Business Development Consultant - Capital Markets

Business Unit: Financial Services & Banking

Travel: Client-facing role with travel as required

We are seeking an experienced Business Development Consultant to support growth across our Financial Services & Banking business unit. The role will focus on identifying, developing and closing new business opportunities with banks, capital markets firms, asset managers, fintechs and wider financial services organisations.

The successful candidate will be responsible for building new client relationships, expanding existing accounts and creating opportunities across digital transformation, technology consulting, data, AI, cloud, engineering, platform modernisation, managed services and specialist banking technology delivery.

Requirements

• Strong experience in business development, client acquisition, account growth or sales within financial services, banking, capital markets, fintech or technology consulting.
• Proven track record selling consulting services, technology solutions, digital transformation, data, AI, cloud, software engineering, managed services or platform modernisation into enterprise clients.
• Strong understanding of the banking and financial services technology landscape, including investment banking, capital markets, asset management, wealth management, risk, finance, operations, payments or regulatory change.
• Ability to identify, qualify and develop new client opportunities from initial outreach through to proposal, negotiation and close.
• Experience selling into senior stakeholders, including CIOs, CTOs, COOs, Heads of Change, Heads of Technology, Heads of Operations, Transformation Leads and Procurement teams.
• Strong network across banks, financial institutions, fintechs, consultancies, vendors or technology partners.
• Experience developing large strategic opportunities, including multi-year transformation deals, consulting engagements, delivery programmes, managed service models or project-based statements of work.
• Ability to work closely with delivery, consulting, engineering, architecture, recruitment, finance and leadership teams to shape commercially viable solutions.
• Strong understanding of competitor activity across firms such as Synechron, Luxoft, NTT DATA, Capco, EPAM, Accenture, Cognizant, TCS, Infosys or similar financial services technology consultancies.
• Comfortable operating in a target-driven environment with responsibility for pipeline generation, revenue growth, margin contribution and client relationship development.
• Strong commercial judgement, negotiation skills and ability to manage complex sales cycles.
• Excellent communication, presentation and stakeholder management skills.
• Self-starter with the ability to work independently while coordinating effectively with internal delivery and leadership teams.

Key Responsibilities

• Identify and acquire new clients across the Financial Services & Banking market.
• Build and manage a qualified pipeline of opportunities across banks, capital markets firms, asset managers, fintechs and wider financial services organisations.
• Develop relationships with senior client stakeholders across technology, operations, transformation, risk, finance, data and procurement.
• Create opportunities across digital transformation, cloud, data, AI, software engineering, platform modernisation, application development, system integration, managed services and specialist financial services consulting.
• Expand existing client relationships by identifying new buying centres, new project demand and wider transformation opportunities.
• Work with internal consulting, delivery, architecture and engineering teams to shape solution proposals that address client business and technology challenges.
• Lead commercial discussions from initial qualification through to proposal, pricing, negotiation and contract award.
• Own sales activity across prospecting, client meetings, opportunity qualification, proposal creation, deal strategy, stakeholder mapping and closing.
• Support the creation of statements of work, commercial proposals, rate cards, pricing models, delivery plans and account growth strategies.
• Track competitor activity and market demand across financial services technology consulting, including major system integrators, boutique consultancies and specialist banking technology firms.
• Partner with recruitment and delivery teams to ensure proposed solutions can be supported by the right consultants, SMEs and delivery capability.
• Identify opportunities involving specialist banking platforms, including areas such as Murex, Calypso, Numerix, Finastra, Avaloq, Temenos, ServiceNow, Salesforce, cloud platforms, data platforms and AI-enabled solutions, where relevant.
• Build trusted advisor relationships with clients by understanding their strategic priorities, technology roadmaps, delivery challenges and commercial constraints.
• Represent the business unit at client meetings, industry events, networking forums and partner discussions.
• Maintain accurate CRM records, pipeline updates, sales forecasts and account plans.
• Support leadership with market intelligence, client feedback, revenue forecasting and strategic growth planning.
• Contribute to revenue growth, margin performance and long-term client expansion across the Financial Services & Banking business unit.