Principal, FSI

Are you a leader who knows how to win business by partnering with Microsoft, Databricks, and Anthropic across the financial services ecosystem? Are you a builder who gets energy from opening doors at banks, insurers, and capital markets firms and turning relationships into closed deals? Are you fluent in how generative AI, agentic platforms, and modern data lakes are reshaping FSI? If so, we want to hear from you.   The Principal, FSI  is responsible for driving net-new growth across our entire financial services book: banking, insurance, and capital markets, by deepening our co-sell motion with the Microsoft FSI organization, scaling our Databricks partnership, and building Anthropic-led AI engagements. This is the most strategic seat in our most important vertical. The right candidate has sold consulting and professional services into FSI, knows where AI delivers measurable ROI in regulated environments, and has the discipline to run a partner-driven pipeline at scale.   About Nimble Gravity   Nimble Gravity is a data, AI, and digital engineering consultancy of approximately 250 people. We blend business insight with technical firepower to deliver real-world outcomes for ambitious leaders. We dive into complexity, move fast, and build what matters. Strategy, executed.   Financial services is our deepest vertical. We hold MSAs with 20+ FSI accounts, are a Microsoft FSI Partner of the Year finalist, and operate as a launch partner for Anthropic Claude on Azure Foundry. Every account is a Microsoft + Databricks + Anthropic cross-sell.   The Opportunity   Three best-of-breed enterprise platforms: Microsoft, Databricks, and Anthropic, and almost no other services firm with deep credibility across all three at the FSI enterprise level. Nimble Gravity sits in the rare overlap. The window to compound that advantage is now.   The Principal, FSI owns that opportunity. The role is the connective tissue between three partner field organizations and the financial services accounts they cover, with a mandate to convert relationships into revenue across all three FSI sub-verticals.   The Microsoft FSI Co-Sell Motion (Primary Channel)   Microsoft's Financial Services Industry Operating Unit covers roughly 350 of the largest US FSI accounts. Nimble Gravity has a top tier reputation in this vertical and has proven our value in driving results in production workloads countless times. You will inherit and continue to earn that reputation every day.   Responsibilities   Serve as a trusted advisor  to senior executives at banks, insurance carriers, brokers, reinsurers, asset managers, and capital markets firms. Identify value-creation levers across underwriting, claims, distribution, policy administration, lending, deposits, payments, trading, research, and investment operations. Build roadmaps that translate AI and modern data platforms into measurable ROI. Drive net-new customer acquisition and revenue growth through the Microsoft FSI channel.  Work in lockstep with the Microsoft to identify, pursue, and close opportunities. Focus on Azure Foundry, Fabric and Databricks projects, Claude engagements, and ultimately revenue generated. Run a programmatic partner-relationship motion.  Maintain active coverage of named Microsoft field sellers across the Banking, Insurance, and Cap Markets. Use HubSpot as the system of record so no key partner relationship goes cold and every meeting compounds into pipeline. Develop the FSI service line.  Work cross-functionally with delivery, engineering, and product to drive and refine scalable repeatable offers such as claims acceleration, secondary portfolio intelligence, regulatory and compliance review, agentic workflows, evaluation systems, and AI operating model design that resonate across all three FSI sub-verticals. Act as the bridge between FSI clients and our partners.  Maintain one foot in each camp, client and Microsoft, client and Databricks, client and Anthropic, aligning incentives, managing expectations, and surfacing issues early so joint pursuits stay on track and shared milestones are met. Client success being paramount. Execute scalable Microsoft co-sell.  Run the existing repeatable processes for working with Microsoft ATU and STU to drive customer acquisition and expansion. Refine joint messaging, identify high-value accounts, and accelerate alignment.  Pipeline development and management.  Own pipeline generation across the FSI book. Participate in FSI-focused lead-generation campaigns, joint events, and account-based plays with Microsoft, Databricks, and Anthropic field teams. Strategic deal closing.  Own complex sales cycles end-to-end from initial engagement through workshop, vision-led proposal, contract negotiation, and close. Position our AI and data platform capabilities as critical to the client's modernization and competitive positioning. Market intelligence and positioning.  Stay ahead of FSI trends, regulatory shifts, competitor moves, and platform roadmaps from Microsoft, Databricks, and Anthropic. Feedback to internal teams to shape offers that differentiate us in a crowded market. Cross-functional collaboration.  Partner with delivery, marketing, engineering, RevOps, and leadership to align sales initiatives with broader business objectives. Ensure clean handoffs between sales and delivery so client outcomes match what was sold. Revenue forecasting and goal setting.  Establish and track revenue goals. Use HubSpot, FSI account mapping, and partner relationship signals to inform strategy.    Qualifications and Experience   5+ years of relevant experience selling technology or management consulting services into financial services, ideally with breadth across banking, insurance, and capital markets, and depth in one. Working understanding of FSI business models: underwriting, claims, distribution, policy admin, lending, deposits, payments, trading, research, portfolio ope