Website:
Job details:
Experience: 12 - 15 years
Role Type: Individual Contributor
Role Overview:
We are looking for an experienced enterprise sales professional with a strong BFSI track record to acquire and grow large and mid-sized Banking, Financial Services and Insurance clients. The role is primarily a hunter / individual contributor role with end-to-end ownership of new-logo acquisition, opportunity development, deal shaping and closure. The candidate should combine strong BFSI business context with the ability to position the full spectrum of technology, operations and managed services rather than only point solutions.
Key Responsibilities:
· Own and deliver an annual individual sales quota of approximately USD 1–1.5M, supported by a healthy qualified pipeline and disciplined forecasting.
· Drive new-logo acquisition across priority BFSI segments and develop senior relationships with CIO/CTO/CDO/COO and relevant business, operations, risk and technology leaders.
· Manage the complete sales lifecycle – account planning, prospecting, qualification, discovery, solution positioning, proposal/RFP response, commercials, negotiation and closure.
· Translate BFSI priorities into relevant propositions spanning transformation, modernization, run/support and business-process outcomes.
· Work closely with pre-sales, solution architects, practices, delivery and leadership to shape differentiated propositions, entry offers, pilots/POCs and scalable engagements.
· Create opportunities proactively ahead of formal RFPs through account hypotheses, industry triggers, thought leadership, workshops and executive conversations.
· Lead commercial discussions and negotiations and maintain strong CRM, pipeline hygiene, stage discipline and forecast accuracy.
· Develop selected existing relationships through cross-sell and up-sell while retaining a strong bias towards hunting and new business.
Relevant Solution / Service Areas:
• Cloud & Cloud Transformation • Data, Analytics & AI / GenAI • Application Development, Modernization & Integration • Digital Engineering / Digital Transformation • Cybersecurity, Risk & Compliance • Application / Production Support & Maintenance • Infrastructure / Cloud Operations • Managed Services & Technology Outsourcing • Quality Engineering / Testing • Business Process Services / Process Outsourcing • Automation / Intelligent Operations
Candidate Profile:
· 12–15 years of overall experience, with significant experience selling enterprise IT services / solutions into BFSI.
· Demonstrated individual quota ownership and a track record of creating, shaping and closing material technology-services deals.
· Strong new-logo hunting capability and evidence of opening enterprise accounts from the ground up.
· Credibility with BFSI senior stakeholders and good understanding of banking / financial-services / insurance priorities, operating models and technology agendas.
· Experience selling services and solutions rather than predominantly products, licenses or staffing.
· Ability to sell across transformation as well as run-the-business services including support, maintenance, managed services and process outsourcing.
· Consultative solution-selling orientation with strong commercial, negotiation and closure skills.
· Ability to operate independently while orchestrating internal pre-sales, delivery, practice and leadership teams.
· Willingness to travel for client meetings as required.
Education:
· Engineering / Technology degree preferred.
· MBA from a reputed institution preferred, particularly in Sales, Marketing or Business Management.
What Success Looks Like
A front-end BFSI seller who can create opportunities from the ground up, gain senior-client access, connect business problems to the right mix of technology and operational services, and own the number from pipeline creation through closure. Success will be measured by qualified pipeline, CXO access, stage progression, new-logo wins, revenue and account expansion.
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