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
Skills Required
- 15+ years leading presales, business development, RFPs, consulting or solutioning within healthcare, analytics, or technology-led services.
- 5-7 years of experience within Payment Integrity (clinical audits, claim reviews, subrogation, etc.).
- Deep knowledge of U.S. healthcare payer business, lines of business, CMS, Medicare, Medicaid.
- Demonstrated ability to understand client problems and develop complex solutions and proposals.
- Proven ability to lead high-stakes client conversations, present to C-suite, and defend solutions.
- Strong understanding of commercial models and deal constructs in IT outsourcing business.
- Entrepreneurial drive and comfort working in ambiguous, fast-changing environments.
- 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.
What We Do
Choosing a digital partner is about more than capabilities — it’s about collaboration and character. Unrealistic overhauls and off-the-shelf products ignore what matters most — your unique needs, culture, goals, and your legacy data and technology environments. At EXL, our collaboration is built on ongoing listening and learning to adapt our methodologies. We’re your business evolution partner—tailoring solutions that make the most of data to make better business decisions and drive more intelligence into your increasingly digital operations. Whether your goals are scaling the use of AI and digital, redesign operating models, or driving better and faster decisions, we’re here to partner with you to help you gain—and maintain—competitive advantage with efficient, sustainable models at scale. Our expertise in transformation, data science, and change management helps make your business more efficient and effective, improve customer relationships and enhance revenue growth. Instead of focusing on multi-year, resource- and time-intensive platform designs or migrations, we look deeper at your entire value chain to integrate strategies with impact. We use our specialization in analytics, digital interventions, and operations management—alongside deep industry expertise — to deliver solutions that help you outperform the competition. At EXL, it’s all about outcomes—your outcomes—and delivering success on your terms. Share your goals with us and together, we’ll optimize how you leverage data to drive your business forward. For more information, visit www.exlservice.com.
