The Business Development Director - BFSI is a strategic growth leadership role within Banking Financial Services & Insurance for TCS North America. The position is responsible for creating, shaping and executing market growth strategies across Banks, Capital Markets, Payments, FinTech and Insurance organizations within the U.S. Central region to help expand TCS footprint
The role requires a highly accomplished sales executive with a demonstrated track record of acquiring new logos, originating transformation, enterprise solutions, operations, technology, corporate functions and other growth opportunities, building C-suite relationships and driving significant revenue growth within global financial institutions with a focus on central region.
The successful candidate will serve as a trusted advisor to senior leaders, bringing together TCS consulting, technology, operations, AI, cloud, cybersecurity, data, engineering and industry capabilities to solve complex business challenges and accelerate client transformation initiatives.
This is a sales role aimed at expanding TCS presence positioning transformation offerings for the assigned Accounts and Acquiring New Clients. The candidate will leverage TCS's entire portfolio of services for targeted firms while working collaboratively with other market development, solutions teams and industry SMEs to generate demand and capture qualified opportunities.
Key Responsibilities:
Market Growth & Client Acquisition
- Develop and execute territory growth strategy across the BFSI sector throughout the U.S. Central region.
- Identify, qualify and acquire strategic new logo opportunities across banking, payments, fintech, capital markets and insurance segments.
- Build and maintain a robust pipeline of qualified opportunities aligned to annual revenue and margin objectives.
- Lead complex consultative selling engagements from opportunity identification through contract signature.
Executive Relationship Management
- Develop trusted advisor relationships with C-suite stakeholders including CEOs, COOs, CIOs, CTOs, Chief Digital Officers, Chief Data Officers, CROs, CFOs, CPOs and business unit leaders.
- Establish executive sponsorship and long-term strategic partnerships with target accounts.
- Facilitate executive workshops, innovation sessions and business value discussions.
Large Deal Origination
- Originate and shape large transformation opportunities exceeding $10M-$100M+ TCV.
- Lead pursuit strategy, competitive positioning, value articulation and win themes.
- Collaborate with consulting, solution, delivery and alliance organizations to develop differentiated proposals.
Industry Leadership
- Maintain deep understanding of industry dynamics, regulatory developments and emerging technologies and trends impacting financial services.
- Position TCS thought leadership in operations, technology, AI, GenAI, cloud modernization, digital banking, core modernization, payments transformation, data modernizati on, wealth management and insurance transformation.
- Represent TCS at industry forums, analyst briefings and executive events.
Ecosystem & Partnership Leadership
- Collaborate with hyperscalers and strategic partners including Microsoft, AWS, Google Cloud, Salesforce, ServiceNow and financial services ecosystem partners.
- Drive innovation-led partnerships that create differentiated value for clients.
Revenue Accountability
- Own annual bookings, pipeline and revenue growth targets.
- Deliver measurable growth in client acquisition, market share and strategic account penetration.
Desired Qualifications:
Demonstrated track record of successfully acquiring and growing strategic BFSI clients, originating large transformation engagements, and consistently exceeding annual bookings targets within a global technology services or consulting organization.
- 15+ years of enterprise sales, consulting or business development experience with at least 10 years focused on Banking, Financial Services and Insurance.
- Proven success selling technology, consulting, transformation and managed services solutions to large financial services organizations.
- Demonstrated track record of originating and closing strategic deals exceeding $10M TCV.
- Established network of executive relationships within regional and national financial institutions.
- Experience working in a global technology, consulting or professional services organization.
- Strong understanding of banking, payments, fintech, capital markets and insurance market trends.
- Exceptional consultative selling, negotiation and executive communication skills.
- Ability to operate effectively within a matrixed organization while influencing multiple stakeholders.
Preferred
- Prior Experience in Tier 1 IT Service Industry
- Experience working directly within a banking, fintech, wealth management or insurance company.
- MBA or advanced degree preferred. Bachelors degree required
- Industry certifications in financial services domains, AI, or other.
Core Competencies
- Strategic Account Planning
- Executive Presence
- Consultative Selling
- Large - Moderate Deal Pursuit Leadership
- Financial Services Domain Expertise
- Relationship Building
- Negotiation & Contracting
- Storytelling & Executive Communication
- Value & amp; Solution Based Selling
- Market Development
- Partner Ecosystem Management
- Innovation Mindset
Salary Range: $180,000-$380,000 a year
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