Strategic Client Partner - Sales/Strategic Expansion (Technology)

Overview

We are seeking an experienced Strategic Client Partner – Sales / Strategic Expansion to drive organic growth across a portfolio of existing US Fortune 500 and Global 2000 consumer, retail, and CPG accounts.

This is a highly strategic, senior individual-contributor role focused on expanding existing client relationships beyond today's buying centers and establishing new relationships with CIOs, CTOs, CDOs, Chief Digital Officers, and senior technology and digital leaders.

The primary mandate is to identify, create, shape, and close new opportunities within existing strategic accounts, with AI, data, digital transformation, and technology services as core areas of focus.

The ideal candidate will be a strong CXO-level relationship builder and consultative enterprise seller who can independently identify whitespace, build account-growth strategies, create executive-level conversations, shape complex opportunities, and take deals from initial discovery through commercial negotiation and closure.

This role requires someone who can operate with minimal supervision and high ownership, build a qualified pipeline from scratch, and convert strategic relationships into significant revenue growth.

The role will be measured on pipeline creation, new buying-center penetration, deal closures, booked revenue, account growth, and long-term client expansion, rather than activity metrics alone.

The expectation is to generate $3–5M+ in booked revenue in Year 1 across the assigned portfolio.

Job Description

Key Responsibilities:

1. Strategic Account Growth & Expansion
● Own the end-to-end paid search strategy for generating qualified B2B pipeline.
● Develop campaigns targeting CTOs, CIOs, CDOs, VP Engineering, and other technical/executive decision-makers.
● Build audience, keyword, targeting, and messaging strategies aligned with technical executive personas.
● Structure paid campaigns around the complete funnel: 
Awareness → MQL → SQL → Opportunity → Revenue.
● Develop targeting strategies using relevant:
○ Firmographic attributes
○ Job titles
○ Company size
○ Industry
○ Intent signals
○ Geographic targeting
● Continuously optimize targeting to improve lead quality and pipeline contribution, not simply lead volume.
● Work closely with Sales and RevOps teams to align on:
○ Lead scoring
○ MQL/SQL definitions
○ Lead quality
○ Sales hand-off criteria
● Partner with Content and ABM teams to align paid campaigns, landing pages, messaging, and named-account strategies.
● Identify new paid acquisition opportunities and continuously test new approaches.
● Own the end-to-end growth strategy for a portfolio of existing Fortune 500 and Global 2000 consumer, retail, and CPG accounts.
● Identify and develop new revenue opportunities within existing client organizations.
● Move beyond existing buyers and establish relationships across new technology and digital buying centers, including:
○ CIO
○ CTO
○ CDO
○ Chief Digital Officer
○ VP Engineering
○ VP Digital
○ Enterprise Architecture
○ Data & AI leadership
○ Technology transformation teams
● Identify whitespace opportunities across existing accounts and develop strategies to penetrate new departments, business units, geographies, and buying centers.
● Build strong relationships with senior client stakeholders and become a trusted advisor on their technology and AI priorities.
● Understand each account's:
○ Business strategy
○ Technology roadmap
○ Digital priorities
○ AI initiatives
○ Transformation agenda
○ Budget cycles
○ Decision-making structure
○ Existing technology landscape
○ Current and future buying priorities
● Develop a clear and actionable growth plan for each strategic account.
● Map key decision-makers, influencers, budget owners, procurement stakeholders, and potential internal champions.
● Continuously identify opportunities to increase account penetration and share of wallet.
● Convert existing relationships into broader, multi-year strategic partnerships.

2. CXO Relationship Management
● Build and maintain strong relationships with CIOs, CTOs, CDOs, Chief Digital Officers, and other senior technology executives.
● Establish credibility as a strategic business and technology advisor rather than operating purely as a transactional sales representative.
● Lead executive-level conversations around:
○ AI transformation
○ Generative AI
○ Data & Analytics
○ Digital Transformation
○ Technology Modernization
○ Automation
○ Cloud Transformation
○ Customer Experience
○ Enterprise Technology Strategy
● Understand the strategic priorities and business challenges of senior executives and translate them into relevant technology opportunities.
● Build relationships across multiple levels within the account to reduce dependency on a single buyer or champion.
● Create executive sponsorship and maintain strong stakeholder engagement throughout the sales cycle.
● Develop long-term relationships that create opportunities for repeat and expansion business.
● Represent the company confidently in senior-level client meetings, executive briefings, industry events, and strategic discussions.

