Job Specification: Business Relationship Manager / Client Partner

Role Overview

Requirements

Key Responsibilities

Client & Stakeholder Management

• Serve as the primary executive contact for key BFSI clients engaging confidently at CXO level.
  

• Build nurture and maintain long-term strategic relationships to ensure high levels of client satisfaction and trust.
  

• Understand customer business needs and translate them into actionable technology roadmaps and transformation initiatives.
  

• Drive solution-based consultative sales discussions to identify and unlock new opportunities.
  

• Lead and contribute to steering committees governance forums and stakeholder engagements.
  

Account Growth & Commercial Management

• Own and manage account P&L (> USD 5M) ensuring revenue margin and growth targets are met or exceeded.
  

• Drive 20% year-on-year account growth expanding services strengthening footprint and increasing strategic relevance.
  

• Lead account planning pipeline development deal strategy and contract negotiations.
  

• Ensure financial performance forecasting accuracy and commercial discipline across all engagements.
  

Programme Delivery & Execution

• Oversee the delivery of large complex IT transformation programmes for enterprise customers.
  

• Co-create technical solutions project implementation plans and delivery frameworks aligned to customer objectives.
  

• Provide direction across all stages of the SDLC ensuring adherence to best practices and delivery methodologies.
  

• Lead change management initiatives and ensure seamless execution across multi-disciplinary teams.
  

Engineering & Technology Leadership

• Engage deeply in discussions on engineering practices including:
  

  • Automation
    

  • DevOps
    

  • Quality Engineering
    

  • Modern Software Development
    

• Guide clients toward modern engineering principles and scalable transformation architectures.
  

• Ensure delivery excellence through quality governance risk mitigation and continuous improvement.
  

Team Leadership & Collaboration

• Provide leadership across cross-functional delivery sales and consulting teams.
  

• Foster a culture of empathy collaboration and high performance.
  

• Mentor team members and ensure alignment to customer expectations and organisational goals.
  

Required Skills & Experience

Industry & Domain Expertise

• 8 years working with Banking Financial Services and Insurance (BFSI) clients.
  

• Proven experience delivering business solutions and outcomes leveraging technology.
  

Client Partnership & Sales

• 8 years in solution-based sales consultative selling and account growth.
  

• Demonstrated success driving 20% YoY growth in strategic accounts.
  

• Ability to influence and build relationships at executive leadership level.
  

Programme & Delivery Management

• Strong understanding of:
  

  • Software lifecycle and delivery methodologies (Agile Waterfall Hybrid)
    

  • End-to-end SDLC
    

  • Enterprise architecture and transformation patterns
    

• Experience overseeing large multi-year transformation programmes.
  

Commercial & P&L Ownership

• Proven ability to manage end-to-end P&L for accounts > USD 5M.
  

• Strong commercial acumen budgeting and financial governance capability.
  

Leadership & Soft Skills

• Excellent communication negotiation decision-making and conflict management skills.
  

• Empathetic customer-centric mindset with ability to influence diverse stakeholders.
  

• Proven track record of high client satisfaction and strong team engagement.
  

Qualifications

• Bachelors degree in IT Business Engineering or related field (Masters preferred).
  

• Additional certifications in project management Agile or consulting advantageous.