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Client Partner- Banking
2 weeks ago
Our client is seeking an experienced
Client Engagement Manager
with a strong background in
IT services
and proven expertise in the
Banking and Financial Services
domain.
The ideal candidate will bring 10+ years of experience, including in client-facing roles within BFSI, and a strong track record of managing large portfolios, with P&L responsibility for accounts. This leader will play a pivotal role in nurturing
strategic client relationships
,
driving account growth
, orchestrating
delivery excellence
, and enabling
digital transformation initiatives
.
Candidate should be able to harvest client relationships, and span across
multiple business of the account, providing client oversight, value thought leadership
and engage with all client business / diverse project teams for the overall functioning of the growth account.
Principal Accountabilities
Client Relationship Management (25%)
Act as the primary strategic partner for CXO-level clients across global banking enterprises.
Cultivate strategic and trusted advisor-level relationships with client executives and senior
stakeholders in the Banking & Financial Services domain.
• Build and maintain strong CXO-level relationships (CIO, CTO, COO, Chief Risk Officer, Heads of
Technology/Operations).
• Serve as the single point of accountability for client satisfaction and executive
communication.
• Conduct quarterly business reviews (QBRs) with client stakeholders to review performance,
share insights, and align roadmaps.
• Partner with clients to co-create digital transformation journeys and innovation agendas.
• Manage client perceptions and ensure high satisfaction through regular feedback mechanisms
and follow-ups.
Revenue Growth & PnL Ownership
Own and manage a portfolio with direct responsibility for growing revenues and
improving profitability, with the aim of scaling.
• Develop annual account plans aligned with client budgets and IT spending forecasts.
• Identify and pursue revenue growth opportunities: new service areas, technology upgrades,
managed services, consulting engagements, etc.
• Partner with sales/pre-sales to close large transformational and annuity deals.
• Drive expansion into adjacent business units, geographies, and services within the client
ecosystem.
• Regularly monitor and optimize P&L metrics: gross margins, EBITDA, revenue realization, etc.
• Define and track OKRs/KPIs across financial, delivery, and customer satisfaction dimensions.
Digital / Product Core Transformation Advisory
Lead the IT modernization efforts of banking clients by aligning solutions to their transformation
goals and industry trends.
• Assess the client's legacy environment and identify transformation levers such as:
o Core banking modernization
o Payments platform upgrades
o Data platform & analytics transformation
o Open Banking/Embedded Finance
o AI/ML in risk, fraud, and compliance
• Partner with domain consultants and architects to co-create solution roadmaps and
transformation blueprints.
• Evangelize next-gen technologies such as AI, cloud-native platforms, API ecosystems, and RPA across client engagements.
• Create POVs, white papers, and transformation workshops that support executive decision-
making.
Delivery Oversight & Governance
Ensure consistent delivery excellence, risk management, and SLA adherence across all
active engagements and programs.
• Set up engagement governance structures (Steering Committees, PMO, Risk Registers) with
internal and client stakeholders.
• Drive structured program reviews, milestone tracking, and proactive risk management.
• Enable operational efficiency through delivery KPIs – on-time delivery, defect leakage,
productivity, etc.
• Ensure all contractual obligations (SLAs, SOWs, timelines) are met or exceeded.
• Intervene in escalations and provide hands-on leadership in issue resolution or customer
dissatisfaction cases.
• Promote Agile/DevOps adoption where applicable for faster time-to-market.
Cross-functional Leadership & Collaboration
Align and lead internal teams across business development, delivery, marketing, and
domain functions to deliver value to the client.
• Build and lead a cross-functional "virtual account team" spanning geographies and
functions.
• Collaborate with delivery leaders to plan and manage resource allocation, talent needs,
and utilization.
• Work closely with solution architects, SMEs, and marketing to shape innovative and
tailored proposals.
• Coordinate RFP/RFI responses and oral presentations to CXOs.
• Foster collaboration across sales, delivery, finance, HR, and compliance teams to ensure
holistic account health.
Strategic Planning and Client Account Strategy
Define and execute a long-term strategic growth plan for the account, aligning with client vision
and industry shifts.
• Lead annual account planning exercises to chart multi-year growth goals and investment
areas.
• Map client org structure, budget cycles, pain points, and decision-making ecosystems.
• Develop SWOT analysis of the account and competitors to identify white spaces.
• Influence client IT roadmaps by leveraging market trends and benchmarks.
• Track emerging opportunities in Transformations, cybersecurity, digital wallets, AI risk
engines, Infrastructures etc., for proactive positioning.
Minimum requirements for this position
Domain and Industry Knowledge
• Deep experience in Banking and Financial Services – ideally across Retail Banking, Payments, Commercial Lending, and/or Capital Markets.
• Understanding of BFSI regulatory environments (e.g., Basel III, PCI DSS, ISO 20022, AML/KYC).
• Knowledge of industry-standard platforms: Temenos, Finastra, Oracle FLEXCUBE, FIS, Fiserv, or TCS BaNCS is a plus. Exposure to Payments solutions, products and understanding concepts of Payment Rails and models
Technical and Business Acumen
• Familiarity with enterprise IT services: digital transformation, core modernization, data engineering, AI/ML, cybersecurity, and cloud services.
• Strong appreciation for platform-driven business models and evolving FinTech landscapes.
• Financial and commercial management skills – including pricing models, cost control, and margin improvement strategies.
Leadership and Communication
• Proven leadership capabilities managing multi-disciplinary, multi-cultural teams.
• Exceptional executive presence with the ability to engage senior stakeholders (CIO, CTO, CDO, COO, etc.).
• Strong negotiation, influencing, and conflict resolution skills.
• Should be flexible travelling as per business needs.
