Industry Leaders -BFSI Sales

NTT DATA’s BFSI practice leverages deep industry expertise to provide insights, solutions, and outcomes that help banking, financial services, and insurance clients succeed across their lines of business. We work with customers to reduce IT complexity, align business strategy with enabling technologies, optimize processes, and identify the right digital solutions to improve customer experience, operational efficiency, regulatory compliance, and business innovation.

In this role, the candidate will lead client acquisition and growth across BFSI accounts, working closely with senior stakeholders across banks, insurance companies, NBFCs, capital markets firms, fintechs, and other financial institutions. The candidate will position themselves as a trusted business partner within the customer’s senior executive suite, operating across the enterprise to strengthen existing engagements and create new opportunities that deliver measurable business outcomes.

The ideal candidate will have experience working as a senior Client Partner / Client Executive with deep, executive-level relationships in the BFSI industry. Experience in managing or being a core part of complex transformation programs, digital banking initiatives, core modernization, cloud adoption, data and analytics programs, AI-led innovation, cybersecurity transformation, regulatory technology, or customer experience transformation will be a significant advantage.

The individual will work with a matrixed team comprising functional and technical subject matter experts across Applications, Business Consulting, BPO, Digital, Infrastructure, Cloud & Security, Data & Analytics, and AI to deliver value-added solutions. The role requires the ability to integrate business strategy with enabling technologies and process optimization to deliver targeted business outcomes for BFSI clients.

Responsibilities

• Responsible for Order Booking, including Annual Contract Value / Total Contract Value, Booking Gross Profit, Revenue, payment collection goals, and effective profitability management across multiple deal structures within the client portfolio.
• Responsible for Revenue and Profits
• Utilize a consultative selling process and enterprise-wide account planning to drive proactive pursuits, partnering with internal and external stakeholders on deal and solution development that delivers targeted business outcomes.
• Engage with and cross-sell / upsell NTT DATA’s enterprise-level capabilities across existing BFSI clients, enabling growth beyond core services.
• Develop and manage strong relationships with senior executives and key decision-makers across banking, financial services, insurance, NBFCs, capital markets, payments, and fintech organizations.
• Build collaborative relationships with Sales, Business Consultants, Solution Architects, Delivery Leaders, and Practice teams to maximize utilization of NTT DATA offerings and meet growth plans and targets.
• Drive new business opportunities across areas such as core banking modernization, insurance platform transformation, digital lending, payments modernization, customer experience, data and analytics, AI, cloud, cybersecurity, infrastructure modernization, business process services, and regulatory compliance solutions.
• Engage in governance of complex transformation programs in partnership with Delivery teams to ensure client satisfaction, business value realization, and long-term account growth.
• Act as the client advocate within NTT DATA and represent NTT DATA’s value proposition, capabilities, and delivery excellence to the client.
• Identify whitespace opportunities within existing accounts and develop account strategies to expand wallet share.
• Maintain accurate forecasting, pipeline management, deal qualification, and account planning discipline.
• Ensure alignment between client business priorities and NTT DATA’s portfolio of offerings, capabilities, and strategic investments.

Qualifications

• Strong strategic ability to interface with and successfully influence multiple C-level executives, acting as a business partner and trusted advisor across the client’s enterprise.
• Deep understanding of the BFSI industry, including one or more of the following segments: banking, insurance, NBFCs, capital markets, wealth management, payments, cards, lending, fintech, or financial market infrastructure.
• Strong understanding of leveraged delivery models and common technology offerings across Applications, Infrastructure, Cloud, Security, BPO, Data & Analytics, Digital, AI, and Business Consulting.
• Minimum of 7+ years of leadership responsibility directing customer engagement activities, producing deliverables, forecasting business opportunities, driving growth and transformation, and managing financial / P&L responsibilities for large client portfolios.
• Proven track record of managing and growing large books of business, preferably $25M+, with demonstrated ability to drive sustainable growth.
• Minimum of 15+ years of experience in BFSI / IT services / consulting, across a portfolio consisting of Applications, BPO, Digital, Consulting, Infrastructure, Cloud, Security, Data & Analytics, and AI-led transformation.
• Primary industry expertise in Banking, Financial Services, or Insurance.
• Secondary industry expertise in areas such as FinTech, Payments, Lending, Capital Markets, Wealth Management, Risk & Compliance, or Digital Transformation will be an advantage.
• Experience working with global delivery teams and managing complex, multi-tower technology or business transformation programs.
• Strong executive presence, commercial acumen, negotiation skills, and ability to operate in a matrixed organization.
• Ability to travel up to 60% of the time.

Preferred Experience

• Existing relationships with senior executives across BFSI organizations in India.
• Experience selling large-scale transformation deals involving digital banking, insurance modernization, cloud migration, application modernization, cybersecurity, data platforms, AI, automation, or managed services.
• Familiarity with regulatory, compliance, risk, data privacy, and security requirements relevant to BFSI clients.
• Ability to create account growth strategies, lead large pursuits, and collaborate with cross-functional teams to deliver differentiated client value.