• Serve as a trusted advisor to senior executives at banks, insurance carriers, brokers, reinsurers, asset managers, and capital markets firms. Identify value-creation levers across underwriting, claims, distribution, policy administration, lending, deposits, payments, trading, research, and investment operations. Build roadmaps that translate AI and modern data platforms into measurable ROI.
• Drive net-new customer acquisition and revenue growth through the Microsoft FSI channel. Work in lockstep with the Microsoft to identify, pursue, and close opportunities. Focus on Azure Foundry, Fabric and Databricks projects, Claude engagements, and ultimately revenue generated.
• Run a programmatic partner-relationship motion. Maintain active coverage of named Microsoft field sellers across the Banking, Insurance, and Cap Markets. Use HubSpot as the system of record so no key partner relationship goes cold and every meeting compounds into pipeline.
• Develop the FSI service line. Work cross-functionally with delivery, engineering, and product to drive and refine scalable repeatable offers such as claims acceleration, secondary portfolio intelligence, regulatory and compliance review, agentic workflows, evaluation systems, and AI operating model design that resonate across all three FSI sub-verticals.
• Act as the bridge between FSI clients and our partners. Maintain one foot in each camp, client and Microsoft, client and Databricks, client and Anthropic, aligning incentives, managing expectations, and surfacing issues early so joint pursuits stay on track and shared milestones are met. Client success being paramount.
• Execute scalable Microsoft co-sell. Run the existing repeatable processes for working with Microsoft ATU and STU to drive customer acquisition and expansion. Refine joint messaging, identify high-value accounts, and accelerate alignment.
• Pipeline development and management. Own pipeline generation across the FSI book. Participate in FSI-focused lead-generation campaigns, joint events, and account-based plays with Microsoft, Databricks, and Anthropic field teams.
• Strategic deal closing. Own complex sales cycles end-to-end from initial engagement through workshop, vision-led proposal, contract negotiation, and close. Position our AI and data platform capabilities as critical to the client's modernization and competitive positioning.
• Market intelligence and positioning. Stay ahead of FSI trends, regulatory shifts, competitor moves, and platform roadmaps from Microsoft, Databricks, and Anthropic. Feedback to internal teams to shape offers that differentiate us in a crowded market.
• Cross-functional collaboration. Partner with delivery, marketing, engineering, RevOps, and leadership to align sales initiatives with broader business objectives. Ensure clean handoffs between sales and delivery so client outcomes match what was sold.
• Revenue forecasting and goal setting. Establish and track revenue goals. Use HubSpot, FSI account mapping, and partner relationship signals to inform strategy.