3. AI & Technology Services Sales
● Drive sales conversations around AI, data, digital, and technology services.
● Identify enterprise AI use cases and translate them into commercially viable opportunities.
● Engage clients around opportunities such as:
○ Generative AI
○ AI-powered transformation
○ Enterprise AI adoption
○ Data modernization
○ AI/ML solutions
○ Intelligent automation
○ Digital transformation
○ Technology modernization
○ Cloud and technology services
○ Customer experience transformation
● Understand the client's business problem before positioning a solution.
● Work with internal solution and delivery teams to translate client requirements into relevant solutions.
● Help clients move from:
Initial AI Use Case → Proof of Concept → Pilot → Production → Enterprise-Scale Program
● Identify opportunities to expand successful initial engagements into broader, multi-project and multi-year relationships.
● Stay current on emerging AI and technology trends and understand how they can create business value for enterprise clients.

4. Enterprise Sales & Deal Shaping
● Own opportunities from the initial client conversation through proposal, negotiation, and closure.
● Lead consultative discovery to understand:
○ Business challenges
○ Strategic priorities
○ Technology requirements
○ Budget
○ Decision criteria
○ Buying process
○ Business impact
○ Expected outcomes
● Frame the client's business problem and develop a compelling value proposition.
● Shape opportunities in collaboration with solution architects, technology leaders, delivery teams, and subject-matter experts.
● Build strong business cases demonstrating:
○ Business value
○ ROI
○ Cost efficiency
○ Revenue impact
○ Operational improvement
○ Strategic value
● Lead commercial discussions, proposals, pricing conversations, and negotiations.
● Manage complex enterprise sales cycles involving multiple stakeholders and decision-makers.
● Navigate procurement, legal, commercial, security, and other enterprise buying requirements.
● Drive opportunities toward closure while maintaining commercial discipline and profitability.
● Build and close opportunities of $500K+, with the ability to manage significantly larger strategic deals.

5. New Buying Center Development
● Identify technology and digital buying centers that are currently not engaged with the company.
● Build targeted strategies to enter new departments and stakeholder groups within existing accounts.
● Develop relationships with:
○ CIO organizations
○ CTO organizations
○ Digital teams
○ Data & AI teams
○ Enterprise architecture teams
○ Technology transformation teams
○ Product and engineering organizations
● Research account structures and identify high-value whitespace opportunities.
● Create account penetration strategies based on business priorities and buying signals.
● Build relationships before an active RFP or formal buying process begins.
● Generate demand through executive conversations, strategic insight, industry knowledge, and consultative selling.
● Turn new buying-center relationships into qualified opportunities and revenue.

6. Account Planning & Pipeline Development
● Develop detailed strategic account plans for assigned Fortune 500 and Global 2000 clients.
● Define account-level:
○ Revenue targets
○ Growth opportunities
○ Buying centers
○ Key stakeholders
○ Strategic priorities
○ Active opportunities
○ whitespace opportunities
○ Competitive landscape
○ Engagement strategy
● Build a qualified pipeline from scratch to support annual revenue targets.
● Maintain a healthy pipeline across multiple stages of the sales funnel.
● Continuously identify new opportunities rather than relying solely on existing account revenue.
● Maintain accurate and current opportunity data in CRM systems.
● Ensure pipeline coverage is sufficient to achieve annual revenue objectives.
● Prioritize opportunities based on:
○ Revenue potential
○ Strategic importance
○ Probability of closure
○ Client urgency
○ Business value
○ Relationship strength

7. Proposal, Commercial & Negotiation Management
● Lead the development of strategic proposals in collaboration with internal teams.
● Translate client requirements into clear commercial propositions.
● Coordinate with solution architects and delivery leaders to build technically and commercially viable solutions.
● Lead pricing and commercial discussions with clients.
● Negotiate contracts while protecting business value and margins.
● Manage proposal strategy, timelines, client presentations, and commercial negotiations.
● Anticipate client objections and develop appropriate responses.
● Drive opportunities through procurement and final approval stages.
● Ensure smooth transition from sales closure to delivery and account management teams.

8. Cross-Functional Collaboration
● Work closely with:
○ Solution Architects
○ Delivery Leaders
○ Technology Teams
○ AI/Data Teams
○ Presales
○ Finance
○ Legal
○ Marketing
○ Leadership
● Bring the right internal stakeholders into opportunities at the appropriate stage.
● Lead internal pursuit teams and keep opportunities moving toward closure.
● Translate client requirements into clear internal action plans.
● Ensure alignment between sales commitments and delivery capabilities.
● Collaborate with delivery teams to identify expansion opportunities within existing engagements.
● Build strong internal relationships to accelerate solution development and deal closure.

9. Client Engagement & Executive Presence
● Represent the company with senior US enterprise clients.
● Lead executive briefings, business reviews, strategic workshops, and solution discussions.
● Present complex technology and AI propositions clearly to business and technology stakeholders.
● Develop strong executive-level communication and presentation materials.
● Understand cultural and business nuances of working with US enterprise organizations.
● Travel occasionally to the US for strategic client meetings, executive engagements, industry events, and key business opportunities.
● Maintain a high level of professionalism and credibility in all client interactions.

