Client Partner - Banking

Client Partner

Summary of Position

Virtusas digital BFS IT solutions and outsourcing services provide BFS organizations with the innovation and transformation expertise to meet competitive regulatory financial and customer service requirements. This role is an Account Director role that will report into the Banking & Financial Services (BFS) Sales Business Unit (SBU) and work closely with the segment leadership team.

You will have responsibility of expanding Virtusas client base in a specific region or accounts by prospecting and acquiring new logos / client relationships.

Must play a key role in our growth and are tasked with rapid business expansion within their assigned accounts including growing a select client cluster with clearly established topline and bottomline targets and being able to sell new service offerings and solutions to the client cluster to achieve targeted results.

You should have a proven record of accomplishment of being an overperformer/exceeding targets and should be selfmotivated detail oriented and a good multitasker. You should be comfortable in groups/teams and be able to both lead and follow. Must bring topnotch consulting /relationship management skills and a deep appreciation of IT tools techniques systems and solutions. The Account Director will be held accountable against Measurable Revenue/Profit Growth within set timelines.

Experience working at an IT services firm that has focused on selling digital and cloud transformation services. You should be comfortable speaking with both senior level technology and nontechnology buyers. You can interact at a strategic level convey complex concepts and articulate value.

Responsibilities

• Primary responsibility to drive new business development efforts in new LOBs within established BFS clients.
• Enhance and broaden the relationship in existing clients.
• Experience identifying mapping and prospecting new stakeholders and leveraging sales driven process to build pipeline.
• Establishing and building trust and leveraging client context by understanding clients overall business goals.
• Positioning Virtusa as a Strategic IT partner and identifying avenues for Virtusa to implement IT solutions.
• Directing and managing the overall client relationship to include work quality and customer satisfaction.

Skills and Qualifications

• A minimum of 10 years of experience in a client facing role or sales role in the IT professional services BFS software or management consulting firm.
• Experience managing quarterly revenue targets and pipeline management leading the sales process from initial customer meeting through to proposal and contract closing.
• Experience with the global service delivery model.
• Proven track record in client business development sales and relationship management.
• Prior experience managing a large revenue client (P&L including reporting and metric assessment for the account)
• Possess BFS domain expertise.
• Have a strong background in a project environment and application development.
• Strong understanding and knowledge of and impact of BFS industry trends.
• Knowledge of value articulation principals include client ROI and appropriate storyboarding techniques.
• Knowledge of Client context and client engagement guidelines including organizational sensitivities to consistently look for new solutions.
• Specialized knowledge of industry analytics and is able to use trends to forecast and provide inputs within the organization to come up with right solutions.
• Bachelors degree required; Post Graduate Diploma in Management/MBA degree is preferred.
• Travel as required.