Vice President Account Management (Provider Market)

EXL is a healthcare company that specializes in data, analytics, digital transformation, and operations. They are seeking a Vice President of Account Management to drive growth and strengthen client relationships within the healthcare provider market, ensuring the successful implementation of new engagements and expanding existing accounts.

Responsibilities:

• Revenue growth – Drive Account Growth Strategies through creation of pipeline through upsell and cross-sell of Data, AI and Global Delivery led solutions across Finance & Accounting, Contract Center, Revenue Cycle Management, Provider Analytics, Data Management and other services aligned to evolving client priorities
• Account-based strategies - Develop and execute account-based strategies by leading/supporting new deal closure, ensuring strong pipeline creation, disciplined execution, and consistent revenue growth and governance
• Tech Savviness & Data & AI proficiency in managing and growing client relationships - Build trusted CXO relationships and engage CIOs/CTOs/CFOs with compelling, context-driven articulation of EXL’s Data & AI capabilities within the client’s technology landscape
• Transformation and Solutioning - Diagnose client challenges and align EXL capabilities (Data Management, AI, Digital Transformation, F&A, CX, Domain Operations) to business outcomes. Lead transformation-oriented conversations aligned to client priorities, apply client first selling with clear ROI articulation. Partner across EXL Strategic Growth Units (SGUs), solution teams, and SMEs to shape differentiated offerings
• Financial Management & Oversight - Lead deal strategy, value articulation, and SOW/commercial structuring. Navigate complex buying groups and long sales cycles
• Market Insights & Competitive Intelligence - Leverage market intelligence to anticipate demand, shape Data & AI offerings, and strengthen competitive positioning. Maintain strong presence in industry forums (e.g., HFMA, Becker’s, HLTH, etc.)

Requirements:

• Bachelor's degree in Business, Economics, Engineering, Technology, Business or a related discipline
• Minimum 15+ years of demonstrated experience in leading delivery teams, business development, sales, pre-sales or related roles, with a strong track record of success
• 10+ years of experience managing relationships and/or selling into health systems and provider organizations (not looking for candidates with payer and life sciences experience)
• Thought Leadership in Data & AI - Seen as a credible thought partner to CXOs, with strong understanding of Data, AI, Analytics and tech ecosystems (AWS, Azure, GCP, Databricks, Palantir), enabling articulation of value, limitations, and ROI while influencing strategic decisions and guiding Data & AI-led transformation
• EXL Differentiation - Position EXL as a Data & AI-led outcomes and orchestration partner
• Sales Cycle Management – Experience managing complex sales cycles, working with technical stakeholders, and negotiating strategic deals
• Stakeholder Communication – Strong presentation and communication skills with ability to build relationships across all customer levels, from ICs to C-level executives
• Analytical & Creative Thinking – Analytical approach to understanding customer needs combined with creative solutions to drive expansion
• Execution Mindset – A knack for bringing order to chaos and an enthusiastic 'roll up your sleeves' mentality
• Domain & Industry Expertise - Deep understanding of Healthcare Providers Market and evolving client priorities
• Complex Deal Leadership - Manage multi-stakeholder, large deal cycles and consistently deliver revenue targets
• CXO Influence & Relationships - Build trusted executive relationships and influence strategic decisions
• Value Translation - Convert EXL capabilities into business-aligned solutions addressing key client pain points
• Communication & Executive Presence - Articulate complex Data, AI & Global Delivery concepts with clarity and impact
• Collaboration & Orchestration - Work across teams to deliver integrated, end-to-end solutions
• Curiosity & Market Awareness - Stay ahead on Data, AI, Digital, and enterprise trends
• Master's degree (MBA or equivalent) from a reputed institution, with a focus on Strategy, Marketing, Finance, or General Management