Account Director – Banking & Financial Services

About the Role

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 Account Director role reports into the Banking & Financial Services (BFS) Sales Business Unit (SBU) and works closely with the segment leadership team. You will support and expand Virtusa’s client base in a specific region or accounts by developing deep relationships with existing clients and prospecting new client relationships. The role involves rapid business expansion within assigned accounts, including growing a select client cluster with clearly established top-line and bottom-line targets, and selling new service offerings and solutions to achieve targeted results.

You will be held accountable for measurable revenue and profit growth within set timelines. Experience working at an IT services firm selling Digital and Cloud transformation services, Data, and AI solutions is essential. You should be comfortable engaging with senior-level technology and non-technology buyers, conveying complex concepts, and articulating value at a strategic level.

Responsibilities

• End-to-end P&L ownership for a tier-1 Capital Markets firm.
• Support organic revenue growth and expansion within the account globally.
• Enhance and broaden relationships with existing clients.
• Identify, map, and prospect new stakeholders, leveraging sales-driven processes to build and progress pipeline to closure.
• Provide thought leadership and vertical domain expertise to tailor Virtusa’s solutions and brand positioning to evolving customer needs.
• Establish and build trust by understanding the client’s overall business goals and positioning Virtusa as a strategic IT and domain consulting partner.
• Identify avenues for Virtusa to implement IT solutions.
• Source, shape, and sell AI transformation deals across lines of business and support AI-led delivery transformation of existing programs.
• Direct and manage the overall client relationship, including work quality and customer satisfaction.
• Provide player/coach leadership to account teams and support functions, engaging directly in high-impact pursuits, client conversations, and transformation programs while building a high-performing team.

Qualifications

• A minimum of 10 years of experience in a client-facing or sales role in IT professional services, BFS software, or management consulting.
• Proven track record in client business development, sales, and relationship management.
• Experience managing quarterly revenue targets and pipeline management, leading the sales process from initial customer meetings through proposal, negotiation, and contract closing.
• Prior experience managing a large revenue client, including P&L, reporting, and metric assessment for the account.
• Experience with the global service delivery model.
• BFS domain expertise, preferably with diversified financial services companies, and a strong understanding of BFS industry trends.
• Knowledge of value articulation principles, including client ROI and storyboarding techniques to influence senior-level decision-making.
• Strong written and verbal communication skills for presentation building, proposal writing, workshop facilitation, and delivery during sales meetings.
• Comfort with a consultative approach and a partnering mentality with clients.
• Knowledge of client context and engagement guidelines, including organizational sensitivities, to identify new solutions.
• Specialized knowledge of industry analytics to forecast trends and provide inputs for solution development.
• Bachelor’s degree required; Post Graduate Diploma in Management/MBA preferred.
• Flexibility to travel as required.

Nice-to-Have Skills

• Prior experience working in Wealth, Brokerage, or Asset Management domains.
• Experience working with industry and/or technology partners for sales pursuits.