Orion Innovation is a premier, award-winning, global business and technology services firm. Orion delivers game-changing business transformation and product development rooted in digital strategy, experience design, and engineering, with a unique combination of agility, scale, and maturity. We work with a wide range of clients across many industries including financial services, professional services, telecommunications and media, consumer products, automotive, industrial automation, professional sports and entertainment, life sciences, ecommerce, and education.

Senior Client Partner – Financial Services

Preferred Locations: New York City Metro

• Go-to-client leader for developing a key account and customer relationship strategies, identifying specific pursuit opportunities to build and expand Orion's Financial Services footprint.
• FS Client Partner will manage approximately a cluster (2-5) of key customers within the region
• Covering Orion's Existing Clients and growing the firm's business with these clients through consultative selling & adoption of the Domain Led - Digital Transformation & Digital Product Development Solutions & Services.
• This leader will be directly interacting with senior client executives (CXOs and 2-3 levels down) to understand:
• Strategic business goals, Business / Technology / Operations priorities
• and help them design solutions, and services to meet these goals by leveraging Orion's capabilities & competency areas.
• Develop, own & lead
• Account planning, GTM within account cluster
• Account penetration strategies, land and expansion, New Business Unit/LOB expansion, Geo/regional expansion
• Respond to and deliver on client requests, Respond to RFI's/RFP's, Technology & services needs
• Proactively identify opportunities and digital transformation initiatives that align with Orion's interest and capability areas
• Make solution proposals, pricing models, and presentations to the client(s) in line with account & client strategy
• Own the entire account operations process including Account Budgeting/Targets, Weekly / Monthly / Quarterly forecasting, MSA/contracts, SOW(s), Invoices
• Engage with Delivery & Operations teams to manage project/program level margins (Costs)
• Oversee the delivery of Orion's commitments to clients by working closely with various service delivery teams, and COIs – Experience Design, Engineering, Data & Analytics, Managed Services, Cloud & Infrastructure, QA, etc.
• As a leader, you will be responsible for developing alliances & partnerships that may be required for teaming up for purposes of a sale/initiatives
• Advisory/consulting
• Solution design
• Execution capabilities e.g. partnership with Fintech/Insurtech provider or Salesforce or Appian.
• Customer Success: This leader will be required to continuously develop trust-based relationships, manage steering committees for engagements, overall account governance & customer satisfaction
• Domain, Thought Leader & Consulting
• The role also requires being a strategic advisor, providing management consulting becoming a coach/guide to key Stakeholders to drive Digital Transformation initiatives.
• You will need to be a Thought Leader in the Financial Services space with a good understanding of macro & micro-trends, regulatory impacts, geo (US, EU, LATAM), and impact of various technologies & methodologies (Digital Experience, Cloud, DevSecOps, Data, Agile, Automation, AI/ML, IoT) and key enablers of Digital Transformation & Global Delivery
• This leader will need to be well-versed in any one or more of the below industry segments/domains with a deep understanding of business processes, products/ platforms, and digital transformation in that particular segment:
• Banking (Universal Banks, Super Regional and Regional Banks),
• Cards & Payments and Fintech companies
• Investment Management, Wealth Management & Asset Management, WealthTech
• Financial Services Marketplace (Clearing Settlements, Credit Risk Agencies, Regulatory Institutions, Market Data, Clearing House), RegTech
• Insurance (P&C) & InsurTech
• This leader will need to contribute to Digital marketing efforts to expand mindshare for Orion's Domain Led Digital Transformation solutions offerings/assets through
• Digital Collateral (Blogs, Case Studies)
• Industry Webinars, Podcasts
• Account /Segment Campaigns,
• Analyst Briefings, Seminar presentations, roadshows etc.

Qualifications:

• Requires solid understanding of FS Domains – (Note: We are not looking for generalist sales but solution & consultative sales).
• Requires ability to construct project bids, multi-year digital transformation deals, and Digital PODs with a solid understanding of Design & Tech, co-development, co-innovation, and co-sourcing models
• Requires significant interaction with business, technical, and operations stakeholders.
• Communication will be a key
• Requires good understanding and prior experience in selling & managing Tier 1 /2 Financial Services relationships
• Banking & Financial Services: Retail, Commercial, Cards & Payments, Wealth Management, Investment Banking, Capital Markets, Asset Management
• Requires solid understanding of digital solutions areas and use-case-based consulting/selling in select domains – e.g. Front-Office, Middle-Office, Back-Office, Marketing, Sales & Services, Customer Onboarding, Risk, Regulatory & Compliance, Payments, Lending, Retail/Digital Banking, Commercial Banking, P&C Insurance, Policy Admin
• Requires good understanding of Digital Transformation, relevant technologies, industry leaders in Sales & Services (e.g. CRM), Digital Experience Platforms, Cloud, Infrastructure Services, API Management, DevOps, Data/Analytics, Omni Channel Solutions, RPA/Automation, Customer Experience, UX, Managed Services, Application Services
• Should have either worked or sold as a Platform/System Integrator or from one of the management consulting / professional services firms (Accenture, Deloitte, etc.)
• Core Banking Platforms: Fiserv, FIS, Hogan, Temenos, SAP, Oracle
• Retail Banking platforms: Fiserv, FIS, ACI and new Fintech platforms (D3, Back base)

Some Skills we believe should stand out:

Proven track record of success in technology sales positions in the Financial Services vertical

Focus on Revenue, Customer Success and Cost Management

Expert in solution sales and domain-led sales

Extensive knowledge of the principles, procedures, and best practices in the Information Technology industry.

Excellent organizational skills, team working skills and attention to detail.

Education and Experience:

Bachelor's degree in Business, Engineering or Science, or another industry-related field required; MBA preferred.

At least 15 years of Software and/or Services sales/IT sales experience including five years in Financial Services.

Orion is an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, gender identity or expression, pregnancy, age, national origin, citizenship status, disability status, genetic information, protected veteran status, or any other characteristic protected by law.

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