Sales Manager

Confidential · Mumbai metropolitan region, India

Job Title: Business Development Manager (BFS)

Location: Mumbai

Role Summary: The Services Business Development (BD) leader for Banking will be responsible for driving revenue growth by identifying, shaping, and closing large and complex services led deals within the Banking and Financial Services sector.

The role requires deep banking domain expertise combined with strong go-to-market execution across application services, digital transformation, BPS, data, and managed services.

Key Responsibilities Growth & Revenue Ownership

• Own and drive services revenue growth across assigned banking accounts (Public Sector Banks, Private Banks, NBFCs, and Global Banks).

• Develop and execute account-based growth strategies, identifying whitespace opportunities across digital, core banking, payments, risk, AML, data, and operations services.

• Build and maintain a robust qualified pipeline, tracking targets from opportunity identification through closure.

Client Engagement & Relationship Management

• Act as a trusted advisor to CXOs, CIOs, COOs, and business leaders within banking clients.

• Lead executive conversations around business outcomes, regulatory compliance, operational efficiency, and modernization.

• Establish long-term client relationships that translate into annuity and multi-year engagements.

Banking Domain Leadership

• Bring strong understanding of banking platforms and processes, including: o Core Banking, Digital Channels, Payments (UPI, IMPS, Cards) o Risk, AML, Fraud, LOS, Treasury, CRM, EDW & Analytics

• Translate domain knowledge into differentiated service propositions and value led storytelling.

• Collaborate with domain SMEs to shape industry-specific solutions.

Deal Shaping & Closure

• Lead deal pursuit strategy including solution direction, win themes, commercial models, and value articulation.

• Partner closely with solutioning, delivery, finance, and legal teams through the full sales lifecycle. • Own RFP / RFQ responses, pricing strategies, and contract negotiations for services deals.

Internal Collaboration & Thought Leadership

• Work closely with industry, delivery, and offering teams to align go-to-market priorities.

• Provide market and client feedback to influence service offerings and investment priorities.

• Represent the organization in client workshops, industry forums, and executive briefings.

Required Experience & Qualifications Experience

• 12–18+ years of experience in IT Services / Digital / BPS sales, with a strong focus on Banking.

• Demonstrated track record of closing large, multi-tower services deals (application, digital, data, or operations).

• Experience selling to Indian and/or global banking clients.

Domain Expertise

• Strong functional understanding of banking operations and technology landscapes.

• Experience positioning services around: o Core modernization o Regulatory & compliance transformation o Digital banking and payments o Data, analytics, and risk platforms (Banking Expertise | Outlook) Skills & Competencies

• Strong executive presence and consultative selling skills.

• Ability to articulate complex solutions in clear business language.

• Strategic thinking with hands-on deal execution capability.

• Excellent stakeholder management across internal and client organizations.

Education

• Bachelor’s degree in Engineering, Technology, or Business.

• MBA or equivalent management qualification preferred. Success Measures

• Services revenue growth and pipeline health.

• Win rate on strategic banking pursuits.

• Depth and quality of CXO relationships.

• Contribution to long-term account expansion and client satisfaction.