Business Relationship Manager - BFSI

Tata Consultancy Services

Detroit (MI)

On-site

USD 135,000 - 183,000

Full time

14 days+

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Job summary

Tata Consultancy Services in Detroit, MI is seeking a Business Relationship Manager for BFSI to lead client relationships at executive levels and drive account strategy across Digital Transformation, AI, and Cloud initiatives.

Responsibilities include managing revenue growth, governance, and contract negotiations while partnering with delivery teams to ensure SLA achievement and risk management. This role focuses on building multi-year growth plans and expanding new logos within existing clients.

Qualifications

10-15 years of experience in account management and client relationship roles.
Strong knowledge of BFSI operations and transformation programs.
Experience in BFSI domain especially Retail Banking, Asset Finance
Regulatory Compliance, Risk Management
Executive stakeholder management experience.
Experience in governance, delivery oversight, and growth initiatives.

Responsibilities

Manage client relationships and engage with executive-level stakeholders.
Drive account growth targets and revenue expansion.
Lead RFPs, proposals, solution shaping, and contract negotiations.
Drive cross-sell and up-sell opportunities.
Develop multi-year account growth plans and build pipeline.
Partner with delivery teams to ensure SLA achievement and risk management.
Position the organization as a strategic transformation partner.

Skills

Account strategy

Revenue growth

Consultative selling

Executive engagement

Contract management

Financial management

Negotiation

Stakeholder management

Digital transformation

Data analytics

Automation

GenAI

Education

Bachelor of Computer Science

Job description

Job Description

Role: Business Relationship Manager - BFSI

Location: Detroit, MI

Key Responsibilities

Client Relationship Management
Build and maintain executive-level relationships with client stakeholders (CXO, Business Heads, Operations Leaders, Technology Leaders).
Act as the trusted advisor for business transformation, operational excellence, and technology modernization initiatives.
Drive customer satisfaction, account governance, and strategic engagement.
Conduct periodic business reviews and executive steering meetings.
Account Growth & Sales
- Own account growth targets and revenue expansion.
- Identify opportunities across:
  - Digital Transformation, Data & AI, Cloud & Infrastructure
  - Application Services, Business Process Services (BPS)
  - Industry-specific solutions
Lead and coordinate RFPs, proposals, solution shaping, and contract negotiations.
Drive cross-sell and up-sell opportunities.
Business Development
- Develop multi-year account growth plans.
- Build pipeline and pursue new logos or additional business units within existing clients.
- Create account strategies aligned to client business priorities and market trends.
Delivery Governance
- Partner with delivery teams to ensure:
  - SLA achievement
  - Operational excellence
  - Risk management
  - Financial performance
  - Customer satisfaction
- Escalate and resolve business-critical issues.
- Drive transformation and productivity initiatives.
Executive Stakeholder Management
- Engage with:
  - CIOs, COO/Operations Heads, CFO organizations
  - Chief Claims Officers, Chief Underwriting Officers
  - Procurement leaders
- Position organization as a strategic transformation partner.
Financial Accountability
- Manage account P&L.
- Track revenue, margins, utilization, and profitability.
- Drive commercial negotiations and contract renewals.
Transformation Leadership
- Identify opportunities for:
  - AI/GenAI adoption
  - Automation & Process reengineering
  - Digital operations
  - Customer experience improvement
  - Build transformation roadmaps and business cases