Job Specification: Business Relationship Manager / Client Partner

Role Overview

Key Responsibilities

• 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.
  

• 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.
  

• 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.
  

• 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.
  

• 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

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

• Proven experience delivering business solutions and outcomes leveraging technology.
  

• 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.
  

• 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.
  

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

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

• 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

• Bachelor’s degree in IT, Business, Engineering, or related field (Master’s preferred).
  

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