Principal Account Manager, FSI - DACH Territory

Role Overview

• Manage and develop relationships within an assigned portfolio of FSI accounts, building trust with business and technical stakeholders over time.
• Establish and maintain relationships with senior decision-makers and influencers across IT and Lines of Business.
• Develop a strong understanding of each customer’s business strategy, operating model, and technology landscape.
• Act as a consistent point of contact for customers, ensuring alignment between customer objectives and internal teams.
• Own and develop senior relationships across a portfolio of large FSI accounts, establishing trusted advisor status with executive and C-level stakeholders.
• Lead engagement across complex, multinational customer environments, aligning multiple business units, geographies, and functions.
• Develop a deep understanding of each customer’s business strategy, operating model, and technology landscape to proactively shape opportunities.
• Act as the accountable owner for customer outcomes, ensuring alignment between customer objectives and internal execution.
• Lead complex, high-value sales cycles end-to-end, including structuring, negotiation, and closure of six
• and seven-figure contracts.
• Navigate sophisticated procurement, legal, and commercial frameworks within regulated FSI environments.
• Orchestrate cross-functional teams including Solutions Engineering, Architecture, Product, Customer Success, and partners to deliver cohesive customer outcomes.
• Maintain rigorous pipeline management, forecasting accuracy, and deal governance.
• Bring strong domain credibility within FSI, including understanding of regulatory environments and transformation priorities (e.g., digital banking, claims modernisation, fraud prevention, risk and compliance).
• Translate technology capabilities into business outcomes relevant to regulated, enterprise-scale organisations.
• Act as a senior voice of the customer internally, influencing product direction, sales strategy, and customer success priorities.
• Support participation in customer briefings, executive workshops, and industry events.

Requirements

• Proven experience managing large, multinational FSI customers within the DACH region, with direct ownership of complex enterprise accounts.
• Demonstrated success in leading and closing multi-million Dollar, multi-year contracts within complex sales environments.
• Strong track record of navigating multi-layered stakeholder landscapes, including C-level engagement.
• High degree of accountability and ownership, with a consistent focus on delivering measurable customer and commercial outcomes.
• Growth-oriented mindset with a proactive approach to identifying and converting new opportunities within existing accounts.
• Strong communication skills with the ability to engage both business and technical audiences at a senior level.
• Fluent verbal and written German and English communication skills required; additional European languages advantageous.

Benefits

• Health insurance
• Professional development
• Remote work opportunities