Portfolio Growth & GTM Lead - Data, AI & Alliances (Financial Services)

Role - Portfolio Growth & GTM Lead - Data, AI & Alliances (Financial Services)

Location - NY / NJ (Day One Onsite - Hybrid)

Duration - Fulltime

Position Summary

• The Portfolio Growth & GTM Lead (Financial Services) spearheads commercial sales expansion, bespoke deal curation, and Go-To-Market (GTM) strategy for the Cloud Data & AI practice across our Banking and Insurance portfolio.
• Built on a 12+ year ground-up technical career path, this role requires a professional who can switch effortlessly between commercial negotiation and deep architectural design. You must possess the hands-on technical authority to independently command deep-dive technical discussions with client Enterprise Architects, Principal Engineers, and Chief Data Officers (CDOs).
• Rather than relying on pre-sales engineers to carry the technical conversation, you will personally white-board, challenge, and shape cloud data and AI architectures.
• You will use this technical credibility to co-sell with ecosystem partners ( AWS/GCP and Databricks ), collaborate with internal industry Business Units (BUs), and systematically mine complex financial services accounts.

Key Responsibilities

1. Hands-On Technical Discussion & Architecture Leadership

• Command Technical Conversations Independently lead technical deep-dives, white-boarding sessions, and architecture reviews with client enterprise architects, data engineering leads, and cloud infrastructure teams.
• Challenge and Validate Stacks Critically evaluate legacy financial data environments and architect modern target states, confidently defending design decisions around data streaming, partition strategies, governance, and model serving.
• Bridge Tech and Business Translate complex financial business imperatives (e.g., real-time credit scoring, fraud detection, actuarial modeling) directly into robust technical blueprints.

2. FS-Specific Deal Curation & Sales Execution

• Lead Complex Pursuits Drive the commercial lifecycle for modern cloud data migrations, enterprise lakehouses, and AI initiatives tailored to tier-1 and regional banks, wealth managers, and insurance carriers.
• Curate Bespoke Financial Solutions Personally author and structure high-impact technical proposals and SOWs that address industry-critical workloads (e.g., core legacy modernization, regulatory reporting, customer 360, claims automation).
• Hold the Commercial Thread Act as the single guiding deal owner from initial partner mapping through technical solution shaping, pricing strategy, commercial negotiations, and contract closure.

3. GTM Strategy & Industry Offer Incubation

• Build Repeatable FS GTM Offers Package core practice capabilities into domain-centric, market-ready offerings (e.g., Oracle or MongoDB-to-Databricks migration blueprints for core banking, Salesforce Data Cloud integration frameworks on AWS/GCP, or AI-driven underwriting data pipelines).
• Collaborate Across Internal Industry BUs Partner closely with Financial Services vertical leaders, core banking/insurance account executives, and client partners to position and embed Cloud Data & AI services into enterprise-wide transformation bids.

4. Alliance Co-Selling & Active Account Mining

• Monetize Partner Relationships Cultivate deep, field-level relationships with Partner Sales Managers (PSMs), Partner Solution Architects (PSAs), and financial services industry leads at AWS or GCP and Databricks .
• Systematic Account Expansion Proactively analyze data architectures within existing banking and insurance accounts to uncover follow-on opportunities (e.g., expanding an initial lakehouse pilot into enterprise feature stores, model governance, or real-time payment ingestion).

Required Qualifications

• Experience : 12+ years of total IT professional services, systems integration, or technology consulting experience, with a dual track record in technical architecture and commercial deal origination.
• Command-Level Technical Depth & “Ground-Up” Pedigree :
• Relational Database Expertise Proven hands-on career background developing, tuning, and modernizing complex data environments built on Oracle (e.g., Oracle RAC, PL/SQL, Exadata, legacy banking core databases).
• NoSQL Document Store Expertise Practical experience designing and…