Business Development Manager – BFSI (Account Farming)

Responsibilities

The Business Development Manager will manage and grow a portfolio of existing banking and financial services accounts by driving revenue through upselling and cross-selling. They will act as a trusted advisor to senior client stakeholders while coordinating with internal teams to deliver technology solutions and ensure account retention.

Requirements

Candidates must have 7–12+ years of experience in IT services sales, business development, or strategic account management within the BFSI sector. A proven track record of expanding enterprise accounts and strong communication skills are essential for this role.

Skills

• Account management
• Business development
• BFSI sector knowledge
• Strategic planning
• Upselling
• Cross-selling
• Stakeholder management
• IT services sales
• Consulting sales
• Relationship management
• Revenue growth
• Digital transformation
• Negotiation
• Presentation skills
• Pipeline management
• Client engagement

Benefits

• Medical insurance
• Dental insurance
• Vision insurance
• Life insurance
• Disability insurance
• Retirement savings plans
• Paid annual leave
• Sick leave
• Maternity and paternity leave
• Commuter benefits
• Higher education certification policy
• Training opportunities
• Udemy for Business access

About this role

We are
At Synechron, we believe in the power of digital to transform businesses for the better. Our global consulting firm combines creativity and innovative technology to deliver industry-leading digital solutions. Synechron’s progressive technologies and optimization strategies span end-to-end Artificial Intelligence, Consulting, Digital, Cloud & DevOps, Data, and Software Engineering, servicing an array of noteworthy financial services and technology firms. Through research and development initiatives in our FinLabs we develop solutions for modernization, from Artificial Intelligence and Blockchain to Data Science models, Digital Underwriting, mobile-first applications and more. Over the last 20+ years, our company has been honored with multiple employer awards, recognizing our commitment to our talented teams. With top clients to boast about, Synechron has a global workforce of 17,000+, and has 58 offices in 22 countries within key global markets.
Our challenge
We are seeking an experienced Business Development professional with a strong background in managing and growing existing client relationships within the Banking and Financial Services (BFSI) sector. The ideal candidate will be responsible for driving revenue growth across existing banking accounts, strengthening strategic client relationships, identifying cross-selling and upselling opportunities, and expanding the organization's footprint within key accounts. The candidate should have proven experience in IT services and consulting sales, with the ability to engage senior stakeholders, understand client business needs, identify technology opportunities, and work closely with internal delivery and technical teams to convert opportunities into business.
Additional Information*
The base salary for this position will vary based on geography and other factors. In accordance with law, the base salary for this role if filled within Dallas, TX/ Pittsburgh, PA is $120k - $150k/year & benefits (see below).
The Role
Responsibilities:
1. Strategic Account Management & Farming
Manage and grow a portfolio of existing banking and financial services accounts.
Develop strong, long-term relationships with key client stakeholders, including CIOs, CTOs, IT Directors, VPs, Procurement Heads, and business leaders.
Develop account management and growth strategies to increase revenue and wallet share within existing accounts.
Conduct regular client meetings, business reviews, and stakeholder engagements to understand evolving business requirements.
Build relationships across multiple business units and departments to expand the company's presence within client organizations.
Act as the primary point of contact for assigned strategic accounts.
2. Revenue Growth – Upselling & Cross-Selling
Identify and drive upselling and cross-selling opportunities across existing accounts.
Expand existing engagements by introducing additional IT services, consulting capabilities, and technology solutions.
Identify opportunities for new projects, service lines, resource augmentation, and managed services.
Drive account penetration by engaging new stakeholders and business units within existing banking clients.
Achieve quarterly and annual revenue growth targets across assigned accounts.
Identify opportunities to convert short-term engagements into long-term strategic partnerships.
3. Client Relationship & Stakeholder Management
Build trusted advisor relationships with senior client executives and decision-makers.
Understand client business objectives, technology roadmaps, challenges, and upcoming initiatives.
Maintain regular engagement with clients to ensure satisfaction, identify concerns, and proactively address business needs.
Conduct quarterly business reviews (QBRs) and account planning sessions.
Work closely with client delivery teams to ensure service quality, customer satisfaction, and account retention.
Manage escalations and coordinate with internal leadership to ensure timely resolution.
4. Opportunity Management & Sales Execution
Identify, qualify, and develop new opportunities within existing client accounts.
Lead client discussions, presentations, capability showcases, and commercial negotiations.
Coordinate with presales and technical teams to develop proposals, solutions, and pricing models.
Manage the complete opportunity lifecycle, including RFPs, RFIs, SOWs, contract renewals, and deal closures.
Maintain an accurate sales pipeline, account forecasts, and revenue projections.
5. Banking Domain & IT Services Exposure
Leverage knowledge of banking operations, technology ecosystems, and digital transformation initiatives to identify business opportunities.
Drive opportunities across:
Application Development and Maintenance
Core Banking and Banking Application Modernization
Digital Banking and Payments
Data Analytics, AI/ML, and Cloud Solutions
Quality Engineering and Testing
Cybersecurity and Risk Management
IT Staff Augmentation
Managed Services and Infrastructure Support
Regulatory and Compliance Technology
Understand client technology priorities and align the company's service offerings to their business needs.
6. Internal Collaboration
Work closely with delivery, recruitment, presales, finance, and leadership teams to support account growth.
Ensure smooth transition of new opportunities into project execution.
Monitor account performance, revenue realization, client satisfaction, and profitability.
Develop strategic account plans and provide regular updates to senior management.
Requirements:
7–12+ years of experience in IT Services Sales, Business Development, or Strategic Account Management.
Strong experience in farming and growing existing enterprise accounts within the BFSI sector.
Proven track record of upselling, cross-selling, and expanding existing client relationships.
Experience selling IT services, technology consulting, application development, managed services, or staff augmentation.
Established relationships with banking and financi...

About Synechron

Technology, Information and Internet · 10,001+ employees · headquartered in New York, NY