits for BPaaS deals, collaborating with professionals and delivery teams to design tailored solutions using BPaaS storefront offerings aligned to client needs (e.g., Fin Ops (Finance Operations), Supply Chain Ops, FP&A (financial planning & analysis) Operate, and Financial Crime Operate capabilities such as Know Your Customer / anti-money laundering (KYC/AML), AML Transaction Monitoring, Fraud, and Screening).
  3. Provide hands-on solutioning and pricing expertise in large, complex BPaaS and multi-tower managed services deals.
  4. Expand key BPaaS GTM focus areas and capabilities, including automation, analytics, and digital transformation, and increase our involvement with Global Capability Centers (GCCs) and strategic ecosystem partners, with emphasis on Finance Operate, Controllership Operate, Cyber Operate, and related Operate domains.
  5. Build and nurture executive-level client relationships, serving as a trusted advisor on BPaaS and outcome-based solutions that drive operational efficiency, scalability, and innovation.

Skills

Required

  • Minimum of 10 years’ experience managing complex client relationships and large-scale business process outsourcing or managed services deals, preferably in BPaaS or recurring service delivery environments.
  • Minimum of 5 years’ experience in a specific domain, e.g., finance and accounting (including R2R/Controllership Operate), HR, supply chain (e.g., Planning Command Centers), procurement, FP&A, or Financial Crime (KYC/AML).
  • Proven track record in selling BPaaS, managed/outsourced solutions, or technology-enabled business process services, with experience navigating long sales cycles and large deals.
  • Ability to handle end-to-end pursuit process, including solutioning, pricing, interacting with third-party advisors (TPAs), competitive analysis, win theme creation, and maintaining working relationships with sourcing advisors and industry analysts.
  • Established business relationships with senior client/prospect executives across targeted industries.
  • Strong presentation and communication skills.
  • Solid understanding of the BPaaS and managed services marketplace, including trends, competitive landscape, and client challenges.
  • Ability to gain access and influence decision-makers at all levels in client organizations.
  • Experience developing and executing strategic and tactical plans to close large, recurring revenue contracts.
  • Experience selling intangibles and outcome-based solutions.

Nice to have

  • Ability to work as a team player.
  • Ability to travel up to 60%, on average, based on the work you do and the clients/industries/

What the JD emphasized

  • selling BPaaS, managed/outsourced solutions, or technology-enabled business process services
  • selling intangibles and outcome-based solutions