Job Specification: Business Relationship Manager / Client Partner

Role Overview

Requirements

Key Responsibilities

Client & Stakeholder Management

• Serve as the primary executive contact for key BFSI clients, engaging confidently at CXO level.

• Build, nurture, and maintain long-term strategic relationships to ensure high levels of client satisfaction and trust.

• Understand customer business needs and translate them into actionable technology roadmaps and transformation initiatives.

• Drive solution-based, consultative sales discussions to identify and unlock new opportunities.

• Lead and contribute to steering committees, governance forums, and stakeholder engagements.

Account Growth & Commercial Management

• Own and manage account P&L (> USD 5M), ensuring revenue, margin, and growth targets are met or exceeded.

• Drive 20%+ year-on-year account growth, expanding services, strengthening footprint, and increasing strategic relevance.

• Lead account planning, pipeline development, deal strategy, and contract negotiations.

• Ensure financial performance, forecasting accuracy, and commercial discipline across all engagements.

Programme Delivery & Execution

• Oversee the delivery of large, complex IT transformation programmes for enterprise customers.

• Co-create technical solutions, project implementation plans, and delivery frameworks aligned to customer objectives.

• Provide direction across all stages of the SDLC, ensuring adherence to best practices and delivery methodologies.

• Lead change management initiatives and ensure seamless execution across multi-disciplinary teams.

Engineering & Technology Leadership

• Engage deeply in discussions on engineering practices including:

  • Automation

  • DevOps

  • Quality Engineering

  • Modern Software Development

• Guide clients toward modern engineering principles and scalable transformation architectures.

• Ensure delivery excellence through quality governance, risk mitigation, and continuous improvement.

Team Leadership & Collaboration

• Provide leadership across cross-functional delivery, sales, and consulting teams.

• Foster a culture of empathy, collaboration, and high performance.

• Mentor team members and ensure alignment to customer expectations and organisational goals.

Required Skills & Experience

Industry & Domain Expertise

• 8+ years working with Banking, Financial Services and Insurance (BFSI) clients.

• Proven experience delivering business solutions and outcomes leveraging technology.

Client Partnership & Sales

• 8+ years in solution-based sales, consultative selling, and account growth.

• Demonstrated success driving 20%+ YoY growth in strategic accounts.

• Ability to influence and build relationships at executive leadership level.

Programme & Delivery Management

• Strong understanding of:

  • Software lifecycle and delivery methodologies (Agile, Waterfall, Hybrid)

  • End-to-end SDLC

  • Enterprise architecture and transformation patterns

• Experience overseeing large, multi-year transformation programmes.

Commercial & P&L Ownership

• Proven ability to manage end-to-end P&L for accounts > USD 5M.

• Strong commercial acumen, budgeting, and financial governance capability.

Leadership & Soft Skills

• Excellent communication, negotiation, decision-making, and conflict management skills.

• Empathetic, customer-centric mindset with ability to influence diverse stakeholders.

• Proven track record of high client satisfaction and strong team engagement.

Qualifications

• Bachelors degree in IT, Business, Engineering, or related field (Masters preferred).

• Additional certifications in project management, Agile, or consulting advantageous.