Associate Director - BFSI

Job Title: Client Account Manager (CAM) - BFSI

Location: Delhi (North Region)

Experience: 13+ years in Strategic/Key Named Account Management with leading System Integrators or Enterprise Technology organizations

Industry: Cybersecurity | Networking | Data Center Infrastructure | Cloud | Enterprise Technology

Role Overview

We are seeking an experienced Client Account Manager to drive growth across strategic BFSI and PSU Banking accounts in the West region. The role requires a strong blend of account leadership, CXO engagement, consultative selling, and business development.

The ideal candidate will have a proven track record of managing large enterprise accounts, influencing technology decisions, creating transformation-led opportunities, and delivering sustained revenue growth. Experience in one or more technology domains, including Cybersecurity, Cloud, Compute, Storage, Data Center Infrastructure, Networking, or Application Lifecycle Management (ALM), is essential.

The role demands a hunter-farmer mindset, with the ability to build trusted executive relationships, navigate complex sales cycles, and lead large enterprise pursuits from opportunity creation through closure.

Preferred Candidate Profile

• Strong relationships across private banks, PSU banks, NBFCs, insurance companies, and financial institutions.
• Experience with leading OEMs, System Integrators, Cloud Providers, or Enterprise Technology organizations.
• Proven ability to engage CXO stakeholders and influence strategic technology decisions.
• Demonstrated success in driving large transformation programs and complex enterprise sales engagements.
• Ability to operate effectively within matrixed organizations and multi-stakeholder environments.

Success Metrics

• Revenue and Margin Achievement
• Strategic Account Growth
• Pipeline Creation and Conversion
• Large Deal Wins
• Executive Relationship Strength
• Customer Retention and Expansion
• Opportunity Seeding and RFP Influence
• Cross-Sell and Up-Sell Performance

Technology Domain Expertise : Experience in one or more of the following areas:

• Cybersecurity
• Cloud Solutions & Services
• Compute, Storage & Data Center Infrastructure
• Data Center Networking (DCI)
• Application Lifecycle Management (ALM)
• Enterprise Platforms & Digital Transformation Solutions

Core Competencies

• Strategic Account Planning
• CXO Relationship Management
• Consultative & Solution Selling
• Opportunity Creation and RFP Influence
• Large Deal Management
• Business Development & Revenue Growth
• Executive Communication & Presentation Skills
• Commercial Negotiation & Contract Management
• Stakeholder Management and Influencing Skills

Key Responsibility Areas:

Strategic Account Management & Growth

• Own and grow a portfolio of strategic BFSI and PSU Banking accounts in the West region.
• Develop and execute account plans aligned to customer business objectives and technology roadmaps.
• Drive wallet share expansion, new solution adoption, and long-term account growth.
• Identify, create, and influence large transformation opportunities.

Executive Relationship Management

• Build trusted relationships with CIOs, CISOs, CTOs, Digital Leaders, Business Heads, and Procurement stakeholders.
• Act as a strategic advisor by understanding customer priorities, challenges, and transformation initiatives.
• Drive executive alignment through business reviews, stakeholder mapping, and sponsorship programs.

Opportunity Creation & Solution Positioning

• Position enterprise technology solutions across Cybersecurity, Cloud, Compute, Storage, Networking, DCI, ALM, and related services.
• Partner with solution, pre-sales, and delivery teams to develop differentiated value propositions.
• Influence technology roadmaps, seed opportunities, and shape customer requirements early in the buying cycle.

Consultative Selling & Deal Leadership

• Lead complex enterprise sales opportunities from qualification through closure.
• Drive solution-led conversations aligned to business outcomes.
• Manage commercial negotiations, proposals, and large deal pursuits while achieving revenue and growth targets.

Cross-Functional Collaboration

• Collaborate closely with Sales, Pre-Sales, Delivery, Product, Partner, and Leadership teams.
• Drive customer success through effective governance and execution.
• Support strategic customer engagements, workshops, and executive events.

Qualifications & Experience

Education

• Bachelor's degree in Engineering, Technology, Computer Science, or a related field.
• MBA preferred.

Experience

• 13+ years in Strategic Account Management, Enterprise Sales, or Consultative Solution Selling.
• Experience managing large BFSI, PSU Banking, Financial Services, or Enterprise accounts.
• Strong track record of CXO engagement, opportunity creation, and large-deal closures.
• Consistent achievement of revenue, growth, and profitability targets.