Sales Director, BFSI

Role Summary

Our client is hiring a Sales Director – BFSI. This role is responsible for driving TCV, revenue growth, and new logo acquisition across the Capital Markets, Insurance, and Investment Banking sectors in the ASEAN region. The role leads strategic customer relationships, large deal pursuits, cross-geography collaboration and pipeline execution while aligning our client's IP solutions to client business priorities.

This role works closely with cross-geo sales teams, pre-sales & solutioning, alliances, and leadership teams to ensure sustained growth and meet TCV and revenue targets.

Key Responsibilities

BFSI Products & Platforms & TCV, Revenue Growth

• Own TCV & revenue, growth, and incremental targets for assigned geography.

• Develop and execute geography-based GTM plans & strategies aligned to customer business and IT roadmaps

• Build and manage trusted relationships with CXO and senior stakeholders across Market Infrastructure institutions, insurers, and banks.

• Lead pricing discussions, commercial and contract negotiations

• Lead and/or mentor solution defense and proposal presentations

• Articulate our client's value proposition, deal differentiators, and solution tenets clearly

• Work with solution, architecture, and pre-sales teams to evaluate multiple solution and architecture options

• Support large deals, RFPs, and strategic bids with strong BFSI context

Pipeline, Governance & Reporting

• Apply consultative selling to identify the client's problem statement and position the proposed solution against delivery expectations, aligned to converting opportunities into wins.

• Own pipeline management, forecasting, and deal reviews

• Provide regular leadership updates on pipeline, wins, risks, and closures

• Ensure adherence to the company's governance, compliance, and audit requirements

• Develop deep understanding of BFSI industry trends, regulations, and competitive landscape

• Contribute to thought leadership, client workshops, and industry events

• Ensure seamless transition from sales to delivery and ongoing account governance

Key Performance Indicators (KPIs)

• Meet TCV and revenue targets.

• Pipeline value, win rate, and deal conversion.

• Commercial discipline

Required Experience

• 12–18+ years of experience in BFSI sales, account management, or business development

• Strong exposure to banking, capital markets, and/or insurance clients

• Experience in selling IP solutions and system integration deals.

• Proven track record in managing large enterprise BFSI accounts and complex deals

• Experience working with CXO-level stakeholders

• Familiarity with ASEAN BFSI market dynamics and procurement practices.

• Strong commercial and deal-shaping skills

• Executive communication and relationship management

• Strategic thinking with strong execution discipline

• Ability to work across sales, delivery, solutioning, and leadership teams

• Data-driven approach to pipeline and performance management