About the position
Job Specification: Business Relationship Manager / Client Partner
Role Overview
We are seeking a highly experienced Business Relationship Manager / Client Partner to lead strategic client engagements, drive large-scale IT transformation programmes, and grow key accounts within the Banking, Financial Services, and Insurance (BFSI) sector.
This role requires a commercially astute, technology-driven leader with deep consulting experience, exceptional executive presence, and a strong track record of driving sustained revenue growth and delivering measurable business outcomes through technology.
RequirementsKey Responsibilities
Client & Stakeholder Management
- Serve as the primary executive contact for key BFSI clients, engaging confidently at CXO level.
- Build, nurture, and maintain long-term strategic relationships to ensure high levels of client satisfaction and trust.
- Understand customer business needs and translate them into actionable technology roadmaps and transformation initiatives.
- Drive solution-based, consultative sales discussions to identify and unlock new opportunities.
- Lead and contribute to steering committees, governance forums, and stakeholder engagements.
Account Growth & Commercial Management
- Own and manage account P&L (> USD 5M), ensuring revenue, margin, and growth targets are met or exceeded.
- Drive 20%+ year-on-year account growth, expanding services, strengthening footprint, and increasing strategic relevance.
- Lead account planning, pipeline development, deal strategy, and contract negotiations.
- Ensure financial performance, forecasting accuracy, and commercial discipline across all engagements.
Programme Delivery & Execution
- Oversee the delivery of large, complex IT transformation programmes for enterprise customers.
- Co-create technical solutions, project implementation plans, and delivery frameworks aligned to customer objectives.
- Provide direction across all stages of the SDLC, ensuring adherence to best practices and delivery methodologies.
- Lead change management initiatives and ensure seamless execution across multi-disciplinary teams.
Engineering & Technology Leadership
- Engage deeply in discussions on engineering practices including:
- Automation
- DevOps
- Quality Engineering
- Modern Software Development
- Guide clients toward modern engineering principles and scalable transformation architectures.
- Ensure delivery excellence through quality governance, risk mitigation, and continuous improvement.
Team Leadership & Collaboration
- Provide leadership across cross-functional delivery, sales, and consulting teams.
- Foster a culture of empathy, collaboration, and high performance.
- Mentor team members and ensure alignment to customer expectations and organisational goals.
Required Skills & Experience
Industry & Domain Expertise
- 8+ years working with Banking, Financial Services and Insurance (BFSI) clients.
- Proven experience delivering business solutions and outcomes leveraging technology.
Client Partnership & Sales
- 8+ years in solution-based sales, consultative selling, and account growth.
- Demonstrated success driving 20%+ YoY growth in strategic accounts.
- Ability to influence and build relationships at executive leadership level.
Programme & Delivery Management
- Strong understanding of:
- Software lifecycle and delivery methodologies (Agile, Waterfall, Hybrid)
- End-to-end SDLC
- Enterprise architecture and transformation patterns
- Experience overseeing large, multi-year transformation programmes.
Commercial & P&L Ownership
- Proven ability to manage end-to-end P&L for accounts > USD 5M.
- Strong commercial acumen, budgeting, and financial governance capability.
Leadership & Soft Skills
- Excellent communication, negotiation, decision-making, and conflict management skills.
- Empathetic, customer-centric mindset with ability to influence diverse stakeholders.
- Proven track record of high client satisfaction and strong team engagement.
Qualifications
- Bachelor’s degree in IT, Business, Engineering, or related field (Master’s preferred).
- Additional certifications in project management, Agile, or consulting advantageous.
Desired Skills:
- Service Delivery
- SLDC
- ITIL
- Stakeholder Management
- BFIS
- Cloud
- Account Manager
Desired Qualification Level:
About The Employer:
