Summary role description:

Hiring for a Client Partner / Account Leader – Banking, for a Global Systems Integration and Digital Solutions major

Client description:

Our client is a is a global Systems Integration, IT Services, Consulting and Digital Solutions company, that helps hundreds of customers secure competitive advantage through technology. Their comprehensive Digital Transformation platform, drives and accelerates the Mobile, Analytics & AI / ML, IoT / Industry 4.0, Cloud and Social journeys of their customers. A tenured Technology major, our client has grown at phenomenal speed over the past few years, with BFS being its largest domain at the global level.

Role details:

• Title / Designation: Client Partner / Account Director – BFS, Australia
• Role position: Director
• Role type: Individual contributor
• Reporting Manager: Country Head, Australia
• Location: Sydney, Australia

Role & responsibilities:

• Expand company presence in anchor Banking clients, steering farming (up-sell and cross-sell) efforts, working with the accounts Delivery leadership, owning revenue, client satisfaction and margin targets
• Manage sales and delivery for strategic BFS accounts
• Drive profitable growth from the account by:
  • Developing strategic relationships with decision makers in the accounts 
  • Creating and sharing sales success stories
  • Ensuring customer satisfaction through world class delivery
• Along with the delivery team, ensure cross-geographic synergies in delivery execution and orchestrate internal resources to give customer an enhanced delivery experience
• Mentor and nurture next line of leadership in the account team
• Position specific solutions across CBS (Core Banking Systems) modules, enterprise technologies, digital transformation (web, mobile, analytics, AI/ML, cloud, digital consumer experience) and other business technology platforms services of the company, with specific data-backed business cases to prove RoI for client business
• Sell appropriately to different audiences – SMEs, influencers, recommenders and decision-makers
• Improve customer relationships and lead client engagement governance
• Travel within the country, on business, when required
• Engage with other internal stakeholders in Practice, Presales and others

Candidate requirements:

• Total experience of 8-12 years
• Rich experience in Solutions Selling and IT / Engineering Services as well as in account management with major Banking and Financial accounts, leveraging own expertise in the BFS Domain, to lead deals from the identification, construction, pre-sale and transfer phases to technical teams on significant projects
• Recent selling experience in Australia, of at least 4-5 years
• Entrepreneurial, and autonomous bent of mind
• Natural deep interest in technology, especially emerging trends, with ability to articulate the impact of these trends on business models
• Ability to lead customer conversations with solutions, through BFS technology thought leadership & through being a trusted partner
• Fluency in business English
• MBA or Engineering degree (or equivalents) – preferable
• Ideally, someone who has done about $ 15m in annual revenues, over the past few years
• Must be a self-starter, capable of navigating competing or ambiguous stakeholder needs across organization, to create and execute strategic objectives

Assessment process:

• 1st interview (preferably in person): Country Head, Australia
• 2nd interview: Chief Business Officer
• HR discussions