Director - Engagements/Key Accounts Management Role - BFSI Vertical - IT Services Firm

Director Engagements/Key Accounts Management Role - BFSI Vertical - IT Services Organization

Role: Director Engagements / Key Accounts Management (BFSI Vertical) - IT Services Organization Services

Location: Mumbai

Role Summary:

We are searching for a result driven, good communicator and excellent Relationship Management skills candidates who are proactive and passionate about company solutions and the clients they serve. Director Engagement / Key Account Manager will act as a point of contact for their clients ( in BFSI Sector) . They will build long-lasting, mutually beneficial relationships with their contacts, always striving to find the solutions / products which best fit the respective business vertical needs of the client. They also aid internal departments by setting up meeting, discussions such as sales leads or testimonials, assisting in the processing and analysis of client requirements.

- To succeed in this position, candidates should have exceptional communication, problem-solving skills. You should be resourceful, analytical, adaptable, and organized with the ability to build strong rapport with clients.

Key Responsibilities:

- Will be responsible for rapid growth of top tier / key account(s) of the Organization.

- Will carry Revenue (both billing and booking), and Profitability goal for each of the assigned key account(s)

- Will be responsible for rapidly growing revenue in the assigned key accounts through upselling and cross-selling

- Will build relationship with all client stakeholders, understand their pain points, and recommend solutions which can solve these problems.

- Acting as a client advocate with a focus on improving the buyer experience and value delivery.

- Collaborating with internal departments to facilitate client need and further fulfillment.

- Resolving complaints and preventing additional issues by improving processes.

- Manage projects within client relationships, working to carry out client goals while meeting company goals

- Coordinate with staff members working on the same account to ensure consistent service

- Responsible for ensuring high client CSAT working along with delivery.

- Win business across the solution portfolio through a combination of small, large and annuity deals.

- Build a sustainable and continuous business pipeline across the solution portfolio, which enables business predictability.

- Responsible for all negotiations with clients, including contracting, terms, price, SOW in consultation with the delivery team, finance, and leadership.

- Understand competitive landscape and constantly improve intelligence in each strategic account and for the market

- Create winning proposals with sharp messaging on the value proposition.

- Be the brand ambassador for the Organisation with all key stakeholders including alliance partners.

- Guard against competition.

- Win business in competitors' portfolio.

Educational Qualification/Work Experience & Skills :

- MBA / PG / BE / B.Tech with min 8 to 14 years of IT Solutions, IT Services and IT Consulting Selling experience in the Indian market preferably in BFSI domain. Experience of selling APM products-services, IT service management, testing and security services will be an added advantage.

- Go Getter, has a drive to win - gets results despite hurdles, rejection, is persuasive and have the drive to win over competition.

- Must have achieved / over-achieved revenue targets consistently.

- Loves to network - across the client organization and the industry.

- Strong negotiation skills.

- Very strong interpersonal skills.

- Strong problem-solving skills

- Can create and make winning presentations

- Strong process orientation and sales discipline

- Competitiveness - Winning spirit and must enjoy winning our difficult competition