Senior Assistant Vice President - Account Management - Banking & Capital Markets

Position Title

Senior Assistant Vice President - Account Manager/Client Executive - International Growth Market, Banking & Capital Markets

JOB PURPOSE & SUMMARY

The role revolves around being responsible for leading and expanding client engagement for strategic accounts based in the India region. This role demands a dynamic leader who can manage existing client relationships, elevate the client experience, and drive significant portfolio growth through strategic account planning and solution delivery. Manage and nourish existing client relationships while proactively evolving them into broader, value-driven partnerships. Act as a trusted advisor to clients, providing insights and thought leadership that influence strategic decisions.

The Account Manager will be responsible for cultivating relationships with senior stakeholders, influencing decision-making, and ensuring alignment between client objectives and EXL service offerings. A successful candidate will have demonstrated experience in building and maintaining strong relationships with senior executives, as well as proven success in managing complex sales cycles and achieving revenue targets. Oversee deal structuring, negotiation, and execution to support business expansion. Collaborate with delivery, solutioning, and domain teams to ensure seamless execution and client satisfaction.

The Account Manager/Client Executive will collaborate across internal and external teams to deliver the full spectrum of EXL's service offerings—namely Data Management, Digital Engineering, Analytics, and AI, Revenue integrity services, F&A Ops and Domain ops —ensuring solutions are aligned with client goals and deliver measurable business value. The focus will be on scaling growth, managing complex deals, and transforming traditional client relationships into strategic partnerships.

PRINCIPAL ACCOUNTABILITIES

Strategic Account Growth & Business Development:

• Orchestrate the vision and strategy for growth within key elements of strategic accounts, identifying new business opportunities and expanding relationships across subsidiaries.
• Lead efforts to capture new business opportunities, driving revenue growth and increasing footprint within assigned strategic accounts and their subsidiaries.
• Develop and execute comprehensive account plans to achieve revenue targets, ensuring that deliverables are met and client expectations are exceeded.

Client Relationship Management:

• Build and maintain strong relationships with senior stakeholders (CXOs & business teams), ensuring alignment between client objectives and EXL's services.
• Serve as the primary point of contact for key client accounts, ensuring smooth communication and execution of client initiatives.
• Proactively manage client expectations, foster deep partnerships, and develop executive presence to engage with leadership at all levels within client organizations.

Cross-Functional Collaboration & Solution Development:

• Work closely with internal teams (Operations, Account Teams, Technology, and relevant business verticals) to deliver integrated, innovative solutions that address client needs.
• Partner with internal stakeholders, including solution architects and product managers, to consolidate learnings from multiple projects and drive the development of new services and solutions.
• Partner with cross-functional teams to design and implement integrated solutions of EXL's service portfolio—including Data Management, Digital Engineering, Analytics, and AI, Revenue integrity services, F&A Ops and Domain ops—that generate measurable business impact for clients

Financial Management & Oversight:

• Maintain oversight of financial metrics, including revenue, gross margin (GM) forecasting, and P&L reporting.
• Conduct detailed P&L analysis, including cost reviews, revenue recognition, and tracking of key financial metrics to ensure alignment with account goals and financial health.

Contracting & Administrative Management:

• Manage the contracting process for assigned strategic account, ensuring contracts and agreements are up to date and aligned with business objectives.
• Handle client administrative requests, including updates to contracts, staffing, and locations, ensuring smooth operations and timely execution of agreements.

Tracking & Reporting:

• Support client management initiatives by tracking open items related to key deliverables, status updates, and client communications.
• Use tools such as Salesforce to maintain visibility into account progress and ensure alignment across teams and stakeholders.

Market Insights & Competitive Intelligence:

• Research emerging technology trends, market direction, and competitor activities to stay ahead of future demand trends in services and solutions.
• Continuously cultivate market knowledge to maintain a competitive edge and ensure that EXL's offerings remain relevant and innovative in the evolving market landscape.

SKILLS AND KNOWLEDGE

Functional & Behavioral Skills

1. Proven track record in account management, sales, or business development, ideally within the banking or financial services sector.
2. Strong background in data and technology, including expertise in domain operations, data analytics, cloud technologies, and digital transformation initiatives.
3. Demonstrated success in managing complex sales cycles and consistently achieving financial targets.
4. Dedicated to achieving business results, with a focus on driving growth while maintaining a client-centric approach.
5. Skilled in negotiating within specific parameters and closing deals through logical, incremental steps.
6. Ability to demonstrate thought leadership and provide strategic guidance to clients.
7. Proficient in translating EXL's features into solutions that resolve strategic client pain points, using language that aligns with client business objectives.
8. Ability to build and nurture strong relationships with senior executives and influence decision-making at all levels.
9. Excellent communication, negotiation, and presentation skills, with the ability to articulate complex solutions clearly and persuasively.
10. Collaborative approach, with the ability to work effectively with both technical and business teams to ensure alignment and successful solution delivery.

Educational Qualifications

Required

• Bachelor's degree in Business, Economics, Engineering, Technology, or a related discipline.

Preferred (but not mandatory)

• Master's degree (MBA or equivalent) from a reputed institution, with a focus on Strategy, Marketing, Finance, or General Management.

Relevant and total years of Experience

Minimum 10+ years of experience in Account Management & Client Success.

Experience of working in or with Banking & Capital Market sectors is preferred.

Skills Required
Data Analytics, Digital Transformation, Solution Delivery, Cloud Technologies, Negotiation, Account Management, Client Relationship Management, Business Development