VP Account Management, Banking - QA System Integrator - Dubai

Strategic Account Management:

• Develop and execute multi-year strategic account plans for each client, mapping our service capabilities to their long-term business goals.
• Own the account P&L, including revenue forecasting, profitability management, and achievement of annual revenue and booking targets.
• Focus on "farming" and mining existing accounts for new growth opportunities, cross-selling, and up-selling our full suite of QE services.
• Executive Relationship Management:
• Cultivate and maintain deep, long-term relationships with key client stakeholders, from C-level executives (CIO, CTO, CDO) to VPs and Directors of business and technology units.
• Act as the primary executive point of contact and the 'face of the company' for your accounts, ensuring a seamless client experience.
• Drive client satisfaction (CSAT) and loyalty, acting as an escalation point to ensure service delivery excellence and the resolution of any issues.
• Business Development & Consultative Selling:
• Lead the entire sales cycle for new opportunities within your accounts, from opportunity identification and qualification to proposal development, negotiation, and closure.
• Collaborate closely with pre-sales, solution architects, and delivery teams to craft compelling, bespoke solutions that address specific client challenges.
• Negotiate large-scale, complex, multi-year outsourcing contracts, statements of work (SOWs), and Master Services Agreements (MSAs).
• Domain Expertise & Thought Leadership:
• Serve as a subject matter expert on Quality Engineering trends and their application within the banking sector (e.g., Open Banking, Digital Banking, Core Banking Modernization, Cybersecurity).
• Understand the unique regulatory and business landscape of the Middle East banking industry
• Represent the company at industry forums, conferences, and executive roundtables.

Leading Quality Assurance SoftwaresLead Major BFSI Accounts

• Experience: A minimum of 12-15 years of experience in IT services sales, consulting, or account management.
• Industry Focus: At least 7+ years of recent, demonstrable experience managing and growing large strategic accounts within the Banking and Financial Services (BFS) sector in the Middle East.
• Geographic Expertise: A proven track record of success and deep-rooted professional networks in key GCC markets, specifically the United Arab Emirates (UAE)
• Service Offering Knowledge: Strong understanding of the IT outsourcing landscape. Specific experience selling or managing services in Quality Engineering, Software Testing, Test Automation, or Application Development & Maintenance (ADM) is essential.
• Sales Acumen: Verifiable track record of consistently achieving and exceeding multi-million dollar annual revenue targets (USD10Mn+).
• C-Level Presence: Exceptional communication, presentation, and negotiation skills, with the gravitas to engage and build credibility with senior executives.
• Cultural Awareness: High degree of cultural sensitivity and experience navigating the business etiquette and relationship-driven culture of the Middle East.
• Language: Full professional fluency in English is mandatory.

• Education: An MBA or other relevant advanced degree.
• Technical Acumen: Direct experience with banking technology platforms (e.g., Core Banking Systems like Temenos T24, Finacle; Digital Banking platforms) is a plus
• Relationships: Pre-existing, transferable C-level relationships within major banks in the UAE

This role focuses on the BFSI segment only.

• A highly competitive compensation package, including a lucrative, performance-based incentive plan.
• The opportunity to take a leadership role and shape our growth strategy in a key global market.
• High visibility and direct impact on the company's success in the region.
• A dynamic, entrepreneurial, and collaborative work culture that rewards innovation and strategic thinking.