Account Director – Banking & Financial Services

Virtusa; New Jersey; On-site; USD 140,000 - 210,000; Full time

Job summary

Virtusa Corporation is seeking an Account Director to lead strategic growth within Banking & Financial Services. You will manage end-to-end relationships, drive revenue, and expand the client base across regions by leveraging Virtusa’s AI, cloud, and digital transformation capabilities.

The role requires strong leadership, proven sales performance, and ability to speak with senior technology and business buyers. Travel flexibility is expected.

Qualifications

• Minimum of 10 years in a client-facing or sales role in IT services or BFS consulting.
• Proven track record in client business development and relationship management.
• Experience with quarterly revenue targets and pipeline management.
• Experience managing large revenue clients and P&L.
• Global service delivery knowledge.
• BFS domain expertise in financial services.
• Excellent communication and presentation skills.
• Willingness to travel.

Responsibilities

• End-to-end P/L ownership for tier-1 Capital Markets client.
• Drive organic revenue growth and expand within the account.
• Strengthen relationships with existing clients.
• Identify and pursue new stakeholders; build and progress pipeline.
• Provide thought leadership and tailor solutions.
• Position Virtusa as strategic IT partner.
• Lead account teams and ensure high performance.
• Collaborate with internal units for delivery and sales alignment.

Skills

Client facing sales

Relationship management

P&L ownership

Lead and manage account teams

Proposal writing & negotiation

Education

Bachelor's degree

MBA preferred

Job description

Company Background

Virtusa Corporation is a leading worldwide provider of digital transformation services that accelerates business outcomes for Global 2000 businesses in banking and financial services, Healthcare & Life Sciences, Insurance, and telecommunications, technology and media. With over 30,000 people and over 50 offices worldwide, we see opportunity in every obstacle. Where others see limitations, we see moments to improve lives, simplify work, and ignite growth. As we move further into an AI-enabled world, our way of thinking is defined by symbiotic intelligence-where human judgment and AI agents come together in a hybrid of technical literacy, agent direction, and decision-making. Employees are empowered to create with purpose, collaborate in a customer-obsessed culture, and see the real-world impact of their work. We combine strategy, design, and engineering, backed by unmatched expertise at the intersection of industry, business, and technology to generate real-world business impact for clients. For more information, please visit http://www.virtusa.com/

Summary Of Position

Virtusa’s 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 for supporting and expanding Virtusa’s client base in a specific region or accounts by developing deep relationships with existing clients and also 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 top-line and bottom-line 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 over-performer/exceeding targets, and should be self-motivated, detail oriented, and a good multitasker. You should be comfortable in groups/teams and be able to both lead and follow to ensure alignment across internal account service delivery and business units to drive growth. Must bring top-notch 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, Data and AI solutions. You should be comfortable speaking with both senior level technology, and non-technology buyers. You can interact at a strategic level, convey complex concepts, and articulate value.

Responsibilities

• End to end P/L ownership for tier-1 Capital Markets firm
• Primary responsibility to support organic revenue growth and radiation across within the account, globally.
• Enhance and broaden relationships with existing clients
• Experience identifying, mapping and prospecting new stakeholders and leveraging sales driven processes to build and progress pipeline to closure.
• Provide thought leadership and vertical domain expertise to help tailor Virtusa’s solutions and brand positioning to the evolving customers needs
• Establishing and building "trust" and leveraging client context by understanding client's overall business goals.
• Positioning Virtusa as a Strategic IT and Domain Consulting partner and identifying avenues for Virtusa to implement IT solutions.
• Source, shape and sell AI transformation deals across LOBs and support AI-led delivery transformation of existing programs
• Directing and managing the overall client relationship to include work quality and customer satisfaction.
• Provide player / coach leadership to the account teams and support functions. Lead from the front by directly engaging in high-impact pursuits, client conversations, and transformation programs while simultaneously building a high performing team.

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.
• Proven track record in client business development, sales, and relationship management.
• Experience managing quarterly revenue targets and pipeline management, leading the sales process from securing initial customer meetings through to proposal, negotiation support and contract closing.
• Prior experience managing a large revenue client (P&L including reporting and metric assessment for the account)
• Experience with the global service delivery model.
• Possess BFS domain expertise, preferably with diversified Financial Services companies, with strong understanding and knowledge of impacts of BFS industry trends.
• Knowledge of value articulation principles including client ROI and appropriate storyboarding techniques to influence decision-making among senior-level technology and non-technology buyers.
• Commands strong written and verbal communication skills to lead presentation building, proposal writing, workshop facilitation, and presentation delivery during prospecting sales meetings.
• Comfortable taking a consultative approach and partnering mentality to our clients.
• 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.
• Bachelor's degree required; Post Graduate Diploma in Management/MBA degree is preferred.
• Flexibility to Travel as required.

Nice-to-have

• Prior experience working in Wealth, Brokerage, or Asset Management domains.
• Experience working with Industry and/or Technology Partners for sales pursuits.