Senior Vice President (SVP), Sales — Banking, Financial Services & Insurance (Client: ) [Location: Greater New York area] {Rate: }
Location: Greater New York area
Duration – Fulltime
About the Role
GlobalLogic is seeking a Vice President of Sales to drive growth with FinTech’s and banks, with a focus on the West Coast market. This is a hands-on commercial leadership role: the VP will own a fintech and banking bookings target, personally originate and close new business, and build a focused team of sellers. The portfolio spans data, AI, product engineering, platforms, and cloud services.
The ideal candidate is a proven hunter with deep relationships across the West Coast fintech ecosystem and regional and national banks — someone who can engage founders, CTOs, VPs of Engineering, and bank CIOs on scaling platforms, modernizing banking technology, and adopting data and AI, and convert those conversations into long-term engineering and transformation partnerships.
Job Description
- 20+ years in enterprise technology services sales, with at least 10 years selling into banks, capital markets, and financial services; insurance experience a plus.
- 5+ years in senior sales leadership (VP level or above) within a systems integrator, IT services, digital engineering, or consulting firm.
- Consistent track record of meeting or exceeding annual bookings quotas of $50M+, and of personally closing multiple deals above $10M TCV with financial institutions.
- Established rolodex of active relationships with technology and business decision-makers (CIO, CTO, CDO, COO, CRO) at banks, financial institutions, fintech and insurers, with the ability to open doors and create pipeline from day one.
- Working command of data platforms, AI/GenAI, product engineering, cloud (AWS/Azure/GCP), and modernization programs — enough to lead credible executive conversations and shape solutions with pre-sales teams.
- Understanding of the BFSI regulatory landscape (Basel, DORA, SOX, PCI-DSS, GDPR, KYC/AML) and how it shapes technology buying decisions.
- Experience structuring complex, multi-year commercial deals, including managed services and outcome-based models.
- Experience selling within a global delivery model (onshore/offshore/nearshore) and coordinating distributed teams to win large-scale engagements.
- Proven ability to build, lead, and retain high-performing sales teams.
- Executive presence, strong negotiation skills, and the ability to engage credibly with board-level and C-suite stakeholders.
- Bachelor’s degree required; MBA or advanced degree a plus.
- Willingness to travel to client sites and industry events as needed.
Job Responsibilities
Sales Strategy & Revenue Ownership
- Define and execute the BFSI go-to-market strategy, including target account selection, sub-segment priorities (retail and commercial banking, capital markets, payments, wealth, insurance, fintech), and annual revenue plans.
- Own the BFSI bookings, revenue, and margin targets, with full accountability for pipeline health, deal quality, and forecast accuracy.
- Identify whitespace across existing and target accounts and build a repeatable motion for landing and expanding strategic relationships.
New Business Origination & Account Growth
- Personally originate, lead, and close large, complex deals ($10M–$50M+ TCV) from first conversation through negotiation and contract.
- Open new logos among Tier 1 and Tier 2 banks, broker-dealers, asset managers, exchanges, payment providers, insurers, and high-growth fintechs, leveraging an existing network of FSI relationships to create pipeline from day one.
- Grow existing accounts by cross-selling GlobalLogic’s full portfolio — data, AI, product engineering, platforms, and cloud — into larger, outcome-based programs.
- Build and sustain trusted relationships with C-suite technology and business buyers (CIO, CTO, CDO, COO, Chief Digital Officer, Chief Risk Officer) at target accounts.
Solution Selling & Deal Shaping
- Lead the commercial narrative in pursuits, partnering with solution architects, delivery, and practice leaders to shape differentiated proposals and RFP responses.
- Translate client priorities — core and digital banking modernization, real-time payments, risk and regulatory reporting, fraud/KYC/AML, trading platform modernization, claims and policy automation, GenAI and agentic AI adoption — into clear, compelling service offers.
- Bring tailored offers to three priority segments: payments (real-time and cross-border payments, payment platform modernization, fraud prevention), wealth management (advisor and client digital experience, portfolio and data platforms, AI-driven personalization), and regional banks (core modernization, digital banking, cloud migration, and data and AI adoption at mid-market scale).
- Structure commercial models including fixed price, managed services, and outcome-based pricing that are attractive to clients and profitable for GlobalLogic.
Ecosystem & Market Presence
- Co-sell with HyperScaler and platform partners (AWS, Microsoft, Google Cloud, Snowflake, Databricks, Salesforce, ServiceNow, Temenos, Guidewire, etc.) to generate joint pipeline.
- Build relationships with sourcing advisors and analysts (ISG, Everest Group, Gartner, Forrester) to secure shortlist positions on major pursuits.
- Represent GlobalLogic at industry events, client executive forums, and analyst briefings; work with marketing on thought leadership and campaigns that build pipeline.
Leadership & Organization Building
- Hire, mentor, and scale a team of client partners, new-business hunters, and sales specialists dedicated to the BFSI vertical.
- Run a disciplined sales operating rhythm — pipeline reviews, deal reviews, CRM hygiene, and weekly and quarterly forecasting.
- Partner cross-functionally with delivery, pre-sales, alliances, and GlobalLogic’s broader business units to win as one team.
How Success Is Measured
- Annual BFSI bookings and revenue against target, with healthy deal margins.
- Qualified pipeline coverage of 3–4x the annual target.
- New logos signed, including Tier 1 and Tier 2 financial institutions.
- Number of large deals ($10M+ TCV) closed and year-over-year growth in top accounts.
- Forecast accuracy and the strength of the BFSI sales team built.
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