About the role
Rsponsibilities Planning and Engagement Serves as the banking industry subject matter specialist in digital and AI transformation and account planning. Brings a multi-year strategic industry perspective to digital and AI transformation. Provides thought leadership via focus on broad global industry trends to evangelize worldwide industry strategies and/or large ecosystem plays into local market and/or must-win accounts. Drives stakeholder mapping to identify and influence key stakeholders and decision makers in the customer business. Partners locally with ISVs to inform industry knowledge. Participates in planning rhythms with the core account team and other team members to discuss strategy needed to deliver on the account plan. Leads multi-horizon planning to outline an approach for industry-oriented solution selling with the customer. Creates segment-focused three-horizon roadmaps for impactful accounts based on business and technology priorities, as well as a deep understanding of their industry. Builds and maintains relationships with external senior- and executive-level decision makers and partners, leveraging targeted stakeholders at the assigned customer. Collaborates with account teams, rapid deployment teams, industry solution teams, partner teams, and internal stakeholders to build and develop banking pipeline. Collaborates with account teams, business strategy leads, business development managers, solution architects, technical specialists, industry solution teams, consulting teams, and partner organizations to plan, orchestrate, and execute customer opportunities. Proactively builds leading knowledge of the industry, including trends, policy implications (e.g., privacy), and competitors to act as a subject matter specialist and inform decisions on pursuit or withdrawal. Leads communication to provide feedback across the ecosystem (i.e., cross-pollinating information across teams/industries) to other teams (e.g., sales, marketing, engineering) on future product trends or sales blockers, and to guide industry solutions team members in a wide variety of specialties, leveraging deep industry knowledge to articulate nuances and anticipate gaps. Advises and presents at industry and customer communities. Provides recommendations on accounts and establishes a learning baseline for less experienced colleagues. Proactively seeks out additional training to build on career competencies, including information that adds to the understanding of customers' businesses, and shares it with team members. Bachelor's Degree in Computer Science, Information Technology, Engineering, Business, or related field AND substantial customer-facing experience in financial services, management consulting, consultative selling, technology, or industry-relevant equivalent management or technical work experience, OR Master's Degree in Computer Science, Information Technology, Engineering, Health Sciences, Supply Chain, Education, Business, or related field AND well-developed customer-facing experience in financial services, management consulting, consultative selling, technology, or industry-relevant equivalent management or technical work experience, OR equivalent experience. Substantial experience in a consultative sales, advisory, strategy, business development, transformation, or technology leadership capacity, either directly within the Banking industry or with enterprise technology, fintech, payments, data and analytics, core banking, management consulting, systems integrator, or advisory firms serving Banking clients. Experience may include work with retail banks, commercial banks, corporate banks, investment banking groups within banks, payments organizations, lending businesses, deposits, treasury services, cash management, risk, compliance, fraud, financial crime, regulatory reporting, customer experience, branch and contact center operations, digital banking, core banking modernization, or banking operations, with a focus on driving digital transformation through cloud, data, AI, Frontier AI, automation, security, and modern platform capabilities. Bachelor's Degree in Computer Science, Information Technology, Engineering, Business, or related field AND extensive customer-facing experience in financial services, or industry-relevant equivalent management or technical work experience, OR Master's Degree in Computer Science, Information Technology, Business, or related field AND substantial customer-facing experience in financial services, management consulting, consultative selling, technology, or industry-relevant equivalent management or technical work experience, Experience working with Banking business leaders on transformation opportunities across areas such as retail banking, commercial banking, corporate banking, payments, lending, deposits, treasury services, cash management, customer onboarding, branch and contact center modernization, digital banking, credit decisioning, fraud and financial crime, risk management, compliance, regulatory reporting, data and analytics, core banking modernization, and banking operations. Ability to engage business decision makers, shape business value propositions, and translate strategic banking priorities into technology-enabled transformation opportunities. Working knowledge of cloud, data, AI, Frontier AI, automation, security, and modern application capabilities as applied to regulated banking and financial services environments. Proven ability to work across account teams, solution teams, engineering, partners, consulting organizations, and key customer stakeholders to shape complex transformation programs and drive execution. Experience with EMEA banking markets and familiarity with the European regulatory environment (e.g., EU AI Act, GDPR, DORA, PSD2, Basel, MiFID II) and regional supervisory bodies (ECB, FCA, PRA). Fluency in a major European language relevant to the territory is a plus.
