Sales Client Partner
8–10 years of overall technology services sales experience, with a strong track record of selling technology services and solutions to enterprise clients.
5+ years of strategic account management experience, including account mining, account planning, stakeholder management and revenue growth. Experience managing relationships with CIOs, C-suite/Level-1 technology leaders and business stakeholders is required.
Proven experience managing $5M+ annual client revenue, with accountability for revenue growth, pipeline, forecasting and commercial performance.
Strong experience working with delivery organizations, with the ability to identify client needs, shape opportunities and lead them through the complete sales cycle—from opportunity identification and qualification through solutioning, proposal, negotiation and SOW signature.
Ideally, 2–3 years of software/application development experience early in the career. Candidates who have progressed from software engineering → presales/solutioning → sales/account management are particularly desirable.
Direct experience managing and growing technology services revenue within professional services, consulting, information services, legal, private equity or financial services organizations is highly desirable.
Data & AI services selling experience is highly desirable, including experience positioning Data, AI/GenAI, cloud, digital engineering, application modernization or automation services.
Experience in a hybrid farming and hunting role is preferred. Strong account farming and expansion experience is required; candidates with demonstrated hunting/new-business capabilities will be particularly valuable.
Client & Account Leadership
Proven ability to develop and execute strategic account plans, identify whitespace and create multi-year growth strategies.
Demonstrated ability to build trusted-advisor relationships with CIOs, CTOs, business executives and other senior stakeholders.
Ability to understand the client's business strategy and translate business priorities into technology transformation and services opportunities.
Strong consultative/value-based selling skills, with the ability to articulate measurable business outcomes rather than simply sell technology capabilities.
Commercial & Delivery Leadership
Ownership of account revenue, growth, margin, pipeline, forecasting and commercial performance.
Experience with SOWs, MSAs, renewals, pricing, negotiations and commercial structuring.
Strong partnership with delivery leadership to ensure client satisfaction, delivery quality, retention and expansion.
Experience leading QBRs/EBRs, executive governance, escalations and account-level client communications.
Ability to orchestrate cross-functional teams across sales, delivery, engineering, architecture, practices, talent and alliances to deliver a unified client experience.
Leadership Attributes
Strong executive presence and communication skills, with the ability to engage equally well with C-suite executives, business leaders, technology leaders and delivery teams.
Commercially oriented, entrepreneurial and comfortable creating opportunities rather than waiting for RFPs.
Strong understanding of the IT services business model and the ability to connect client value, revenue growth, delivery outcomes and profitability.