Sales Account Director BFSI

Theron Solutions; New York (NY); On-site; USD 100,000 - 120,000; Full time

Job summary

An established industry player is seeking a dynamic Account Director who excels in driving business growth across various sectors. This role involves strategic market analysis, stakeholder management, and the creation of compelling proposals to secure new clients. The ideal candidate will have extensive experience in IT professional services sales, particularly within the Banking and Financial Services sector. You will leverage existing relationships to foster new connections and ensure client satisfaction while navigating complex negotiations. Join a forward-thinking team and make a significant impact in a collaborative environment.

Qualifications

• 15+ years of progressive IT sales experience, especially in BFSI.
• Proven track record of growing client portfolios and managing accounts.

Responsibilities

• Open business with new clients through market analysis and opportunity pipelines.
• Manage client relationships and oversee revenue recognition from services.

Skills

IT professional services sales

Transformation projects sales

Banking & Financial Services (BFSI)

Stakeholder management

Quantitative analysis

Communication skills

Negotiation skills

Job description

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Areas of Responsibilities:

• As an Account Director, responsible for opening business with new clients across various industries through thorough market analysis to identify trends, opportunities, and maintain consistent opportunity pipelines.
• The role is also responsible for stakeholder management by ensuring that the client or prospect involves in their Request for Proposal process.
• The individual is responsible for the creation of proposals and Statement of Work (SoWs), in the process coordinating with different stakeholders, such as the multiple delivery units of procurement, and legal. She/He performs quantitative analysis to arrive at the win-price recommended including HBU split, and relevant competitor analysis to demonstrate business value to the client and maintain price premium.
• The person in this role creates 'customer map' of named customers with potential / articulated objections to and recommend action, provides supporting analyses needed during negotiation to articulate business value and win the deal at the right price premium.
• Account Planning and Mining - In this role, you will be allocated accounts to manage. In collaboration with client's Service Delivery Units, you will be responsible for mapping business areas for growth within the account. As part of planning, you will leverage the existing client relationships to secure meetings and forge relationships with new customer stakeholders at the C/C-1 level and mine the account via new deals.
• Customer Stakeholder Management - As the face of our client, you will be the single point of contact for customer escalations and grievances. Maintain regular contact with customer stakeholders to address pain points and present value propositions. In this role, the individual participates in executive reviews, ensure strategic positioning in presentations, and identify key stakeholders for CSAT to minimize revenue leakage and enhance client satisfaction. Building positive client relationships is crucial for serving as references for prospects.
• As part of the business function of the account, you will oversee the revenue receipt and recognition from the services delivered to the client. You will align with client stakeholders and review account operations periodically to ensure smooth operations.

Experience, Skills and Abilities:

• 15+ years of progressive IT professional services sales experience.
• 5+ years of recent experience selling Transformation projects and services to prospective and existing clients.
• Must to have Sales experience in Banking & Financial Services (BFSI) industry.
• Proven track record of growing portfolio multifold.
• Willingness to travel (as needed) to support new & existing customer opportunities and relationships.
• Driven and self-motivated with an entrepreneurial spirit and ability to collaborate with multiple external & internal teams to solve complex business challenges.
• Excellent verbal and written communication in the English language.
• Experience supporting deal structure and pricing with business value analysis; negotiate prices for proactive bids and proposals.

Equal Opportunity Employer:

Our client is an Equal Opportunity Employer and Prohibits Discrimination and Harassment of Any Kind: We are committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at our client are based on business needs, job requirements, and individual qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV Status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. We will not tolerate discrimination or harassment based on any of these characteristics.

Seniority level

• Seniority level

  Director

Employment type

• Employment type

  Full-time

Job function

• Job function

  Business Development, Sales, and Strategy/Planning

• Industries

  IT Services and IT Consulting and Business Consulting and Services

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