Client Partner

Vertical Relevance • New York, NY

1d

About The Position

The Client Partner is a strategic, quota-carrying role focused on growing Vertical Relevance’s financial services business. The role identifies and closes professional services engagements, builds trusted relationships with business and technology leaders, and positions the company as a partner for AWS cloud and AI transformation. The company’s model combines financial services advisory, agentic AI delivery, and AWS cloud and AI platform engineering.

The Client Partner sells across seven AWS practice competencies: Enterprise Program Governance / PMO, DevOps, Security & Compliance, SRE & Resiliency, App Modernization, Data & Analytics, and AI. The position is expected to understand each competency well enough to identify opportunities, frame business cases, and involve competency leads to shape solutions. It also uses the company’s AWS reusable solution accelerators to differentiate the company in pursuits.

Direct sales to financial services clients is the core of the position and the primary measure of success. The Client Partner leads opportunities from initial meetings through executive briefings, assessments, proofs of value, and statements of work; works with AWS and other technology partners on joint plans and co-selling; and develops client relationships through sales and delivery. The role also positions GenAI and agentic AI offerings, and addresses buyer concerns such as model risk, data privacy, security, controls, and regulatory expectations.

The position manages multiple deal cycles, maintains accurate CRM pipeline and forecast data, meets or exceeds quarterly quotas, expands accounts, and owns the commercial lifecycle after signature, including procurement, onboarding, billing, invoicing, and collections. The Client Partner collaborates with delivery teams and solution experts on proposals, estimates, and SOWs, and represents the company at industry events and partner forums.

The successful candidate is expected to use disciplined meeting preparation and follow-up, maintain executive communication, capture account intelligence, build relationships across client stakeholders, and follow through on commercial and delivery matters. The role requires the ability to explain how financial services advisory, agentic AI delivery, and AWS platform engineering connect to address client needs.

Requirements

• At least 3 years of experience selling professional services, consulting, systems integration, or technology services into the financial services industry; software- or product-only sales experience does not meet this requirement.
• Demonstrated experience selling AWS cloud services, such as platform foundations, DevOps, security and compliance, resiliency, migration and modernization, data and analytics, or AI engagements.
• A track record of leading direct sales with financial services clients as the primary relationship owner, not solely through partner-sourced deals.
• Experience working with AWS partnership teams, including account managers, partner development managers, programs, and funding.
• A record of meeting or exceeding professional-services sales quotas, including scoping engagements, pricing time-and-materials and fixed-fee work, and closing SOWs.
• Ability to explain financial services advisory, agentic AI delivery, and AWS cloud and AI platform engineering, and how they connect in a client program.
• Working knowledge of AWS in regulated industries and the seven AWS competencies described in the posting.
• Sufficient understanding of production AI to sell it credibly and qualify opportunities honestly.
• Strong presentation skills and ability to explain technical concepts in business terms at every organizational level.
• Familiarity with business development methods, including technology roadmaps, assessments, and proofs of value.
• Bachelor’s degree.

Nice To Haves

• Active or past responsibility for co-selling with partners such as AWS ProServe or Anthropic.
• Advanced degree or certifications in cloud, such as AWS, AI, or related fields.

Responsibilities

• Identify and close professional services opportunities across banks, asset and wealth managers, insurers, and payments firms.
• Build pipeline across the seven AWS competencies and connect related opportunities across those practices.
• Generate qualified pipeline through personal networks, AWS account teams, and internal relationships.
• Lead pursuits from first meeting through executive briefings, assessments, proofs of value, and SOW execution.
• Own direct sales with financial services clients, including originating opportunities, leading pursuits, building economic-buyer relationships, and closing SOWs.
• Work with AWS account managers, partner development managers, and field teams; build joint account plans and use AWS funding and buying programs.
• Run partner co-sell motions, including AWS ProServe engagements, AWS partner delivery staffing requests, and joint pursuits with Anthropic and other technology partners.
• Identify client uses for GenAI and agentic AI, and position the company’s related offerings.
• Address financial services buyers’ questions about AI model risk, privacy, security, controls, and regulation.
• Build and maintain relationships with client decision-makers, including technology, security, data and AI leaders, and business line heads.
• Manage client relationships throughout the sales cycle and into delivery.
• Collaborate with delivery teams to develop competitive proposals, estimates, and SOWs.
• Build joint go-to-market plans with AWS, Anthropic, ServiceNow, and other technology partners.
• Bring competency leads and solution architects into pursuits to shape solutions, demonstrations, and proposals.
• Plan accounts to expand existing clients and win new logos.
• Manage multiple deal cycles and maintain accurate pipeline and forecast information in the CRM.
• Meet or exceed quarterly sales quotas through strategic, outcome-based engagements.
• Grow accounts through follow-on SOWs and change requests, using delivered engagements to develop further opportunities.
• Adjust scope and pricing when client budgets or priorities change while maintaining agreed principles.
• Own post-signature commercial steps, including client procurement and vendor risk, resource requests, onboarding, billing start, milestone invoicing, and collections.
• Act as a trusted advisor and tailor solutions to client business challenges.
• Represent Vertical Relevance at industry events, executive roundtables, and partner forums.
• Prepare agendas and internal meeting prep, and promptly send recaps documenting decisions, owners, and target dates.
• Maintain executive communication, capture account intelligence, multi-thread relationships, plan onsite working sessions, and follow through on open items.
• Recognize delivery teams’ contributions and treat delivery as part of the sale.

Benefits

• Collaborative environment focused on delivering meaningful client results.
• Professional growth opportunities.
• Opportunity to work alongside financial services experts averaging more than 20 years of industry experience and AWS practitioners.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior