Summary of Position:

Virtusa's digital BFS IT solutions and outsourcing services provide BFS organizations with the innovation and transformation expertise to meet competitive, regulatory, financial, and customer service requirements. This role is an Account Director role that will report into the Banking & Financial Services (BFS) Sales Business Unit (SBU) and work closely with the segment leadership team.

You will have responsibility for supporting and expanding Virtusa's client base in a specific region or accounts by developing deep relationships with existing clients and also prospecting and acquiring new logos / client relationships.

Must play a key role in our growth and are tasked with rapid business expansion within their assigned accounts, including growing a select client cluster with clearly established topline and bottom-line targets, and being able to sell new service offerings and solutions to the client cluster to achieve targeted results.

You should have a proven record of accomplishment of being an over-performer/exceeding targets, and should be self-motivated, detail oriented, and a good multitasker. You should be comfortable in groups/teams and be able to both lead and follow to ensure alignment across internal account service delivery and business unit to drive growth. Must bring top-notch consulting /relationship management skills and a deep appreciation of IT tools, techniques, systems and solutions. The Account Director will be held accountable against Measurable Revenue/Profit Growth within set timelines.

Experience working at an IT services firm that has focused on selling Digital and Cloud transformation services, Data and AI solutions. You should be comfortable speaking with both senior level technology, and non-technology buyers. You can interact at a strategic level, convey complex concepts, and articulate value.

Responsibilities:

• Primary responsibility to support organic growth and radiation across existing clients as well as help to drive new business development efforts in new LOBs within established BFS clients.
• Enhance and broaden relationships with existing clients and their organization.
• Experience identifying, mapping and prospecting new stakeholders and leveraging sales driven processes to build and progress pipeline to closure.
• Establishing and building "trust" and leveraging client context by understanding client's overall business goals.
• Positioning Virtusa as a Strategic IT and Domain Consulting partner and identifying avenues for Virtusa to implement IT solutions.
• Directing and managing the overall client relationship to include work quality and customer satisfaction.

Skills & Qualifications:

• A minimum of 10 years of Financial Services experience in a client facing role, with minimum of 4 years in a sales role in the IT professional services, BFS software or management consulting firm.
• Proven track record in client business development, sales, and relationship management.
• Experience managing quarterly revenue targets and pipeline management, leading the sales process from securing initial customer meetings through to proposal, negotiation support and contract closing.
• Prior experience managing a large revenue client (P&L including reporting and metric assessment for the account)
• Experience with the global service delivery model.
• Possess BFS domain expertise, preferably with diversified Financial Services companies, with strong understanding and knowledge of impacts of BFS industry trends.
• Knowledge of value articulation principals including client ROI and appropriate storyboarding techniques to influence decision-making among senior-level technology and non-technology buyers.
• Commands strong written and verbal communication skills to lead presentation building, proposal writing, workshop facilitation, and presentation delivery during prospecting sales meetings.
• Comfortable taking a consultative approach and partnering mentality to our clients.
• Knowledge of Client context and client engagement guidelines including organizational sensitivities to consistently look for new solutions.
• Specialized knowledge of industry analytics and is able to use trends to forecast and provide inputs within the organization to come up with right solutions.
• Bachelor's degree required; Post Graduate Diploma in Management/MBA degree is preferred.
• Flexibility to Travel, estimated up to 25% overall.

Nice to haves:

• Prior experience working in cards and payment domains.
• Prior experience in a BFS project environment and application development and/or delivery management.
• Experience working with Industry and/or Technology Partners for sales pursuits.