Summary role description: 

Hiring for a Client Partner – BFSI vertical sales including both hunting and farming for a top tier global Digital Solutions, Consulting, Systems Integration, and IT Services major 

Company 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 and the ASN markets especially Sydney, is one of their focus areas of business growth.  

Role details:

• Title / Designation: Client Partner – BFSI
• Level: Senior Sales Director 
• Reporting Manager:  BFSI Head, ANZ.
• Location: Sydney  

Role & responsibilities:

• As the leader of the sales organisation in Australia market, responsible for driving topline sales and revenue growth from new logos, revenue from existing clients across ASN, creating new opportunities, penetrating new clients, winning profitable and strategic deals. 
• Lead, motivate and upskill the capacity of existing sales and client partner organization to solution sell, cross-sell, and up-sell, delivering win-win outcomes for clients and the organization.
• Prioritizing investments and organizational bandwidth on growth generating (both organic and inorganic) initiatives.
• Provide regular cadence with top customers, seek the pulse of customer feedback, trends, and market dynamics. Partner with the stakeholders to provide visibility on organization capabilities, improve reputation and build organizational brand across markets in the region.
• Lead from the front and drive a culture of accountability and ownership across the sales teams. The Market Leader will expand the customer base and spearhead LTIMindtree’ s business in alignment with the organization’s vision, profitability, and overall value creation.
• Deploy long-term strategic objectives towards growing and diversifying the business by capitalizing on new opportunities and sustaining the revenue generation funnel across markets.

Candidate requirements:

• 15 to 25 years of sales experience, minimum 10+yrs in Australia market
• Extensive with CXOs at leading clients in the region for Retail Banking, Commercial Banking, cards / Payments, Asset Management, Investment Banking, Property & Casualty and Life & Annuities within Banking, Financial Services, and Insurance vertical.
• Strong relations with relevant stakeholders in client and software vendor partner organisations 
• Razor-sharp P&L focus, with ability to shape deals of various magnitudes, negotiate and close business and partnership deals/opportunities with a broad palette of industry players.
• Proven experience in driving top-line Revenue for companies. Develops and continuously builds pipeline of opportunities across industry sectors in New Age Technologies (Digital, AI/ Automation, Analytics, Cloud, etc) in the designated market.
• Ability to deploy long-term strategic objectives towards growing and diversifying the business by capitalizing on new opportunities and sustaining the revenue generation funnel.
• Experienced in amplifying growth in a business environment that is clouded in uncertainty and driven by disruption through an agile, dynamic thinking and multidimensional approach.
• Ability to break down silos by bringing together traditional sales, marketing, finance, R&D & product teams to drive rapid revenue growth and provide the best possible customer experience.
• Ability to challenge the status-quo, provides leadership to create and implement a longer-term vision and execution of growth-generating strategies. He/ she must also be able to think laterally to go beyond traditional revenue streams by proving a forward-facing vision that is beyond quarterly growth targets.
• Ability to influence stakeholders and develop a consensus-driven approach. Strong collaborative spirit and ability to navigate challenges while working with cross-functional, onsite, and offshore teams. Develops customers and stakeholder trust, both internally and externally, through authentic leadership and actions.
• Leads by example, ensuring leaders are empowered and a 2nd line is constantly being groomed.
• Demonstrated experience in driving net new deals and streamlining the sales engine across the solutions ecosystem for clients across a broad spectrum of industries.
• Genuine understanding of business, in-depth knowledge of how the company generates revenue and succeeds in the marketplace.

Selection process:

• Interview by BU Head – BFSI  
• Interview by CBO – BFSI 
• Discussion with ASN Market Lead
• HR discussions