Client Partner – Digital Services (BFSI)

Job Description

Who are we?

For the past 20 years, we have powered many Digital Experiences for the Fortune 500. Since 1999, we have grown from a few people to more than 5000 team members across the globe that are engaged in various Digital Modernization. For a brief 1 minute video about us, you can check .

What are we looking for?

1. Role Overview

We are seeking a highly tactical, commercially driven Client Partner to own the operational management, retention, and execution-focused expansion of an established US $15M to $30M+ digital services portfolio within the Banking, Financial Services, and Insurance (BFSI) vertical. This role is strictly farming-oriented, built for an execution specialist who excels at turning existing customer footprints into wider delivery pipelines. The successful candidate will directly own the end-to-end RFI/RFP bid machinery, lead complex commercial modeling, draft precise Statements of Work (SOWs), and orchestrate structured account mining operations.

2. Core Account Execution Responsibilities

Bid Engine & Proposal Execution

• RFI & RFP Ownership: Act as the absolute owner and primary writer for all Request for Information (RFI), Request for Proposal (RFP), and RFQ responses issued within the assigned account base.
• Solution Structuring Coordination: Partner closely with technical architects and delivery leads to translating complex engineering inputs into high-impact, compliant commercial proposals.
• Bid Velocity Management: Establish a disciplined, repeatable bid management cadence to meet strict client submittal deadlines with high-quality, customized response materials.

Commercial Architecture & Deal Engineering

• Contract Construction: Draft, review, and finalize technical Statements of Work (SOWs), Master Services Agreements (MSAs), and formal Change Requests (CRs) without baseline template drift.
• Financial Modelling & Pricing: Build and execute precise pricing models covering multiple engagement constructs (Time & Materials, Fixed Price, Managed Services, and Milestone-based outcomes).
• Portfolio Margin: Rigorously manage financial metrics including gross margin percentage, resource pyramid distribution, and average bill rate maximization across all active workstreams.

Tactical Account Mining & Stakeholder Mapping

• Account Organization Mapping: Proactively build comprehensive stakeholder maps across the client organization, identifying buyer hierarchies, decision-making nodes, and adjacent unmapped business units.
• Pipeline Injection: Convert operational delivery achievements and technical wins into pipeline expansion by methodically introducing cross-functional digital capabilities (Cloud, Data, AI/ML, and Core Modernization).
• Transaction-Driven QBRs: Design, prepare, and host outcome-based Quarterly Business Reviews (QBRs) that move beyond general status updates and focus on locking in concrete commercial backlogs.

Account Operations & Forecasting

• Demand Forecasting: Maintain an accurate rolling forecast of resource demand, skill dependencies, and budget depletion rates to ensure seamless onboarding.
• Forecast Accurate revenue and hit the revenue targets.
• CRM & Pipeline Integrity: Maintain absolute data hygiene within internal CRMs, ensuring accurate tracking of active opportunities, pursuit velocity, and deal values.

3. Required Qualifications & Execution Capabilities

• Experience Footprint: 12-15+ years of account management, bid execution, or commercial consulting experience within the IT professional services sector, with at least 6+ years managing large-scale US BFSI client environments.
• Portfolio Track Record: Proven history of managing and executing growth within established accounts representing an aggregate portfolio size of US $15 Million to $30 Million+.
• RFP Expertise: Demonstrable excellence in directly running complex RFI/RFP bid response cycles, resulting in multi-million-dollar contract awards within existing frameworks.
• Commercial Fluency: Expert-level understanding of professional services deal structuring, financial margin math, resource pyramid balancing, and SOW construction.
• Domain Mastery: Comprehensive knowledge of US BFSI structures, including compliance environments (e.g., GLBA, PCI-DSS, SOC2) and legacy modernizations across retail banking, lending, or insurance.
• Communication: Superior executive communication skills, with a track record of driving business outcomes during highly transactional negotiations.

Education: Bachelor’s degree in business, Computer Science, or related field; MBA preferred.

4. Key Performance Indicators (KPIs)

• Portfolio Growth:
• Bid Conversion Rate
• Profitability:
• Forecast Accuracy: