Account Manager

Job Purpose

We are seeking a high-performing, strategic leader with a proven track record in IT Consulting and Professional Services specifically within the BFSI (Banking, Financial Services, and Insurance) sector. In this role, you will be responsible for driving revenue growth, hunting for new logo accounts, and expanding our footprint within existing tier-1 and tier-2 financial institutions. You will position our comprehensive suite of IT consulting services, including digital transformation, cloud migration, data analytics, cybersecurity, and core banking modernization.

Key Responsibilities

Revenue & Business Growth

• Drive end-to-end sales cycles from initial prospecting and qualification to negotiation and closing multi-million-dollar deals.

• Achieve and exceed annual sales targets, gross margin objectives, and strategic account goals.

• Develop a robust pipeline of qualified opportunities within the BFSI sector through networking, cold outreach, and leveraging existing industry relationships.

Strategic Account Management

• Build and maintain C-level relationships (CIOs, CTOs, CDOs, CISOs) within banks, insurance companies, and financial institutions.

• Act as a trusted advisor, understanding client pain points, regulatory environments, and business goals to position tailored IT consulting solutions.

• Lead account planning sessions to cross-sell and up-sell our digital, cloud, application development, and managed services portfolios.

Collaboration & Proposal Leadership

• Partner with pre-sales, solution architects, and delivery teams to architect compelling, value-driven technical proposals and Statements of Work (SOWs).

• Lead the preparation and presentation of high-impact RFP/RFI responses, pitches, and capability presentations.

• Collaborate with legal and procurement teams to successfully negotiate complex commercial contracts and pricing structures.

Market & Trend Awareness

• Stay abreast of BFSI industry trends, regulatory shifts (e.g., open banking, data privacy laws), and emerging technologies (e.g., AI/ML, blockchain, fintech integration).

• Provide feedback to the product and delivery teams on market demands to help shape future service offerings.

Required Qualifications & Skills

• Education: Bachelor's degree in Business, Computer Science, Information Technology, or a related field. An MBA is highly desirable.

• Experience: 8-12+ years of enterprise sales experience in IT Consulting, Professional Services, or System Integration.

• Domain Expertise: At least 5+ years of dedicated experience selling into the BFSI sector, with a deep understanding of banking operations, insurance workflows, and financial regulations.

• Proven Track Record: Consistent history of meeting or exceeding $5M+ annual sales quotas and closing complex, multi-year IT service deals.

• C-Suite Network: An established, active network of technology and business executives within the BFSI ecosystem.

• Sales Methodologies: Proficiency in modern enterprise sales frameworks (e.g., Challenger Sale, MEDDPICC, SPIN Selling).

• Communication: Exceptional negotiation, presentation, and written communication skills, with the ability to articulate complex technical concepts in business terms.

• Travel: Willingness to travel as required to meet clients and attend industry events.