Senior Assistant Vice President - Account Management & Client Executive

Job Description

Senior Assistant Vice President - Account Manager/Client Executive

• The role revolves around being responsible for leading and expanding client engagement for strategic accounts based in the South Africa and in broader Africa region.
• This role demands a dynamic leader who can manage existing client relationships, elevate the client experience, and drive significant portfolio growth through strategic account planning and solution delivery.
• Manage and nourish existing client relationships while proactively evolving them into broader, value-driven partnerships. Act as a trusted advisor to clients, providing insights and thought leadership that influence strategic decisions.
• The Account Manager will be responsible for cultivating relationships with senior stakeholders, influencing decision making, and ensuring alignment between client objectives and EXL service offerings.
• A successful candidate will have demonstrated experience in building and maintaining strong relationships with senior executives, as well as proven success in managing complex sales cycles and achieving revenue targets.
• Oversee deal structuring, negotiation, and execution to support business expansion. Collaborate with delivery, solutioning, and domain teams to ensure seamless execution and client satisfaction.
• The Account Manager/Client Executive will collaborate across internal and external teams to deliver the full spectrum of EXL's service offerings—namely Data Management, AI Solutions, Digital Engineering, Analytics, and AI, F&A Ops and Domain ops —ensuring solutions are aligned with client goals and deliver measurable business value.
• The focus will be on scaling growth, managing complex deals, and transforming traditional client relationships into strategic partnerships.

Responsibilities

Principle Accountabilities

Strategic Account Growth & Business Development

• Orchestrate the vision and strategy for growth within key elements of strategic accounts, identifying new business opportunities and expanding relationships across subsidiaries.
• Lead efforts to capture new business opportunities, driving revenue growth and increasing footprint within assigned strategic accounts and their subsidiaries.
• Develop and execute comprehensive account plans to achieve revenue targets, ensuring that deliverables are met and client expectations are exceeded.

Client Relationship Management

• Build and maintain strong relationships with senior stakeholders CXOs & business teams, ensuring alignment between client objectives and EXL's services.
• Serve as the primary point of contact for key client accounts, ensuring smooth communication and execution of client initiatives.
• Proactively manage client expectations, foster deep partnerships, and develop executive presence to engage with leadership at all levels within client organizations.

Cross-Functional Collaboration & Solution Development

• Work closely with internal teams Operations, Account Teams, Technology, and relevant business verticals to deliver integrated, innovative solutions that address client needs.
• Partner with internal stakeholders, including solution architects and product managers, to consolidate learnings from multiple projects and drive the development of new services and solutions.
• Partner with cross-functional teams to design and implement integrated solutions of EXL's service portfolio—including Data Management, Digital Engineering, Analytics, and AI, Revenue integrity services, F&A Ops and Domain ops—that generate measurable business impact for clients

Financial Management & Oversight

• Maintain oversight of financial metrics, including revenue, gross margin GM forecasting, and P&L reporting.
• Conduct detailed P&L analysis, including cost reviews, revenue recognition, and tracking of key financial metrics to ensure alignment with account goals and financial health.

Contracting & Administrative Management

• Manage the contracting process for assigned strategic account, ensuring contracts and agreements are up to date and aligned with business objectives.
• Handle client administrative requests, including updates to contracts, staffing, and locations, ensuring smooth operations and timely execution of agreements.

Tracking & Reporting

• Support client management initiatives by tracking open items related to key deliverables, status updates, and client communications.
• Use tools such as Salesforce to maintain visibility into account progress and ensure alignment across teams and stakeholders.

Market Insights & Competitive Intelligence

• Research emerging technology trends, market direction, and competitor activities to stay ahead of future demand trends in services and solutions.
• Continuously cultivate market knowledge to maintain a competitive edge and ensure that EXL's offerings remain relevant and innovative in the evolving market landscape.

Functional & Behavioral Skills

• Proven track record in account management, sales, or business development, ideally within the banking or financial services sector.
• Strong background in data and technology, including expertise in domain operations, data analytics, cloud technologies, and digital transformation initiatives.
• Demonstrated success in managing complex sales cycles and consistently achieving financial targets.
• Dedicated to achieving business results, with a focus on driving growth while maintaining a client-centric approach.
• Skilled in negotiating within specific parameters and closing deals through logical, incremental steps.
• Ability to demonstrate thought leadership and provide strategic guidance to clients.
• Proficient in translating EXL's features into solutions that resolve strategic client pain points, using language that aligns with client business objectives.
• Ability to build and nurture strong relationships with senior executives and influence decision-making at all levels.
• Excellent communication, negotiation, and presentation skills, with the ability to articulate complex solutions clearly and persuasively.
• Collaborative approach, with the ability to work effectively with both technical and business teams to ensure alignment and successful solution delivery.

Qualifications

Requirements

• Required: Bachelor's degree in Business, Economics, Engineering, Technology, or a related discipline.
• Preferred but not mandatory: Master's degree MBA or equivalent from a reputed institution, with a focus on Strategy, Marketing, Finance, or General Management.
• Minimum 10+ years of experience in Account Management & Client Success, for Banking and Capital market clients.