Senior Sales Account Manager - BFSI

Role Description
Primary relationship holder for set of BFSI accounts ; owns, leads and manages revenues and sold margins on the accounts
Strengthens relationships with existing clients, and maintains a robust pipeline for growth through renewals & new selling new offerings to the existing BFSI clients
Build in-roads in existing accounts to cross-sell offerings and expand EN revenues

Job Specifications & Requirements
At least 12 years of experience in client-facing roles or account leadership within IT professional services or management consulting.
Proven experience with global service delivery models, adept at managing cross-regional operations.
Skilled in overseeing and expanding client P&L;, with a strong background in reporting and performance metric assessment for accounts.
Deep expertise in the BFSI industry is essential.
Proficient in selling across various service lines, including Infrastructure, Digital Services, and Application Services.
Outstanding communication skills, capable of effectively engaging with stakeholders across all levels, both within the company and in client organizations.
Exceptionally detail-oriented, with the ability to manage and coordinate all aspects of complex projects.

Key Responsibilities
Drive account growth with focus on renewals and selling new offerings
Collaborate with Vertical Leaders, Practitioner Sales, Client Delivery Leads to identify services/ offerings / value proposition to take to the customer based on client requirement
Drive renewal through overall pursuit strategy, solution due diligence /contract assurance review via coordination with Client Delivery Manager
Identify opportunities for cross-sell and areas of growth within existing accounts by collaborating with Client Delivery Manager




Develop negotiation strategy & negotiate contract / agreement; work with Bid Managers to draft SoW for contract with collaboration with Solution Architect/ Practitioner Sales/Client Delivery Lead; participate in win/loss review
Orchestrate account governance activities
Develop robust account plan with inputs from Client Delivery Lead and Practitioner Sales
Determine review cadence and KPIs to be monitored with Client Delivery Lead
Drive customer satisfaction along with Delivery team by being primary relationship holder with account stakeholders
Become a trusted client partner by empathizing and gaining trust of the clients. Walk the halls; develop discussion docs. to take to the client; understand customer requirements
Jointly responsible to maintain customer satisfaction; track and report CSAT / NPS
Primary client contact for all escalations
Coordinate and act as conduit for overall delivery and operational excellence for the account including financial planning & tracking
Coordinate with Delivery team to ensure high quality delivery – conduct joint discussions for implementation, delivery and contractual obligations
Monitor cost metrics for an account - with inputs from Client Delivery Managers of individual projects
Identify margin improvement initiatives and coordinate with Delivery Managers/ PMs to execute and implement these initiatives

Key Interfaces
Develop account strategy, prioritize offerings in consultation with Practitioner sales and Client Delivery Lead
Orchestrate account performance reviews, status update, timeline adherence, SLA adherence etc. along with Client Delivery Lead
Provide input to finance on financial forecasting of account revenue. Validation of invoice generated by finance team and collection follow-ups Internal account-level reporting (if applicable) along with Vertical Bid Management Executive

Key Metrics
KPIs
Revenue
Order book
% gross margin delivered
Client satisfaction (CSAT)
Average deal size
Pipeline size
Number of renewals : Win rate / close rate
KRAs
As-sold margins
Lead mortality rate
% Variance in forecasted Vs. actual rev.
% Variance in forecasted Vs. actual GM
Cost overruns-Negative margin accounts (#, Revenue, Gross Margin)

📌 Senior Sales Manager (Mumbai)
🏢 Black Box
📍 Mumbai