About the Role
This is a senior client leadership role responsible for driving growth, innovation, and strategic alignment within one of our most significant financial services clients — a leading Australian bank.
You will serve as a trusted advisor to senior client stakeholders, orchestrating multi-disciplinary teams across sales, delivery, and technology to deliver measurable business value through AI, digital transformation, and software engineering programs.
Key Responsibilities
1. Client Relationship & Growth
* Serve as the primary relationship owner for senior client stakeholders (CIO, CDO, CTO, Head of Digital, Innovation, etc.).
* Develop and execute a strategic account plan aligned to the client's transformation priorities.
* Drive revenue growth across consulting, AI, and custom software development services.
* Build trusted, long-term relationships across multiple business units and technology domains.
* Identify opportunities for innovation, co-creation, and long-term partnership models.
2. Account Strategy & Planning
* Lead annual and quarterly planning processes for the account, including pipeline coverage, growth targets, and territory strategy.
* Understand the client's strategic roadmap, technology landscape, and competitive environment.
* Partner with Delivery and Technology leads to ensure account strategy is supported by delivery excellence and innovation.
* Maintain a clear view of the client's budget cycles, procurement processes, and decision-making dynamics.
3. Opportunity Management & Sales Execution
* Qualify, pursue, and close opportunities across digital transformation, AI, data analytics, cloud modernisation, and software engineering.
* Manage the end-to-end sales cycle in partnership with pre-sales, solution architects, and marketing teams.
* Develop proposals, client presentations, and value propositions tailored to banking use cases.
* Maintain accurate pipeline and forecasting data in CRM systems.
4. Partnership & Ecosystem Collaboration
* Collaborate with technology partners (AWS, Google Cloud, Microsoft, OpenAI, etc.) to bring ecosystem value to the client.
* Support co-marketing initiatives, thought leadership, and joint go-to-market efforts targeting the financial services industry.
5. Delivery & Client Success
* Work closely with delivery leaders to ensure successful execution of all programs.
* Monitor client satisfaction, resolve issues proactively, and drive continuous improvement.
* Ensure governance processes and quarterly business reviews (QBRs) are conducted effectively.
Required Skills & Experience
* 10+ years
of experience in enterprise client management, strategic account leadership, or consultative sales in the technology or professional services industry.
* Proven track record of managing
large banking or financial services accounts
(>$10M annual revenue).
* Deep understanding of
AI, digital transformation, and software engineering
trends in the banking sector.
* Strong commercial acumen with ability to develop business cases and negotiate complex contracts.
* Excellent communication, influencing, and relationship-building skills across executive levels.
* Collaborative mindset with ability to align cross-functional teams (Sales, Delivery, Technology, Marketing).
* Experience working with or within major Australian banks preferred.
Preferred Attributes
* Strategic thinker who can connect client priorities to actionable technology initiatives.
* Entrepreneurial and self-driven, with strong sense of ownership.
* Comfortable operating in a matrix environment and influencing without direct authority.
* Passion for innovation, AI, and emerging technologies.