Title: Client PartnerRole Overview
We are looking for an experienced Client Partner with strong expertise in the BFSI (Banking, Financial Services & Insurance) sector and proven experience working with Global System Integrators (GSIs).
The ideal candidate will be responsible for developing and managing strategic relationships with GSI partners, identifying joint business opportunities, driving revenue growth, and building partnerships around technology and digital transformation solutions for BFSI clients.
Key Responsibilities
- Develop and manage strategic relationships with GSI partners and consulting organizations.
- Identify and drive joint go-to-market, co-selling, and partnership opportunities with GSI accounts.
- Build relationships with senior stakeholders across sales, alliances, consulting, and technology organizations.
- Leverage strong BFSI industry knowledge to identify business challenges and position relevant technology solutions.
- Drive pipeline development, account planning, revenue growth, and new business acquisition through GSI partnerships.
- Collaborate with internal sales, delivery, solutioning, marketing, and alliance teams to develop joint propositions.
- Understand partner account strategies and identify opportunities to position the company's services and solutions.
- Manage the complete sales cycle, including opportunity identification, qualification, solution positioning, proposal development, negotiations, and closure.
- Develop strategic account plans and maintain a strong pipeline of opportunities.
- Work closely with BFSI clients and GSI partners across Banking, Payments, Wealth Management, Capital Markets, and Insurance.
- Represent the organization in executive-level meetings, partner meetings, industry events, and client discussions.
Required Experience & Skills
- 10 years of experience in IT services, consulting, technology sales, strategic accounts, alliances, or business development.
- Proven experience working with or through Global System Integrators (GSIs).
- Strong experience developing and managing GSI partnerships and strategic accounts.
- Strong BFSI domain expertise, preferably across Banking, Payments, Capital Markets, Wealth Management, or Insurance.
- Demonstrated success in enterprise sales, strategic account management, partnership development, and revenue growth.
- Experience developing joint solutions and go-to-market strategies with GSI partners.
- Understanding of digital transformation and IT services, including Cloud, Data & Analytics, AI/GenAI, Application Modernization, Digital Engineering, and Managed Services.
- Excellent executive communication, relationship management, negotiation, and presentation skills.
- Ability to engage with senior business and technology stakeholders and influence complex enterprise sales cycles.
Preferred Qualifications
- Existing relationships with senior stakeholders within GSI sales, alliances, consulting, or BFSI practices.
- Experience with partner-led sales, co-selling, and joint GTM models.
- Experience working for an IT services, consulting, digital transformation, or technology organization.
- Experience managing large BFSI accounts or strategic GSI relationships.
- Strong understanding of the North American BFSI market.