Client Partner

Position: Client Partner, Banking Capital Markets

Location: NY/NJ/Boston

Orion is a leader in digital transformation and digital product development. A new breed of player with a unique combination of agility, scale and maturity, we’re rooted in engineering and experience design. We have a team of over 6,000 associates in delivery centers across the U.S., Asia, and Eastern Europe. We help enterprises develop their roadmap for digital transformation and deliver technology-driven efficiencies, improved customer experiences and new digital offerings. 

Our “agility at scale”, along with our deep industry expertise and relentless focus on hands-on execution of our clients digital transformation initiatives, is what truly differentiates us.  We are on an exciting journey of innovation, leadership and accelerated growth. Orion is buzzing with activity, and there are ample opportunities for everyone to contribute, grow professionally and help establish Orion as a leader in our industry space. For further details visit www.orioninc.com.  

Reporting to: Head of Capital Markets, Financial Services Vertical

Job Purpose: As a Client Partner you will be responsible for:

• To pursue end to end GTM strategy from pursuit to closure
• Net New (Targeted list in the market aligned to Orion’s strategic growth objectives for Capital Markets, Asset & Wealth Management clients.
• Go-to-client leader for developing key account and customer relationship strategies, identifying specific pursuit opportunities to build and expand Orion’s Financial Services footprint.
• Covering Orion’s Existing Clients and grow 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 (CXO’s and 2-3 levels down) to understand:
• Strategic business goals, Business / Technology / Operations priorities and help them design solutions, 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 expand,
• 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, digital transformation initiatives that align to Orion’s interest and capability areas
• Make solution proposals, pricing models, presentations to client(s) in line with account & client strategy
• Own the entire account operations process –
• Account Budgeting/Targets,
• Weekly / Monthly / Quarterly forecasting,
• MSA/contracts
• SOW(s), Invoices
• Engage with Delivery & Operations teams to manage project / program level margins (Cost’s)
• Oversee the delivery of Orion’s commitments to clients by working closely with various service delivery teams, COI’s – 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 / initiative to provide or augment)
• Advisory/consulting
• Solution design
• Execution capabilities

• Customer Success: This leader will be required to continuously develop trust-based relationships, manage steering committee for engagements, overall account governance & customer satisfaction

• Domain, Thought Leader & Consulting
• The role also requires being a strategic advisor, provide management consulting becoming a coach / guide to key Stakeholder’s to drive Digital Transformation initiatives.
• You will need to be a Thought Leader in the Financial Services space with good understanding of
• macro & micro trends,
• regulatory impacts,
• geo (US, EU, LATAM),
• 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 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 10-15 years of experience and 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, Digital POD’s with solid understanding of Design & Tech, co-development, co-innovation, co-sourcing models
• Requires significant interaction with business, technical, operations stakeholders.
• Communication will be a key
• Requires good understanding and prior experience of 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 understand of digital solutions areas and use-case based consulting/selling in select domains –
• 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 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)
• Digital banking, Commercial banking: Fiserv, FIS, ACI, Bottomline, Finastra
• Wealth / Investment Banking / Capital Markets: Calypso, Murex, Sungard, Temenos, Fiserv, FIS, Wall street systems
• Risk & Regulatory Compliance: Actimize, BAE Detica, RSA, SAS
• Cards & Payments: TSYS, First data, Worldpay
• Insurance Platforms: Guidewire, DuckCreek

• Demonstrated success in leading engagements of all sizes from inception through completion in a fast-paced entrepreneurial environment
• Is articulate and readily adapt his/her style and message appropriately to their audience
• Understands how to navigate complex client environments and situations. Is Skilled at defining, communicating, clarifying and driving change and action
• Is a thought leader, adept at leading digital transformation journey
• Can lead and engage with teams with diverse backgrounds and inspire performing teams
• Works with cross functional peers accountable for success in delivering outcomes and high-quality customer experience
• Balance the focus on growth and revenue generation with clear ability meet account level targets & profitability goals