Director - Sales - Account Management - IT

Sales Director / Account Management Head

Job Overview:

We are looking for an experienced Sales Director / Account Management Head with 15+ years of experience in IT Services, Technology Consulting, Digital Engineering, Digital Transformation, or Managed Services organizations to manage and grow a strategic Global BFSI account. This is primarily a farming / strategic account management role, requiring strong experience in growing existing enterprise accounts, increasing wallet share, building CXO relationships, identifying whitespace opportunities, and driving large transformation-led engagements.
Key Responsibilities:
- Own the strategic BFSI account and develop a comprehensive account growth strategy aligned with the client's business and technology priorities.
- Build and maintain strong relationships with CIOs, CTOs, CDOs, Chief Digital Officers, Business Heads, Technology Leaders, Procurement and other senior stakeholders.
- Identify opportunities for account expansion, cross-sell and up-sell across multiple service lines and business units.
- Drive opportunities around Digital Transformation, Cloud, Data & Analytics, AI/GenAI, Digital Engineering, Application Modernization, Managed Services, Digital Banking, Payments Modernization, Core Banking, Customer Experience, Risk & Compliance and Cloud Transformation.
- Work closely with delivery, consulting, technology and solution teams to identify client needs, shape propositions and convert opportunities into large, multi-year engagements.
- Lead strategic account reviews, opportunity planning, executive connects, commercial discussions, negotiations and deal closures.
- Maintain a healthy sales pipeline and provide accurate revenue forecasts while ensuring strong client satisfaction and long-term account retention.
Key Result Areas (KRAs):
- Deliver annual revenue and growth targets for the assigned Global BFSI account.
- Drive year-on-year account growth and wallet-share expansion.
- Identify and convert whitespace opportunities within existing accounts.
- Drive cross-sell and up-sell across IT Services, Cloud, Data, AI, Digital Engineering and Managed Services.
- Build a strong pipeline of large and strategic transformation opportunities.
- Increase CXO-level relationship penetration across the account.
- Successfully close large, complex and multi-year deals.
- Improve account profitability, client retention and overall account value.
- Develop and execute annual and long-term strategic account plans.
- Ensure accurate forecasting and governance of the sales pipeline.
Mandatory Skills & Experience:
- 15+ years of overall experience in IT Services / Technology Consulting / Professional Services sales.
- Minimum 5+ years of recent experience managing BFSI accounts.
- Strong experience in farming / strategic account management rather than purely new-logo hunting.
- Proven experience managing large global BFSI accounts from an IT Services organization.
- Experience with multi-million-dollar revenue responsibility.
- Strong track record of account growth, cross-sell and up-sell.
- Established relationships with senior BFSI business and technology stakeholders.
- Experience selling Digital, Cloud, Data & AI, Digital Engineering and Managed Services.
- Strong understanding of BFSI transformation areas including Banking, Payments, Capital Markets, Wealth Management and Insurance.
- Excellent consultative selling, negotiation, communication, presentation and stakeholder-management skills.
- Experience handling complex enterprise deals, RFPs, commercial negotiations and multi-year engagements.
Preferred Profile:
Candidates currently working as Sales Director, Account Director, Client Partner, Strategic Account Director, Account Management Head, Business Development Director or similar senior sales/account leadership roles within established IT Services / Technology Services organizations will be preferred.
Education:
Bachelors degree in Engineering, Technology, Business, Finance or a related discipline. MBA/PGDM in Sales, Marketing, Business Management or Finance is preferred.