Client Manager

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Role Overview

The Client Manager (FSI) is a seasoned, quota‑carrying sales professional responsible for owning, managing, and expanding key accounts within the banking, insurance, and broader financial services sector. This role drives growth across all solution areas by building trusted advisor relationships, deeply understanding clients’ regulatory and operational environments, and leading strategic engagements that support digital transformation across the FSI landscape.

With strong business and technology acumen, this role leverages the company’s methodologies and sales tools to assess client needs, craft compelling value propositions, and drive renewals, expansions, and long‑term account health. The Client Manager also coordinates multi‑geography, cross‑functional teams to deliver exceptional client outcomes in a complex, highly regulated sector.

Key Responsibilities

FSI Account Ownership & Growth

• Owns and manages a portfolio of FSI regional accounts (banks, insurers, financial institutions, fintechs).
• Drives revenue expansion, renewals, and cross‑sell across all solution areas, ensuring alignment with FSI business, risk, and compliance priorities.
• Develops account strategies tailored to FSI client needs such as operational resilience, cybersecurity, cloud adoption, digital banking, automation, and customer experience.

Stakeholder & Relationship Management

• Builds relationships and influences C‑level and senior stakeholders within FSI clients (CIO, COO, CISO, Head of Risk, Digital, Operations).
• Partners with local and regional Client Managers to orchestrate multi-country client engagements across regulated markets.

Sales Execution & Commercial Management

• Achieves revenue and margin targets by linking client needs to company offerings including consulting, managed services, cloud, infrastructure, and digital solutions tailored for financial institutions.
• Uses company sales tools (e.g., Salesforce) to manage accounts, pipeline, opportunities, and forecasting with high accuracy.
• Ensures commercial processes comply with FSI regulatory and procurement standards.

GTM Alignment & Strategic Engagement

• Works with internal teams to shape and execute GTM strategies for FSI, ensuring alignment with client digital priorities such as fraud mitigation, compliance automation, sovereign cloud, and AI/analytics.
• Establishes account strategies using multi‑stakeholder mapping:
  focus of power, receptivity, and dissatisfaction within the client’s decision ecosystem.

Client Retention & Satisfaction

• Minimizes churn and maximizes retention by driving continuous value throughout the client lifecycle.
• Acts as the first escalation point for client issues, ensuring quick resolution and safeguarding long-term relationships.

Solution Positioning & Value Creation

• Identifies explicit client needs by converting implied business challenges into clear solution opportunities across digital transformation, cloud, cybersecurity, and platform modernization.
• Performs competitive vulnerability analysis to ensure solutions meet FSI’s high standards around compliance, security, and operational risk.
• Proactively generates demand by advising clients on market trends and innovations in the financial services space.

Governance, Compliance & Financial Control

• Ensures all engagements adhere to relevant FSI regulatory requirements, internal trade policies, and governance frameworks.
• Maintains strong financial discipline across accounts to reduce risk and safeguard profitability.

Knowledge & Attributes

Sales Business Acumen

• Strong understanding of FSI operating models, commercial drivers, regulatory pressures, and transformation imperatives.
• Ability to link technology solutions to business outcomes such as operational efficiency, customer experience, cyber resilience, and cost optimization.

Client Engagement Expertise

• Skilled in managing complex, multi‑stakeholder FSI accounts across the lifecycle—from new logo pursuits to long-term managed services engagements.
• Demonstrated ability to build trust-based relationships and become a strategic advisor to FSI clients.

Solution Knowledge

• Strong understanding of company offerings across cloud, cybersecurity, infrastructure modernization, AI, data, and digital platforms, with the ability to apply them to FSI‑specific use cases (e.g., fraud detection, core modernization, secure data exchange).

Sales Pursuit Capability

• Proficient in identifying, qualifying, and advancing opportunities in highly competitive environments.
• Coordinates global and regional resources to close opportunities in large, regulated FSI clients.

Academic Qualifications & Certifications

• Bachelor’s degree in Business, Finance, Technology, or related field.
• Relevant vendor or industry certifications (cloud, cybersecurity, FSI compliance frameworks) are an advantage.

Required Experience

• Strong experience managing FSI clients in a global or regional partner management role.
• Proven track record in technology sales, business development, or solution selling within the financial services industry.
• Experience driving multi‑stakeholder alignment and delivering on large revenue targets.
• Solid understanding of digital transformation trends in FSI (cloud migration, cybersecurity, automation, data/AI).
• Experience working with CRM tools (e.g., Salesforce).

Workplace type:

About NTT DATA
NTT DATA is a $30+ billion business and technology services leader, serving 75% of the Fortune Global 100. We are committed to accelerating client success and positively impacting society through responsible innovation. We are one of the world’s leading AI and digital infrastructure providers, with unmatched capabilities in enterprise-scale AI, cloud, security, connectivity, data centers and application services.  Our consulting and industry solutions help organizations and society move confidently and sustainably into the digital future. As a Global Top Employer, we have experts in more than 50 countries. We also offer clients access to a robust ecosystem of innovation centers as well as established and start-up partners. NTT DATA is part of NTT Group, which invests over $3 billion each year in R&D.

Equal Opportunity Employer
NTT DATA is proud to be an Equal Opportunity Employer with a global culture that embraces diversity. We are committed to providing an environment free of unfair discrimination and harassment. We do not discriminate based on age, race, colour, gender, sexual orientation, religion, nationality, disability, pregnancy, marital status, veteran status, or any other protected category. Join our growing global team and accelerate your career with us. Apply today.

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