Director, Client Partner
Primary Skills
- Client Partner and GCC - Global Capability Center and BFSI
Job requirements
- Brillio is the partner of choice for many Fortune 1000 companies seeking to turn disruption into a competitive advantage through innovative digital adoption. Backed by Bain Capital private equity and Orogen Group, and growing at nearly 60% YoY since its inception, Brillio is one of the fastest growing digital technology service providers. We help clients harness the transformative potential of the four superpowers of technology – cloud computing, internet of things (IoT), artificial intelligence (AI), and mobility. Born digital in 2014, we apply Customer Experience Solutions, Data Analytics and AI, Digital Infrastructure and Security, and Platform and Product Engineering expertise to help clients quickly innovate for growth, create digital products, build service platforms, and drive smarter, data-driven performance.
With delivery locations across the United States, Romania, Canada, Mexico, and India, our growing global workforce of over 5500 Brillians blends the latest technology and design thinking with digital fluency to solve complex business problems and drive competitive differentiation for our clients. Brillio was awarded ‘Great Place To Work’ in 2021 and 2022. Learn more www.Brillio.com.
Location: Mumbai
Reports To: Managing Director & CDO
The role
:The
Client Partner
is a strategic role within the Brillio customer success team responsible for shaping and growing the firm’s partnership with Global Capability Centres (GCCs).The role focuses on
value creation, capability enablement, AI-driven modernization, and deep stakeholder engagement
driving revenue growth and P&L ownership. The Client Partner acts as a
trusted advisor
to GCC leaders and global stakeholders, helping them scale high-value capabilities, drive transformation, and evolve the GCC into a next-generation enterprise hub. The role shall be assisted by a team of practice managers who shall help create the customer experience and delivery excellence.With Brillio’s strong presence in the Banking space and our entrepreneurial culture, this position presents a dynamic growth opportunity for the right individual to contribute to a rapidly growing company in an exciting field
Responsibilities:
- GCC Partnership & Strategy
- Build and own the strategic relationship with GCC leadership (Center Head, VP/SVP Technology, Directors, Product Leaders).
- Develop a joint GCC transformation roadmap covering capability enhancement, technology modernization, and AI-first operating models.
- Position the firm as a long-term strategic partner to the GCC and global enterprise.
- Stakeholder Management & Executive Engagement
- Establish strong connects with global business/IT owners, GCC leadership, procurement, and vendor governance teams.
- Run executive reviews, QBRs, and transformation councils.
- Provide continuous advisory on the GCC maturity model, benchmark insights, and org evolution
- New Logo Acquisition
- New client acquisition, specifically targeting Global Capability Centres (GCCs) across BFSI
- Value Creation & Growth Enablement
- Identify opportunities for capability expansion (AI/GenAI, cloud, data, engineering, cybersecurity, product/platform teams).
- Enable co-creation programs, innovation labs, COEs, and cross-organization accelerators.
- Drive footprint expansion across new business units and global teams.
- Influence enterprise-wide transformation initiatives that can be supported from the GCC.
- P&L Ownership
- Drive the P&L ( Revenue and Margin) ownership for the accounts in line with the growth targets established
- Work with Sales Operations to drive forecast accuracy and keeping the Opportunities up to date in CRM along with Operational activities
- Ensure the Sold Margins meet the thresholds established.
- Delivery Governance & Customer Experience
- Ensure seamless governance across distributed delivery teams; work closely with delivery leaders for onboarding, quality, and compliance.
- Track SLAs/KPIs, manage risks, resolve escalations, and uphold a world-class customer experience.
- Ensure strong compliance with enterprise security, regulatory, and governance frameworks.
- Solutioning & Advisory Leadership
- Bring differentiated solution perspectives across Cloud, Data, AI, Cyber, Digital Engineering, and Managed Services.
- Collaborate with practices and SMEs to shape proposals, workshops, and transformation programs.
- Drive architecture/solution conversations aligned with GCC priorities and maturity stage.
- Innovation & AI-First Enablement
- Lead discovery of AI/GenAI use cases across functions: engineering, finance, compliance, HR, marketing, customer operations.
- Facilitate PoVs, PoCs, and scaled deployments in collaboration with enterprise stakeholders.
- Set up innovation frameworks, agile pods, hackathons, and capability uplift programs.
- Ecosystem Orchestration
- Work with cloud hyperscalers, SaaS/platform partners, global consulting partners, and startup ecosystems.
- Leverage partner accelerators and programs to amplify GCC value.
- Enable academia, talent partners, and upskilling networks to support capability development.
- Commercial & Governance Alignment
- Work with procurement on contract alignment, governance scorecards, performance metrics, and compliance.
- Drive transparency in pricing, resourcing, and engagement models.
- Support contract renewals, expansions, and new initiatives based on value delivered.
- Internal Leadership & Team Collaboration
- Lead a cross-functional engagement team across consulting, engineering, delivery, and practice leaders.
- Mentor the account/program team and build a customer-first culture.
- Ensure internal alignment on account priorities, strategy, and delivery cadence.
Qualifications:
- Education
- Bachelor’s degree in Engineering, Computer Science, or related field
- MBA preferred (not mandatory)
- Experience
- 12–20+ years in IT services, consulting, or GCC leadership roles as a Client Partner driving the revenue growth for F1000 Banking, Financial Services and Insurance customers.
- Proven experience engaging with GCCs or global technology/business organizations
- Strong understanding of Banking Financial Services & Insurance domain:
Consumer Banking ( Digital First customer journey, customer acquisition, Risk Management, Core banking, Servicing etc)
Asset & Wealth Management,
- Payments (Payment Modernization)
- Understanding of banking regulations (BASEL III, GDPR)
- Strong understanding of cloud, digital, AI/ML, data engineering, cybersecurity, DevOps, and product engineering
- Experience running strategic transformation or consulting-led engagements
- Exposure to multi-country stakeholder environments
- Skills & Competencies
- Executive presence and ability to influence CXO-level stakeholders
- Deep understanding of GCC operating models and maturity stages
- Strong consulting, problem-solving, and advisory skills
- Ability to drive innovation and AI-led transformation
- Governance, risk, and compliance orientation
- Excellent communication, facilitation, and negotiation skills
- Ability to orchestrate cross-functional internal teams and partners
