Business Development Manager – BFSI (Account Farming)

Our challenge

We are seeking an experienced Business Development professional with a strong background in managing and growing existing client relationships within the Banking and Financial Services (BFSI) sector. The ideal candidate will be responsible for driving revenue growth across existing banking accounts, strengthening strategic client relationships, identifying cross-selling and upselling opportunities, and expanding the organization's footprint within key accounts. The candidate should have proven experience in IT services and consulting sales, with the ability to engage senior stakeholders, understand client business needs, identify technology opportunities, and work closely with internal delivery and technical teams to convert opportunities into business.

Additional Information*

The base salary for this position will vary based on geography and other factors. In accordance with law, the base salary for this role if filled within New York, NY/Jersey City, NJ is $120k - $160k/year & benefits (see below).

The Role

Responsibilities:

• 1. Strategic Account Management & Farming
• Manage and grow a portfolio of existing banking and financial services accounts.
• Develop strong, long-term relationships with key client stakeholders, including CIOs, CTOs, IT Directors, VPs, Procurement Heads, and business leaders.
• Develop account management and growth strategies to increase revenue and wallet share within existing accounts.
• Conduct regular client meetings, business reviews, and stakeholder engagements to understand evolving business requirements.
• Build relationships across multiple business units and departments to expand the company's presence within client organizations.
• Act as the primary point of contact for assigned strategic accounts.
• 2. Revenue Growth – Upselling & Cross-Selling
• Identify and drive upselling and cross-selling opportunities across existing accounts.
• Expand existing engagements by introducing additional IT services, consulting capabilities, and technology solutions.
• Identify opportunities for new projects, service lines, resource augmentation, and managed services.
• Drive account penetration by engaging new stakeholders and business units within existing banking clients.
• Achieve quarterly and annual revenue growth targets across assigned accounts.
• Identify opportunities to convert short-term engagements into long-term strategic partnerships.
• 3. Client Relationship & Stakeholder Management
• Build trusted advisor relationships with senior client executives and decision-makers.
• Understand client business objectives, technology roadmaps, challenges, and upcoming initiatives.
• Maintain regular engagement with clients to ensure satisfaction, identify concerns, and proactively address business needs.
• Conduct quarterly business reviews (QBRs) and account planning sessions.
• Work closely with client delivery teams to ensure service quality, customer satisfaction, and account retention.
• Manage escalations and coordinate with internal leadership to ensure timely resolution.
• 4. Opportunity Management & Sales Execution
• Identify, qualify, and develop new opportunities within existing client accounts.
• Lead client discussions, presentations, capability showcases, and commercial negotiations.
• Coordinate with presales and technical teams to develop proposals, solutions, and pricing models.
• Manage the complete opportunity lifecycle, including RFPs, RFIs, SOWs, contract renewals, and deal closures.
• Maintain an accurate sales pipeline, account forecasts, and revenue projections.
• 5. Banking Domain & IT Services Exposure
• Leverage knowledge of banking operations, technology ecosystems, and digital transformation initiatives to identify business opportunities.
• Drive opportunities across:
• Application Development and Maintenance
• Core Banking and Banking Application Modernization
• Digital Banking and Payments
• Data Analytics, AI/ML, and Cloud Solutions
• Quality Engineering and Testing
• Cybersecurity and Risk Management
• IT Staff Augmentation
• Managed Services and Infrastructure Support
• Regulatory and Compliance Technology
• Understand client technology priorities and align the company's service offerings to their business needs.
• 6. Internal Collaboration
• Work closely with delivery, recruitment, presales, finance, and leadership teams to support account growth.
• Ensure smooth transition of new opportunities into project execution.
• Monitor account performance, revenue realization, client satisfaction, and profitability.
• Develop strategic account plans and provide regular updates to senior management.

Requirements:

• 7–12+ years of experience in IT Services Sales, Business Development, or Strategic Account Management.
• Strong experience in farming and growing existing enterprise accounts within the BFSI sector.
• Proven track record of upselling, cross-selling, and expanding existing client relationships.
• Experience selling IT services, technology consulting, application development, managed services, or staff augmentation.
• Established relationships with banking and financial services clients.
• Experience engaging senior-level stakeholders and managing strategic enterprise accounts.
• Strong understanding of banking technology and digital transformation initiatives.
• Excellent communication, negotiation, relationship management, and presentation skills

We offer:

• A highly competitive compensation and benefits package.
• A multinational organization with 58 offices in 22 countries and the possibility to work abroad.
• 10 days of paid annual leave (plus sick leave and national holidays).
• Maternity & paternity leave plans.
• A comprehensive insurance plan including medical, dental, vision, life insurance, and long-/short-term disability (plans vary by region).
• Retirement savings plans.
• A higher education certification policy.
• Commuter benefits (varies by region).
• Extensive training opportunities, focused on skills, substantive knowledge, and personal development.
• On-demand Udemy for Business for all Synechron employees with free access to more than 5000 curated courses.
• Coaching opportunities with experienced colleagues from our Financial Innovation Labs (FinLabs) and Center of Excellences (CoE) groups.
• Cutting edge projects at the world’s leading tier-one banks, financial institutions and insurance firms.
• A flat and approachable organization.
• A truly diverse, fun-loving, and global work culture.