Client Relationship Manager- Banking and Financial Services

About Cognizant

Cognizant is an AI Builder and technology services provider, building the bridge between AI investment and enterprise value by building full-stack AI solutions for our clients. Our deep industry, process and engineering expertise enables us to build an organization’s unique context into technology systems that amplify human potential, realize tangible returns and keep global enterprises ahead in a fast-changing world. See how at or @cognizant.

The Opportunity

The Client Relationship Manager (CRM) – BFS is a key contributor to Cognizant’s growth in Hong Kong, acting as business owner for an assigned portfolio of Banking & Financial Services accounts. Working closely with the Client Partner, the CRM manages day-to-day client relationships and account P&L, proactively identifies new and expansion opportunities, and plans for and closes the extension of existing agreements. This is a highly visible, challenging role that requires strong business acumen, Banking & Financial Services domain expertise, leadership qualities and a motivated, client-first attitude.

Reporting to the Client Partner, the CRM works with delivery teams to maximize renewal business, optimizing the resource mix and navigating scope changes to ensure client expectations are met — establishing a positive client experience through delivery excellence, while extending Cognizant’s positioning as an AI Builder and technology services provider into the Hong Kong BFS client base.

Key Responsibilities

• Account ownership & P&L management: Accountable for managing, retaining and developing the assigned Hong Kong BFS accounts/portfolio and driving profitable growth, including revenue and margin forecasts and accurate account financials, metrics and P&L roll-up to the Client Partner.
• New business & account expansion: Drives new business across multiple account assignments and actively scans for unmet needs or service expansion opportunities, prospecting, qualifying, negotiating and closing net-new and adjacent business opportunities.
• Sales execution: Builds and executes sales plans and solution proposals in collaboration with Service Line Specialists, under Client Partner review and approval, applying Cognizant’s sales tools and methods (e.g., Cognizant Way to Sell, Client Value Framework, Client Messaging Framework, MSI Governance Model) to ensure consistent, effective execution.
• Solutioning & AI positioning: Orchestrates service line technical and delivery expertise in mapping client challenges to Cognizant’s AI-enabled offers, crafting and positioning winning solutions that reinforce Cognizant’s role as an AI Builder and technology services provider rather than a delivery-only vendor.
• RFP/RFI response: Develops creative responses to RFPs/RFIs and directs other Cognizant resources as needed to address client challenges, providing a solid value proposition to clients to stop RFPs and single-source the deal where possible.
• Client relationships: Establishes and manages trusted-advisor relationships with key client stakeholders and decision-makers across Hong Kong BFS accounts, building consultative thought leadership and client partnering beyond the CIO level.
• Account governance: Collaborates with Client Partners, Service Line Specialists and delivery leadership to assess account planning in light of the client’s evolving business direction, and acts as an always-accessible point of contact for proactively handling critical client delivery issues.
• Delivery oversight: Monitors service delivery and works effectively with delivery teams to maintain delivery quality, cost efficiency and client satisfaction, navigating scope changes without compromising client expectations.
• Industry thought leadership: Exercises industry-relevant thought leadership about business solutions with clients, providing the insights, methods and consultative guidance essential for clients to recognize business challenges and set priorities, while maintaining knowledge of Cognizant’s full breadth of solutions.
• Team leadership: Actively participates in selecting and leading account team members as warranted by opportunity size or Client Partner request, providing coaching and mentoring and communicating best practices as required.
• Market & competitive intelligence: Monitors Hong Kong banking and financial services industry trends, regulatory developments (e.g., guidance from the Hong Kong Monetary Authority) and competitor activity to inform account strategy and maintain a competitive edge.

Performance Measures

Success in the role is measured against a clear set of outcomes:

• TCV growth % and revenue growth % across the assigned Hong Kong BFS portfolio.
• Operating margin growth %.
• Client satisfaction and employee engagement.
• Strength of C-level client relationships and partner/vendor ecosystem engagement within strategic accounts.
• Account operational hygiene, forecast accuracy and portfolio diversity outcomes.

Candidate Profile

This is a senior, client-facing sales and account-management role; candidates should bring direct IT services sales experience — distinct from general program management, account management or non-IT sales backgrounds. The following are essential:

• 12+ years of IT/technology services industry experience in a client-facing consultative or engagement-management role — distinct from general program management, account management or non-IT sales backgrounds.
• 7+ years of business development and consultative account expansion experience, working with both technical and non-technical audiences.
• Seasoned business development professional with an excellent track record in managing, retaining and developing businesses.
• Strong knowledge of the Hong Kong market across technology and business segments within Banking & Financial Services, including familiarity with the local regulatory environment (e.g., the Hong Kong Monetary Authority).
• Strong existing connections to senior business and technology leadership within Hong Kong BFS accounts.
• Experience managing large client P&L, including account reporting and metrics assessment.
• Solid understanding of, and experience in, account- and industry-relevant AI and digital solutions for Banking & Financial Services clients.
• Knowledge of leading BFS IT products in the market and the ability to build partnership ecosystems with vendors and fintech providers will be an added advantage.
• Experience working within an onsite/offshore delivery model and across a matrixed organization to meet deadlines without sacrificing service quality.