Sr Account Director

1 week ago

Jersey City, United States Birlasoft Full time
About Birlasoft Ltd.

Birlasoft Ltd., a distinguished entity within the CK Birla Group-a prominent Indian conglomerate boasting a revenue of $2.9 billion-is a leading global IT Consulting and Services provider, specializing in select industry verticals. With a global footprint spanning 28 offices across 14 countries in the Americas, Europe, and Asia, Birlasoft is a name synonymous with technological excellence and innovation.

Our global workforce comprises of over 12,500 dedicated professionals, including a strong US presence of 1,100+ employees stationed in New Jersey, Columbus, Edison, and Raleigh. Besides the US, our operations extend to India, Mexico, Brazil, Australia, Belgium, Canada, Denmark, France, Germany, Netherlands, Singapore, Sweden, Switzerland, UAE, and the UK.

The Birlasoft Finance practice is a burgeoning domain with an impressive trajectory of over 16 years. Housing over 2,000 adept consultants and boasting partnerships with 30+ esteemed customer logos across US, UK, Europe, LATAM and ASPAC. The Finance practice contributes to approximately 27% of the Birlasoft global revenue.

We have meticulously structured our Finance vertical into three sub-verticals:
  • Banking: Encompassing Retail Banking, Corporate/Commercial Banking, Payments, Cards and Fintech Services.
  • Capital Markets: Covering Asset Management, Investment Management, Wealth Management, and Securities.
  • Insurance: Including Property & Casualty, Re-Insurance, and Health & Life Insurance.
These sub-verticals are adeptly supported by our finance domain team, focusing on a spectrum of services such as Lending & Leasing, Core Banking, Cards and Payments, Post-trade (Settlements & Clearing), Governance Risk & Compliance (GRC), and ESG.

Our core services are a collaborative effort of our horizontal business units, offering a blend of consulting, development, managed support, and transformation services, all tailored specifically for the financial services domain. Our service pillars include:
  • Digital Transformation: Cloud, Automation, eCommerce, Customer Experience (CX), Content Management, Application Development & Support, and Mobile Solutions.
  • Data & Analytics: Emergent AI, Machine Learning (ML), Business Intelligence (BI), Advanced Analytics, and Data Management.
  • ERP Solutions: CRM Solutions, Salesforce, MS Dynamics, SAP, Oracle, and Infor.
  • IT Infrastructure Solutions.
At Birlasoft, we are committed to driving digital transformation, fostering innovation, and delivering value, ensuring our clients stay ahead in the competitive financial landscape.

Global Account Manager Job Description

Key Responsibilities
  • Strategically drive new logo acquisitions and net new business in select FS accounts in close synergy with the extended financial services ecosystem (Account, Service Delivery, Domain and Practice stakeholders) leadership, Delivery Leadership and Domain Leadership) to manage assigned services sales and margin targets.
  • Identify, qualify, and generate leads within targeted financial services logos to create a robust pipeline for business growth.
  • Efficiently manage multiple and multi-threaded client relationships by carefully prioritizing leads and opportunities
  • Continue to remain accountable to the client during the formative stages of each engagement post the sales cycle.
  • Drive large multi horizontal business unit deal wins with existing customers.
  • Conduct market research and competitive analysis to identify new business opportunities and stay ahead of industry trends.
  • Use knowledge of FS industry, market research, competitive analysis, and other consultative sales skills to assess and educate clients on the value of our business and implementation expertise.
  • Represent Birlasoft at industry events, trade shows, and networking events to promote our services and solutions.
  • Prepare and deliver presentations, proposals, and sales contracts to prospective and existing customers.
  • Leverage the Birlasoft ecosystem to build and lead sales campaigns for targeted FS logos.
  • Proactively drive business development and pre-sales initiatives by leveraging both industry and technical background.
  • Demonstrate ability to advance sales campaigns in a needs-based and highly participative fashion including consultative dialog, cross-functional engagement, and facilitated workshops.
  • Maintain accurate and up-to-date records in our CRM system, including sales forecasts, pipeline, and activity reports.
  • Work with delivery managers to set delivery metrics/targets and drive customer excellence in accounts.
  • Negotiating account management contracts and agreements to maximize profit.
  • Build and nurture Independent Software Vendor (ISV) partner relationships.
Qualified Candidates will have:
  • 8 or more years in technology services with a recent track record of selling / growing business in financial services, winning new business & building relationships with focus on selling FS Domain Services, Digital, Cloud transformation, and other emerging technologies.
  • Proven track record of generating leads and achieving sales targets.
  • Demonstrated track record of being able to seed & win deals of $ 10 + mil TCV and build a growth velocity to achieve hyper growth target of $25M in the next 2 years.
  • Strong background in the FS space (especially FinTech, payments, retail & Corp. banking etc.) and overall, a good handle on how this industry functions along with a good understanding of the key market participants etc.
  • Ability to work independently as well as collaboratively within a team environment.
  • Strong consultative skills and ability to quickly gain confidence or senior client executives.
  • KRA's will be order booking, profitability, realized revenue and customer satisfaction.

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