Client Partner

Photon; Boston (MA); On-site; USD 180,000 - 240,000; Full time

Job summary

Photon is seeking a highly tactical Client Partner to own the operational management, retention, and expansion of an established US$15M–$30M digital services portfolio within BFSI. This farming-focused role centers on turning existing footprints into broader delivery pipelines.

The successful candidate will lead end-to-end RFI/RFP processes, perform complex commercial modeling, draft precise SOWs, and orchestrate structured account mining with executive-level communication and rigorous forecast

Qualifications

• 12-15+ years of account management, bid execution, or commercial consulting in IT services.
• 6+ years managing large US BFSI client environments.
• Proven RFP/RFI bid cycle execution with multi-million dollar awards.
• Strong understanding of professional services deal structuring, margin math, and SOW construction.
• Knowledge of BFSI regulatory environments (GLBA, PCI-DSS, SOC2) and modernization efforts.

Responsibilities

• Own RFI/RFP responses end-to-end for the assigned account base.
• Collaborate with architects and delivery leads to translate inputs into compliant commercial proposals.
• Establish a disciplined bid-management cadence to meet client deadlines.
• Draft, review, and finalize MSAs, SOWs, and Change Requests.

Skills

Account management

RFP/RFI bid execution

Commercial modeling & pricing

SOW drafting & contract drafting

Executive stakeholder management

Education

Bachelor's degree in business, CS, or related field

MBA preferred

Job description

For the past 20 years, we have powered many Digital Experiences for the Fortune 500. Since 1999, we have grown from a few people to more than 5000 team members across the globe that are engaged in various Digital Modernization. For a brief 1 minute video about us, you can check https://youtu.be/uJWBWQZEA6o.

What are we looking for?

1. Role Overview

We are seeking a highly tactical, commercially driven Client Partner to own the operational management, retention, and execution-focused expansion of an established US $15M to $30M+ digital services portfolio within the Banking, Financial Services, and Insurance (BFSI) vertical. This role is strictly farming-oriented, built for an execution specialist who excels at turning existing customer footprints into wider delivery pipelines. The successful candidate will directly own the end-to-end RFI/RFP bid machinery, lead complex commercial modeling, draft precise Statements of Work (SOWs), and orchestrate structured account mining operations.

2. Core Account Execution Responsibilities

Bid Engine & Proposal Execution

• RFI & RFP Ownership: Act as the absolute owner and primary writer for all Request for Information (RFI), Request for Proposal (RFP), and RFQ responses issued within the assigned account base.
• Solution Structuring Coordination: Partner closely with technical architects and delivery leads to translating complex engineering inputs into high-impact, compliant commercial proposals.
• Bid Velocity Management: Establish a disciplined, repeatable bid management cadence to meet strict client submittal deadlines with high-quality, customized response materials.

Commercial Architecture & Deal Engineering

• Contract Construction: Draft, review, and finalize technical Statements of Work (SOWs), Master Services Agreements (MSAs), and formal Change Requests (CRs) without baseline template drift.
• Financial Modelling & Pricing: Build and execute precise pricing models covering multiple engagement constructs (Time & Materials, Fixed Price, Managed Services, and Milestone-based outcomes).
• Portfolio Margin: Rigorously manage financial metrics including gross margin percentage, resource pyramid distribution, and average bill rate maximization across all active workstreams.

Tactical Account Mining & Stakeholder Mapping

• Account Organization Mapping: Proactively build comprehensive stakeholder maps across the client organization, identifying buyer hierarchies, decision-making nodes, and adjacent unmapped business units.
• Pipeline Injection: Convert operational delivery achievements and technical wins into pipeline expansion by methodically introducing cross-functional digital capabilities (Cloud, Data, AI/ML, and Core Modernization).
• Transaction-Driven QBRs: Design, prepare, and host outcome-based Quarterly Business Reviews (QBRs) that move beyond general status updates and focus on locking in concrete commercial backlogs.

Account Operations & Forecasting

• Demand Forecasting: Maintain an accurate rolling forecast of resource demand, skill dependencies, and budget depletion rates to ensure seamless onboarding.
• Forecast Accurate revenue and hit the revenue targets.
• CRM & Pipeline Integrity: Maintain absolute data hygiene within internal CRMs, ensuring accurate tracking of active opportunities, pursuit velocity, and deal values.

3. Required Qualifications & Execution Capabilities

• Experience Footprint: 12-15+ years of account management, bid execution, or commercial consulting experience within the IT professional services sector, with at least 6+ years managing large-scale US BFSI client environments.
• Portfolio Track Record: Proven history of managing and executing growth within established accounts representing an aggregate portfolio size of US $15 Million to $30 Million+.
• RFP Expertise: Demonstrable excellence in directly running complex RFI/RFP bid response cycles, resulting in multi-million-dollar contract awards within existing frameworks.
• Commercial Fluency: Expert-level understanding of professional services deal structuring, financial margin math, resource pyramid balancing, and SOW construction.
• Domain Mastery: Comprehensive knowledge of US BFSI structures, including compliance environments (e.g., GLBA, PCI-DSS, SOC2) and legacy modernizations across retail banking, lending, or insurance.
• Communication: Superior executive communication skills, with a track record of driving business outcomes during highly transactional negotiations.

Education:

Bachelor’s degree in business, Computer Science, or related field; MBA preferred.