Client Partner

This is a fully remote position, open to applicants in United States.

📋 Description

• Identify and secure professional services opportunities within banks, asset and wealth management firms, insurers, and payment organizations.

• Develop a pipeline across seven AWS competencies and align related opportunities.

• Create a qualified pipeline through personal connections, AWS account teams, and internal networks.

• Steer pursuits from initial discussions through executive briefings, assessments, proofs of value, and Statements of Work (SOWs).

• Manage direct sales, initiate opportunities, oversee client relationships, engage economic decision-makers, and finalize SOWs.

• Collaborate with AWS account managers, partner development managers, AWS field teams, Anthropic, and additional technology partners.

• Leverage AWS funding and purchasing programs like MAP, proof-of-concept funding, and AWS Marketplace.

• Identify and position opportunities and offerings related to GenAI and agentic AI.

• Address AI-related financial services concerns, including model risk, data privacy, security, controls, and regulatory expectations.

• Establish relationships with CIOs, CTOs, CISOs, Chief Data and AI Officers, and heads of business lines.

• Create competitive proposals, estimates, SOWs, joint go-to-market strategies, demos, and solution designs.

• Drive account planning, manage multiple deal cycles, maintain CRM pipeline and forecast accuracy, and achieve quarterly quotas.

• Expand accounts through follow-on SOWs and change requests.

• Oversee the commercial lifecycle post-signature, including procurement, vendor risk assessment, resource requests, onboarding, billing, invoicing, and collections.

• Represent Vertical Relevance at industry events, executive roundtables, and partner forums.

• Maintain executive communication, account intelligence, multi-threaded relationships, and ensure client follow-through.

⛳️ Requirements

• A minimum of 3 years of experience selling professional services (consulting, systems integration, or technology services) in the financial services sector.

• Proven experience in selling AWS cloud services, including foundational platforms, DevOps, security and compliance, resiliency, migration and modernization, data analytics, or AI-related engagements.

• A strong track record of leading direct sales with financial services clients as the primary relationship manager.

• Familiarity with AWS partnership teams, account managers, partner development managers, AWS programs, and funding mechanisms.

• Demonstrated success in meeting or surpassing professional services quotas.

• Experience in scoping engagements, pricing time-and-materials and fixed-fee projects, and finalizing SOWs.

• A bachelor's degree is required.

• Understanding of technology roadmaps, assessments, and proofs of value.

• Excellent presentation skills with the ability to articulate technical concepts in business language.

• Knowledge of financial services advisory, agentic AI delivery, and AWS cloud and AI platform engineering.

• Working knowledge of AWS in regulated industries and its seven practice competencies.

• Understanding of Amazon Bedrock, SageMaker, AgentCore architectures, Anthropic Claude, AI governance, audit lineage, and human-in-the-loop design.

• Active or previous co-selling responsibilities with AWS ProServe or Anthropic is a distinct advantage.

• Advanced degrees or cloud/AI certifications are a plus.

🏝️ Benefits

• A collaborative environment focused on achieving meaningful outcomes for clients.

• Opportunities for professional growth.

• Commitment to equal opportunity employment.