Role Overview
The Client Manager (FSI) is a seasoned, quotacarrying sales professional responsible for owning, managing, and expanding key accounts within the banking, insurance, and broader financial services sector. This role drives growth across all solution areas by building trusted advisor relationships, deeply understanding clients regulatory and operational environments, and leading strategic engagements that support digital transformation across the FSI landscape.
With strong business and technology acumen, this role leverages the company's methodologies and sales tools to assess client needs, craft compelling value propositions, and drive renewals, expansions, and longterm account health. The Client Manager also coordinates multigeography, crossfunctional teams to deliver exceptional client outcomes in a complex, highly regulated sector.
Key Responsibilities
FSI Account Ownership & Growth
- Owns and manages a portfolio of FSI regional accounts (banks, insurers, financial institutions, fintechs).
- Drives revenue expansion, renewals, and crosssell across all solution areas, ensuring alignment with FSI business, risk, and compliance priorities.
- Develops account strategies tailored to FSI client needs such as operational resilience, cybersecurity, cloud adoption, digital banking, automation, and customer experience.
Stakeholder & Relationship Management
- Builds relationships and influences Clevel and senior stakeholders within FSI clients (CIO, COO, CISO, Head of Risk, Digital, Operations).
- Partners with local and regional Client Managers to orchestrate multi-country client engagements across regulated markets.
Sales Execution & Commercial Management
- Achieves revenue and margin targets by linking client needs to company offerings including consulting, managed services, cloud, infrastructure, and digital solutions tailored for financial institutions.
- Uses company sales tools (e.g., Salesforce) to manage accounts, pipeline, opportunities, and forecasting with high accuracy.
- Ensures commercial processes comply with FSI regulatory and procurement standards.
Client Retention & Satisfaction
- Minimizes churn and maximizes retention by driving continuous value throughout the client lifecycle.
- Acts as the first escalation point for client issues, ensuring quick resolution and safeguarding long-term relationships.
Solution Positioning & Value Creation
- Identifies explicit client needs by converting implied business challenges into clear solution opportunities across digital transformation, cloud, cybersecurity, and platform modernization.
- Performs competitive vulnerability analysis to ensure solutions meet FSI's high standards around compliance, security, and operational risk.
- Proactively generates demand by advising clients on market trends and innovations in the financial services space.
Governance, Compliance & Financial Control
- Ensures all engagements adhere to relevant FSI regulatory requirements, internal trade policies, and governance frameworks.
- Maintains strong financial discipline across accounts to reduce risk and safeguard profitability.
Knowledge & Attributes
Sales Business Acumen
- Strong understanding of FSI operating models, commercial drivers, regulatory pressures, and transformation imperatives.
- Ability to link technology solutions to business outcomes such as operational efficiency, customer experience, cyber resilience, and cost optimization.
Client Engagement Expertise
- Skilled in managing complex, multistakeholder FSI accounts across the lifecycle-from new logo pursuits to long-term managed services engagements.
- Demonstrated ability to build trust-based relationships and become a strategic advisor to FSI clients.
Solution Knowledge
- Strong understanding of company offerings across cloud, cybersecurity, infrastructure modernization, AI, data, and digital platforms, with the ability to apply them to FSIspecific use cases (e.g., fraud detection, core modernization, secure data exchange).
Academic Qualifications & Certifications
- Bachelor's degree in Business, Finance, Technology, or related field.
- Relevant vendor or industry certifications (cloud, cybersecurity, FSI compliance frameworks) are an advantage.
Required Experience
- Strong experience managing FSI clients in a global or regional partner management role.
- Proven track record in technology sales, business development, or solution selling within the financial services industry.
- Experience driving multistakeholder alignment and delivering on large revenue targets.
- Solid understanding of digital transformation trends in FSI (cloud migration, cybersecurity, automation, data/AI).
- Experience working with CRM tools (e.g., Salesforce).
