Business Relationship Manager

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.

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.

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

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