Enterprise Business - Head of Strategic Accounts (FSI)

Job Description

The Head of Strategic Accounts (FSI) is responsible for leading and growing key enterprise relationships within the Financial Services Industry (FSI), including banks, insurance companies, and capital market institutions. This role drives strategic account planning, revenue growth, and long-term partnerships by aligning enterprise solutions with clients’ business objectives. The role involves managing senior client stakeholders, leading complex sales cycles, and collaborating closely with internal teams (solutions, product, delivery, and leadership) to deliver value-driven outcomes. As a senior sales leader, the role also provides direction to account teams and contributes to overall enterprise sales strategy.

Responsibilities

• Lead and drive sales initiatives through a team of Account Managers within the assigned segment to achieve divisional revenue and sales targets.
• Supervise, coach, and motivate Account Managers to consistently deliver monthly and quarterly revenue performance for their respective portfolios.
• Translate company and divisional sales objectives into clear, actionable strategies, ensuring Account Managers’ activities are aligned to overall business goals.
• Build and sustain strong, long-term relationships with key customers in the segment to enhance customer engagement, satisfaction, and retention.
• Track, review, and analyze sales performance through regular assessments of visitation metrics, pipeline progress, and performance reports.
• Plan and execute trade activities and commercial programs to support the achievement of quarterly and annual targets.
• Guide and mentor Account Managers in developing robust Account Planning Documents to identify growth opportunities and expand existing accounts.

Requirements

• Bachelor’s degree in Business, Marketing, or a related field.
• Minimum 10–15 years of experience in enterprise sales, key account management, or business development, with strong exposure to the Financial Services Industry (FSI) such as banking, insurance, or capital markets.
• Proven track record of managing and growing strategic enterprise accounts with responsibility for large revenue portfolios and complex sales cycles.
• Demonstrated leadership experience in leading, coaching, and developing high-performing sales teams, preferably within enterprise or B2B environments.
• Strong ability to engage and influence C-level and senior stakeholders, building long-term, trusted partnerships.
• Solid understanding of enterprise solutions, digital transformation, and consultative selling within FSI organizations.
• Excellent strategic planning, account planning, and pipeline management skills, with the ability to translate business objectives into actionable sales strategies.
• Strong analytical and commercial acumen, with experience reviewing sales performance, forecasts, and KPIs to drive results.
• Excellent communication, negotiation, and presentation skills.
• Ability to work cross-functionally with internal stakeholders such as product, solutions, delivery, and leadership teams.
• High level of professionalism, resilience, and adaptability in a fast-paced, target-driven environment.