Principal Client Partner

Principal Client Partner (Senior Director)

Location: East Coast, United States (Remote, ~25–30% travel — primarily day trips)

Department: Sales – Client Services

Type: Full-Time

We are seeking Principal Client Partners to own and grow a portfolio of accounts with true founder-level ownership. This is a role for someone who runs their own book like a business — driving revenue growth across both existing accounts and new logos, with the agency and hustle to make things happen without a lot of structure around them.

What You’ll Do

Own the Business, Not Just the Relationship

• Run a multi-account plan with full ownership of growth, retention, and strategic direction — targeting double-digit annual revenue growth across your book.
• Own the relationship with key client stakeholders at every level, from engineering leads to C-level executives — building and managing genuine executive relationships over time, not just transactional access.
• Act as the client’s advocate internally — ensuring delivery teams are aligned with what the client actually needs, not just what’s scoped.
• Conduct regular business reviews to stay ahead of evolving client needs, project health, and strategic direction.

Grow the Portfolio

• Identify and pursue expansion opportunities within existing accounts — upselling, cross-selling, and introducing new services and offerings.
• Actively position, propose, and sell AI-native and agentic service offerings as a core part of your growth motion — this is revenue you own, not just a point of view you share.
• Identify and pursue new logo opportunities, leveraging your domain expertise and network.
• Build and execute account and territory plans that map client objectives to company capabilities with real agency — you decide how to win the account, not just execute a playbook.
• Prepare and present proposals, SOWs, and other engagement documentation.
• Partner with the broader sales organization on account growth strategy, but operate independently as the primary driver of your book.

Bring Real Expertise

• Bring a genuine point of view — grounded in BFSI or healthcare domain depth, or deep technical expertise — on how technology, AI, automation, and agentic services can help clients solve problems, accelerate delivery, or unlock new product/business opportunities.
• Understand client business objectives deeply enough to proactively recommend solutions, not just respond to requests.
• Work with solution architects and delivery managers to shape technical proposals that solve real business problems.
• Stay current on industry trends, competitive dynamics, and emerging technologies — particularly the evolving AI and agentic landscape and its practical applications in software development and consulting.
• Feed market insights and client feedback back to internal teams to improve our offerings.

Delivery Partnership

• Maintain visibility into all active projects across your accounts by staying in close partnership with your delivery counterpart.
• Collaborate with delivery managers and technical leads to ensure projects land well and clients stay satisfied, spotting risks early and addressing them before they become retention issues.

Forecasting & Account Intelligence

• Own accurate, account-level revenue and pipeline forecasting for every account in your book.
• Build and maintain relationship maps across your accounts — know who the decision-makers and influencers are, and where you have (and don’t have) real coverage.
• Track and report on account health: revenue, pipeline, project status, and client satisfaction.

What We’re Looking For

• 10+ years in technology consulting (or related), with at least 5 years carrying direct revenue-generating responsibility for a book of business.
• High agency and hustle — a self-starter with a real motor, comfortable building pipeline and closing without a lot of structure around you.
• Track record from a technology consultancy or services firm operating in a fast-moving, entrepreneurial services environment.
• Domain expertise in BFSI or healthcare, or deep technical expertise (architecture, platform, or engineering background); direct exposure to agentic services or AI-native delivery is a strong plus.
• A track record of driving double-digit growth across both existing accounts and new logos.
• Strong, established C-level relationships and a demonstrated ability to build and manage executive relationships over time.
• Strong understanding of software development lifecycles (SDLC) and delivery methodologies, including nearshore and/or offshore delivery models.
• Hands-on comfort with AI tools (e.g., ChatGPT, Claude, Copilot, or similar) in your daily work — you use them, not just talk about them.
• Excellent communication, presentation, and negotiation skills — equally comfortable in a room with engineers and with executives.
• Proficiency with Salesforce.
• Based on the East Coast of the United States; able to travel up to ~25–30%, primarily short day trips to client sites.
• Bonus: Comfortable creating thought leadership content (POVs, articles, talks) that builds your credibility and the company’s presence in the market.

Benefits

• Medical, dental, and vision insurance benefits as per company policy.
• Employer-paid Disability, Life, and AD&D insurance.
• Unlimited PTO.
• Paid parental leave.
• 401(k).
• Flexible work policy.
• 12 paid holidays.