Principal, FSI

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

📋 Description

• Act as a trusted consultant to senior executives at banks, insurance companies, brokers, reinsurers, asset managers, and capital markets firms. Identify opportunities for value creation across underwriting, claims, distribution, policy administration, lending, deposits, payments, trading, research, and investment operations. Create roadmaps that transform AI and modern data platforms into quantifiable ROI.

• Propel new customer acquisition and revenue growth via the Microsoft FSI channel. Collaborate closely with Microsoft to identify, pursue, and secure opportunities. Emphasize projects related to Azure Foundry, Fabric, Databricks, and Claude engagements, ultimately aiming for revenue generation.

• Manage a systematic partner-relationship approach. Maintain active engagement with designated Microsoft field sellers across Banking, Insurance, and Capital Markets. Utilize HubSpot as the primary system of record to ensure no crucial partner relationship stagnates and that every meeting contributes to the pipeline.

• Expand the FSI service line. Collaborate cross-functionally with delivery, engineering, and product teams to enhance and develop scalable, repeatable offerings such as claims acceleration, secondary portfolio intelligence, regulatory compliance reviews, agentic workflows, evaluation systems, and AI operating model design that resonate across all three FSI sub-verticals.

• Serve as the liaison between FSI clients and our partners. Maintain a presence in both camps, client and Microsoft, client and Databricks, client and Anthropic, aligning incentives, managing expectations, and identifying potential issues early to ensure joint pursuits remain on track and shared milestones are achieved. Client success is paramount.

• Implement scalable Microsoft co-selling strategies. Manage existing repeatable processes for collaboration with Microsoft ATU and STU to enhance customer acquisition and expansion. Refine joint messaging, pinpoint high-value accounts, and facilitate alignment.

• Develop and manage the pipeline. Take ownership of pipeline generation within the FSI portfolio. Engage in FSI-focused lead-generation campaigns, joint events, and account-based initiatives involving Microsoft, Databricks, and Anthropic field teams.

• Close strategic deals. Manage complex sales cycles from initial engagement through workshops, vision-led proposals, contract negotiations, and closure. Position our AI and data platform capabilities as essential for the client's modernization and competitive positioning.

• Gather market intelligence and position offerings. Stay informed about FSI trends, regulatory changes, competitor activities, and platform roadmaps from Microsoft, Databricks, and Anthropic. Provide feedback to internal teams to refine offerings that set us apart in a competitive market.

• Foster cross-functional collaboration. Work alongside delivery, marketing, engineering, RevOps, and leadership to synchronize sales initiatives with broader business goals. Ensure smooth transitions between sales and delivery so that client outcomes align with initial promises.

• Manage revenue forecasting and goal setting. Establish and monitor revenue objectives. Leverage HubSpot, FSI account mapping, and partner relationship indicators to inform strategic decisions.

⛳️ Requirements

• Over 5 years of relevant experience in selling technology or management consulting services within financial services, preferably with extensive knowledge across banking, insurance, and capital markets, and specialized expertise in one area.

• A solid understanding of FSI business models, including underwriting, claims, distribution, policy administration, lending, deposits, payments, trading, research, portfolio operations, and the regulatory framework that influences them.

• Proven success in selling alongside Microsoft account teams. Experience in co-selling Azure, Fabric, or Databricks to FSI clients is strongly preferred. Familiarity with the STU/ATU structure, MACC, MAL, and ECIF is a significant advantage.

• Experience with Databricks and/or Anthropic partner ecosystems is a strong differentiator. If you lack this experience, you should be eager to develop it quickly.

• Knowledge of the enterprise data and AI landscape with a focus on practical application. Comfortable discussing data platforms, agents, evaluations, and governance.

• A demonstrated history of full-stack net-new customer acquisition, including lead generation, win rates, new customer revenue, Azure consumption influence, and shortened sales cycles. You should be capable of generating your own leads, managing your own proposals, and closing complex deals.

• Experience in defining exemplary sales support processes and being actively involved in achieving customer growth.

• Strong program and project management abilities.

• Experience leading others in an entrepreneurial setting to achieve high performance.

• Skilled in creating executive-level communications and presentations, including vision videos and prototype-led proposals.

• Fluent in English; proficiency in Spanish is a plus.

• Familiarity with revenue operations tools and systems; HubSpot is preferred.

• A self-starter who flourishes in a fast-paced environment focused on customer growth.

• Proven sales experience is essential; you should have consistently met and exceeded your targets.

• Ability to work in the US and travel as needed; willing to spend significant time on-site with clients in the FSI portfolio.

🏝️ Benefits

• Health insurance

• 401(k) plan

• Paid time off

• Flexible work arrangements

• Professional development opportunities