Assistant Director - BFSI

Role Overview

We are looking for a seasoned Strategic Account Leader to drive growth and executive engagement across large Banking, Financial Services, Insurance (BFSI) and PSU Banks accounts in the West region.

The ideal candidate should possess deep experience in Key/Strategic Account Management, with a proven track record of building trusted CXO relationships, influencing technology decisions, seeding large transformation opportunities, and driving consultative solution sales. The candidate should have sold one or more enterprise technology portfolios, including Cybersecurity, Compute, Storage, Cloud, Data Center Infrastructure (DCI), or Application Lifecycle Management (ALM) solutions. This role demands a hunter-farmer mindset with the ability to navigate complex enterprise buying cycles and engage senior stakeholders across business and technology functions.

Preferred Candidate Profile

• Strong network and relationships within major private banks, PSU banks, NBFCs, insurance companies, and financial institutions.
• Experience working with leading OEMs, system integrators, cloud providers, cybersecurity firms, or enterprise technology companies.
• Ability to operate effectively in highly matrixed organizations and complex sales environments.
• Proven ability to influence strategic technology decisions at the executive level and drive large transformation-led engagements.

Success Metrics

• Revenue and Margin Achievement
• Strategic Account Growth
• Executive Relationship Strength
• Pipeline Creation & Conversion
• Large Deal Wins
• Customer Retention & Expansion
• RFP Influence and Opportunity Seeding
• Cross-Sell and Up-Sell Performance

Key Responsibility Areas

Strategic Account Management & Business Growth

• Own and grow a portfolio of large BFSI and PSU Banking accounts across the West region.
• Develop and execute strategic account plans aligned with customer business objectives and technology roadmaps.
• Drive revenue growth through account penetration, wallet share expansion, and new solution adoption.
• Identify, create, and influence large transformation opportunities within assigned accounts.
• Build multi-year account growth strategies and executive engagement plans.

CXO Relationship Management

• Establish and nurture strong relationships with CIOs, CISOs, CTOs, Digital Heads, Business Heads, Procurement Leaders, and Board-level stakeholders.
• Become a trusted advisor to customers by understanding their business priorities, challenges, and transformation initiatives.
• Conduct executive business reviews and strategic discussions to align technology solutions with business outcomes.
• Drive executive sponsorship and stakeholder mapping across key accounts.

Technology Positioning & Opportunity Creation

• Position enterprise technology solutions including Cybersecurity, Cloud, Compute, Storage, DCI, ALM, and associated services.
• Collaborate with solution architects and pre-sales teams to develop compelling value propositions.
• Drive early-stage engagement, opportunity identification, and RFP seeding activities.
• Influence technology roadmaps and solution architecture discussions within customer organizations.
• Develop account-specific strategies for competitive displacement and market expansion.

Consultative Selling & Deal Leadership

• Lead complex enterprise sales engagements from opportunity creation through closure.
• Understand client business drivers and recommend outcome-based technology solutions.
• Manage long sales cycles, multiple stakeholders, and large deal pursuits.
• Lead commercial negotiations, contract discussions, and proposal presentations.
• Ensure achievement of revenue, margin, pipeline, and growth objectives.

Cross-Functional Leadership

• Work closely with Sales, Pre-Sales, Delivery, Product, Partner, and Leadership teams.
• Coordinate executive engagement programs, solution workshops, and customer events.
• Drive customer success and ensure seamless execution of committed deliverables.
• Mentor and support junior sales/account management team members where required