10. Forecasting, Reporting & Revenue Ownership
● Own revenue and growth targets across the assigned client portfolio.
● Maintain accurate sales forecasts and opportunity stages.
● Track:
○ Pipeline value
○ Pipeline coverage
○ Win rate
○ Deal size
○ Sales cycle
○ New buying centers
○ Account penetration
○ Booked revenue
○ Expansion revenue
● Provide regular updates to leadership on account growth and pipeline progress.
● Identify risks to revenue targets and proactively develop corrective actions.
● Maintain accurate CRM data and ensure forecast visibility.
● Build realistic revenue projections based on opportunity maturity, client engagement, and commercial progress.

Qualifications & Experience:
● Bachelor's degree in Business, Marketing, Technology, Engineering, or a related field. MBA is preferred.
● 10+ years of experience in enterprise technology sales, strategic account management, client partnering, or business development.
● Proven experience selling to US Fortune 500 or Global 2000 organizations.
● Strong track record of growing existing enterprise accounts by entering new buying centers.
● Demonstrated success in closing $500K+ enterprise technology deals.
● Proven experience delivering significant account growth and revenue expansion.
● Strong CXO-level relationship management skills with demonstrated access to:
○ CIOs
○ CTOs
○ CDOs
○ Chief Digital Officers
○ VP Technology
○ VP Engineering
○ Other senior technology executives
● Hands-on experience selling AI, data, digital transformation, and technology services.
● Strong consultative and solution-selling capabilities.
● Experience shaping complex enterprise deals from discovery through closure.
● Strong understanding of:
○ Enterprise technology buying cycles
○ Consultative selling
○ Account expansion
○ Opportunity qualification
○ Business case development
○ Commercial structuring
○ Pricing
○ Negotiation
○ Procurement processes
● Proven ability to independently build a qualified pipeline from scratch.
● Experience managing long and complex enterprise sales cycles.
● Strong understanding of enterprise decision-making structures and buying centers.
● Excellent written and verbal English communication skills.
● Strong presentation and executive communication capabilities.
● Comfortable working independently across US time zones.
● Willingness to travel internationally for key client meetings and business engagements.

Skills & Competencies
● Strategic account management and expansion.
● Enterprise technology sales.
● CXO relationship management.
● Consultative and value-based selling.
● AI and technology services sales.
● New buying-center development.
● Account planning and whitespace identification.
● Complex deal shaping and solution selling.
● Business case development.
● Commercial negotiation.
● Enterprise proposal management.
● Pipeline generation and management.

Nice to Have:
● Experience working specifically with consumer, retail, or CPG organizations.
● Existing relationships with senior technology leaders within US Fortune 500 / Global 2000 companies.
● Experience selling enterprise-scale AI initiatives.
● Experience with Generative AI and AI transformation programs.
● Experience working with:
○ Cloud platforms
○ AI platforms
○ Data platforms
○ CX platforms
○ Digital transformation partners
● Exposure to partner ecosystems involving major cloud, AI, data, and technology platforms.
● Experience developing multi-year strategic technology partnerships.
● Experience managing global enterprise accounts.
● Existing network across US technology and digital leadership communities.

Key Performance Indicators (KPIs):
● Booked Revenue: $3–5M+ Year 1 revenue across the assigned portfolio.
● Pipeline Creation: Qualified pipeline generated from new buying centers and whitespace opportunities.
● Pipeline Coverage: Sufficient qualified pipeline to consistently support annual revenue targets.
● New Buying Centers: Number of new CIO, CTO, CDO, digital, data, and technology relationships established.
● CXO Engagement: Quality and depth of relationships with senior technology decision-makers.
● Account Expansion: Revenue growth across existing strategic accounts.
● Deal Size: Ability to originate and close significant enterprise opportunities, including $500K+ deals.
● Win Rate: Conversion of qualified opportunities into closed business.
● Multi-Year Revenue: Ability to convert initial engagements into long-term strategic relationships.
● AI Revenue: Revenue generated from AI, data, and technology transformation initiatives.
● Sales Cycle: Ability to maintain momentum and efficiently progress complex enterprise opportunities.
● Forecast Accuracy: Accuracy and reliability of revenue and pipeline forecasting.
● Client Retention & Expansion: Growth and continuity of strategic client relationships.

Values:
● Get stuff done
● Move fast with purpose
● Win with ideas
● Sweat the details
● Deliver great customer experiences
● Make your teammate successful

Perks:
● Health Insurance
● Kwench Library (Klib)
● Employee Assistance Program (Free Counseling Service)
● Hybrid Work Model
● Flexi Reimbursement Basket
● Paid Time off
● Level up your skills with company-based sponsorship.
● Tech reimbursement

Skills & Requirements

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