Client Partner - BFS

Role Overview

We are looking for an accomplished Client Partner – BFS to manage, strengthen, and expand strategic client relationships across the Banking & Financial Services sector in the New York / New Jersey market.

The successful candidate will own an existing client portfolio valued at under $10M, drive account expansion, identify new business opportunities, and build trusted relationships with senior business and technology stakeholders. The role requires a strong understanding of BFS industry dynamics, IT services sales, and consultative account management, along with a proven track record of growing strategic accounts.

Key Responsibilities

Strategic Account Management

• Own and execute account growth strategies for assigned BFS clients across the NY/NJ market.
• Develop relationships with C-suite executives, CIOs, CTOs, business heads, procurement leaders, and technology decision-makers.
• Build multi-year account plans aligned with client business priorities and technology transformation initiatives.
• Drive client retention, satisfaction, and long-term strategic partnerships.

Revenue Growth & Business Development

• Grow the existing account portfolio through cross-selling, upselling, and expansion into new business units.
• Identify, qualify, and close opportunities across application development and maintenance, cloud, data and analytics, AI, cybersecurity, and digital transformation.
• Build and manage a healthy sales pipeline, account forecasts, and revenue growth plans.
• Lead commercial negotiations, proposals, RFP responses, and contract closures.
• Identify opportunities to increase wallet share and establish new revenue streams within existing accounts.

BFS Domain Expertise

• Leverage knowledge of banking, capital markets, investment banking, payments, lending, wealth management, and financial services.
• Understand industry challenges related to regulatory compliance, risk management, data security, legacy modernization, and digital banking.
• Position technology and consulting solutions against client business priorities and competitive offerings.
• Track market trends, technology investments, and competitor activity to identify new opportunities.

Delivery & Stakeholder Management

• Collaborate with delivery, consulting, solutioning, and practice teams to develop compelling client proposals.
• Monitor engagement performance, client satisfaction, account profitability, and escalations.
• Ensure alignment between client expectations, delivery commitments, and commercial objectives.

Required Qualifications

• 12–18+ years of experience in IT services, enterprise sales, consulting, or strategic account management.
• Significant experience managing and growing Banking & Financial Services accounts.
• Proven ownership of client relationships, account revenue, and business development targets.
• Experience managing an existing portfolio of under $10M, with a demonstrated ability to scale revenue.
• Strong understanding of IT services offerings and consultative selling models.
• Established relationships with senior BFS stakeholders in the New York / New Jersey financial services ecosystem.
• Demonstrated success in cross-selling, upselling, pipeline development, and deal closure.
• Excellent executive communication, negotiation, forecasting, and account planning skills.

Preferred Experience

• Experience selling technology services to investment banks, commercial banks, capital markets firms, payments companies, or wealth management organizations.
• Exposure to application modernization, cloud transformation, data engineering, AI, and digital platforms.
• Experience working with global delivery models and offshore/onshore teams.
• Background with established IT services firms, digital engineering companies, or technology consulting providers.

Key Performance Indicators

• Existing account revenue growth and wallet-share expansion.
• New opportunities generated and pipeline conversion.
• Annual bookings and revenue attainment.
• Client retention and executive relationship development.
• Account profitability and forecast accuracy.

Ideal Candidate

A hands-on Client Partner with strong BFS relationships across the NY/NJ market, proven IT services sales experience, and the ability to expand an existing sub-$10M account. The candidate should combine strategic account planning with active opportunity creation, executive engagement, and commercial deal ownership