Account Director - BFS

Company Background

Virtusa Corporation is a leading worldwide provider of digital transformation services that accelerates business outcomes for Global 2000 businesses in banking and financial services, insurance, healthcare/life sciences, and telecommunications, technology, and media. 

With over 30,000 people and over 50 offices worldwide, we harness our deep design and engineering heritage to help global organizations tackle their toughest technology challenges. We help our clients identify strengths, uncover opportunities, and accelerate their path to digital transformation through the use of our Digital Transformation Studios (DTS).

We blend unique perspectives and proven expertise across consulting, design, and engineering disciplines. We challenge convention, and one another, to create compelling experiences that delight users and transform business. We have a passion for trying new ideas. And a rapid process to bring them to life. Whether it's the digital enterprise, mobile wallet, the IoT or virtual reality, we're investing, experimenting, tinkering, and hardening the technology that sets the pace in an ever-changing world. Through a proven platforming methodology, domain expertise and technology innovation, we deliver growth through differentiated solutions.

We bring best in class digital engineering services to every engagement, with deep expertise in digital strategy and design; customer experience; analytics; mobile; cognitive/AI; full stack engineering, microservices, IoT; and cloud services.

For more information, please visit http://www.virtusa.com/

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 a client services position that will report into the BFS (BFS) Sales Business Unit (SBU) and work closely with the segment leadership team.

You will have responsibility of expanding Virtusa’s client base in a specific region or accounts by 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 top-line 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. Must bring top-notch consulting /relationship management skills and a deep appreciation of IT tools, techniques, systems and solutions. The Client Partner 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. 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 drive new business development efforts in new LOBs within established BFS clients.
• Enhance and broaden the relationship in existing clients
• Experience identifying, mapping and prospecting new stakeholders and leveraging sales driven process to build pipeline
• Establishing and building "trust" and leveraging client context by understanding client's overall business goals.
• Positioning Virtusa as a Strategic IT partner and identifying avenues for Virtusa to implement IT solutions.
• Directing and managing the overall client relationship to include work quality and customer satisfaction.

Qualifications

• A minimum of 10 years of experience in a client facing role or sales role in the IT professional services, BFS software or management consulting firm.
• Experience managing quarterly revenue targets and pipeline management, leading the sales process from initial customer meeting through to proposal and contract closing.
• Experience with the global service delivery model.
• Proven track record in client business development, sales, and relationship management.
• Past experience managing a large revenue client (P&L including reporting and metric assessment for the account)
• Possess BFS and/or insurance domain expertise.
• Have a strong background in a project environment and application development.
• Strong understanding and knowledge of and impact of BFS industry trends.
• Bachelor’s Degree.
• Knowledge of value articulation principals include client ROI and appropriate storyboarding techniques.
• 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.