AVP - Client Partner - BFS

About the role

Key responsibilities

• Account strategy & planning : Lead the development and execution of strategic account plans across the assigned BFS portfolio to achieve sales targets and business objectives.
• New business & client relationships: Own senior client relationships and drive net-new logo acquisition alongside expansion of existing accounts, hunting rather than farming for growth.
• Sales forecasting : Provide accurate sales forecasts using Cognizant’s Winzone sales forecasting tools to inform business planning and leadership decision-making.
• Solutioning & cross-functional collaboration: Collaborate with capability-led Service Lines, pre-sales and delivery teams to shape and deliver tailored, AI-enabled solutions that meet client needs and position Cognizant as an AI Builder and technology services provider, not just a delivery vendor.
• Business reviews & account governance : Conduct regular business reviews with clients to assess performance, deepen relationships and identify opportunities for account growth.
• Market expansion & revenue growth: Develop and implement strategies to expand Cognizant’s market presence and increase revenue, TCV and margin across the BFS sector.
• Market & competitive intelligence : Monitor industry trends, regulatory developments and competitor activity within Banking & Financial Services to stay informed and maintain a competitive edge.
• Client issue resolution: Ensure timely and effective resolution of client issues and concerns to maintain high levels of client satisfaction.
• Portfolio management: Apply disciplined account management practices to manage the ~5-account portfolio and prioritize effectively across concurrent pursuits.
• Reporting & executive communication: Prepare and present detailed reports on account performance and sales activity to senior management and the Industry Lead.
• Continuous learning: Engage in continuous learning and development to stay current with BFS industry best practices, emerging technologies and AI-led offerings.
• Culture & collaboration: Foster a collaborative and inclusive working environment across virtual and cross-functional teams that encourages innovation and teamwork.

Role Requirements

• This is a senior, individual-contributor hunter role; candidates should bring direct IT services sales leadership experience rather than a general program, account or non-IT sales management background. The following are essential:
• Minimum 10+ years in a senior client leadership role, with direct IT services sales and delivery experience — distinct from general program management, account management or non-IT sales backgrounds.
• Minimum 15+ years of experience selling into strategic accounts within the Banking & Financial Services sector.
• Minimum 15+ years of experience in the assigned functional/technology area, with applicable market-standard certifications preferred, not required.
• Proven track record of business development, with a track record of acquiring new business and winning large deals and net-new logos.
• Thorough working knowledge of the latest digital and AI innovations relevant to the Banking & Financial Services domain.
• Interest and passion for engaging senior client executives (C-level) in transformation conversations through a consultative approach.
• Strong strategic thinking, with the ability to plan ahead, set direction and stay the course in complex, competitive environments.
• Strong negotiation skills and the ability to structure and close large, complex deals.
• Ability to navigate a large, multi-dimensional matrix organization and persuade through content and confidence.
• Excellent communication and facilitation skills, with the ability to tell strong stories and deliver impactful presentations.
• Ability to work with multicultural, geographically distributed teams and lead them toward a common goal.
• Preferred background: prior senior leadership experience managing large client teams, with domain expertise across BFS sub-verticals and a track record of selling large deals by leveraging C-level relationships across the industry.