Job Description
■ JOB PURPOSEThe Senior Account Manager (FSI) is responsible for driving strategic account growth, C-level client engagement, and revenue expansion across key Financial Services Institutions (Tier-1 Banks, Insurance, and Capital Market entities). This role serves as a trusted advisor to senior executives, leading complex, high-value enterprise IT solution sales—including mainframe optimization, multi-cloud infrastructure, cybersecurity, and digital transformation services.■ KEY RESPONSIBILITIES- Serve as the primary executive point of contact and trusted advisor for strategic FSI key accounts, ensuring deep alignment with clients’ C-suite stakeholders (CIOs, CTOs, CDOs, and Procurement Heads).- Build, nurture, and sustain long-term, high-impact partnerships with key stakeholders, executive sponsors, and decision-makers across major banking and financial institutions.- Establish robust account governance frameworks to manage client expectations, drive high customer satisfaction (CSAT), and proactively resolve executive-level escalations.- Drive multi-million Ringgit revenue expansion by acquiring high-value FSI enterprise accounts and maximizing wallet share within existing key accounts to consistently meet or exceed annual sales quotas.- Formulate and execute comprehensive 3-Year Strategic Account Plans that map out client technology roadmaps, competitive intelligence, and cross-sell/up-sell growth trajectories.- Structure and negotiate complex, large-scale enterprise technology contracts, framework agreements, and multi-year service engagements.- Monitor market shifts, emerging fintech trends, regulatory compliance requirements (e.g., BNM guidelines, security standards), and competitor dynamics in the FSI landscape.- Leverage deep understanding of company core offerings (mainframe modernization, hybrid cloud, enterprise IT operations, and IT security) to identify strategic business opportunities and positioning.- Lead cross-functional deal teams—including Solution Architects, Technical Delivery Managers, Legal, and Finance—to architect compelling, end-to-end enterprise technology proposals that address complex FSI operational challenges.- Orchestrate executive pitch presentations, proof-of-concept (PoC) demonstrations, and strategic solution workshops for prospective and existing clients.- Spearhead end-to-end bidding activities, major RFP/RFI/RFQ responses, and public/private tender submissions for large-scale FSI projects.- Ensure high accuracy in pipeline forecasting, deal tracking, and revenue predictability in line with corporate governance and reporting standards.
Benefit
◆ AL, MC = 14 days
◆ Transportation Allowance (fixed amount or claim basis based on discussion)
◆ Phone Allowance (fixed amount or claim basis based on discussion)
◆ AIA Insurance (Medical Card provided)
◆ Evaluation and Increment twice annually (May / June)
◆ Annual Bonus
◆ Monthly Sports Club Activities (Bowling, Badminton, Jodding, Tracking ...)