Client Manager - Pulp & Paper
Radix, Houston, TX, United States
We are an international group of consultants united in the goal of helping our customers revolutionize their approach to business challenges with the use of digital technologies. Combining automation and software development with “traditional” engineering, the companies we work with are able to obtain visibility into their own operations and control.
Who We’re Looking For Though over 1,700 strong (and growing!), Radix operates like anything but a large company. When you join our company, you will help us as a
Client Manager - Pulp & Paper:
The Client Manager is responsible for leading Radix’s relationship with assigned clients, ensuring trust, continuity, and disciplined long-term growth.
Reporting to the VP of Sales within the CRO organization, the Client Manager acts as the Client Leader for designated accounts. This role owns the client relationship as a system—including executive engagement, strategic positioning, and growth orchestration, while Business Units retain ownership of pricing, technical proposals, delivery execution, and P&L.
The Client Manager does not manage delivery or close individual deals. Instead, the role ensures that Radix engages clients in a coherent, senior, and governed way, aligning internal teams to client priorities and enabling sustainable expansion over time.
Act as Client Leader for assigned clients, owning relationship health, trust, and strategic positioning.
Develop and maintain a client strategy and client vision and plan, aligned with Radix priorities and Radix’s long-term objectives.
Lead executive-level engagement with client stakeholders, ensuring appropriate seniority, consistency, and follow-through.
Identify, qualify, and prioritize growth opportunities within the client, balancing ambition with delivery capacity and risk.
Orchestrate internal teams—including Account Managers, Technical Sales, Strategic Partnerships, Practices, and Business Units—to ensure coordinated client engagement and disciplined pursuit execution.
Ensure opportunities are properly governed before execution, with pricing, margin, and delivery commitments owned by the appropriate Business Unit
Partner with Executive Sponsors (when assigned) to strengthen positioning, manage escalations, and support strategic expansion.
Lead client governance forums (e.g., QBRs), ensuring preparation, alignment, and follow-up in coordination with Business Units.
Monitor relationship health and risks, escalating issues early within the CRO governance model.
Provide regular visibility to the VP of Sales and CRO on client status, risks, and growth progress.
Required Qualifications
8–12 years of experience in enterprise client-facing roles within professional services, consulting, engineering, or complex B2B environments.
Demonstrated ability to manage complex client relationships and multiple stakeholders, influencing outcomes without formal authority.
Experience operating in matrixed organizations, coordinating sales, technical, and delivery teams.
Strong communication and relationship management skills, with comfort engaging senior client stakeholders.
Bachelor’s degree required; advanced degree or equivalent experience preferred.
Prior experience in consulting or transformation-oriented environments.
Exposure to multi-year, multi-program client engagements.
Familiarity with technology-enabled or digital transformation initiatives.
Success Measures
Relationship health and client trust
Retention and expansion readiness of assigned clients
Quality and governance of growth opportunities
Effectiveness of internal orchestration
Absence of unmanaged escalations or delivery surprises
ROLE-SPECIFIC ADDENDUM Position Context Radix has worked with some of the largest pulp and paper companies in the world, including International Paper, Georgia Pacific, and Westrock amongst others. We’re in growth mode and are expanding our commercial team. We’re specifically focusing on adding proven, commercially capable talent with market knowledge, enterprise client engagement acumen, digital trasnformation services delivery know-how, and existing client relationships to drive and have our own commercial relationships with our clients. This position will ensure enterprise clients in the pulp & paper industry and Radix achieve successful outcomes by paring client needs/objectives/strategy initiatives with Radix’ solutions and capabilities. Although the technical team will be responsible for technical proposal and delivery, the Client Manager will define where, why, how, and with whom we will succeed in assigned accounts and provide the necessary client specific insights to ensure commercial success. The Client Manager will be responsible for positioning Radix services across scopes ranging from short-term assessments, base system upgrades, technology roadmaps, multi-site improvement/optimization initiatives all the way to large-scale digital transformation initiatives. The ability to form and maintain a trusted advisory relationship with clients is paramount.
Required Domain / Industry Experience
Demonstrated commercial acumen – proven ability to engage with clients at the executive level (CEO/CIO/CDO/CFO, VP Innovation, VP Discruption, VP Supply Chain, VP Operations, VP Technology, etc) to position transformative enterprise deals
Experience engaging in both enterprise headquarters as well as experience traveling to and engaging with site personnel (plant manager, manager operations, operational excellence, etc).
Project based digital transformation Services Delivery sales experience
Pulp & Paper industry experience and relationships
Pulp and Paper network across ecosystem players
Pulp and Paper digital Technology Stack familiarity
Prior experience delivering digital transformation to the pulp and paper industry
Experience pursuing and closing multi-level, multi departmental deals
Experience pursuing and closing multi-month pursuit cycles
The Client Manager will be responsible for managing approximately 10-20 multi-billion dollar enterprise accounts.
US & Canada focus with some potential to engage European and other global clients
Focus on integrated pulp/paper/box plant clients
Experience with specialty paper is a plus but not strictly required
Technical or Capability Focus Examples:
Digital transformation execution know-how
Data platforms – historians such as Aveva PI, Aspen IP.21, Dataparc and view layers such as Pi Vision, ParcView, etc. Familiarty with MES layers, familiarty with process control and APC.
OT/IT integration – leveraging cloud solutions to drive enterprise value. Contextualization layers, cloud analytics,
Process/Energy optimization
Supply chain optimization
Success Profile for This Assignment The most successful candidates will have the ability to dream the deal and work with internal and external stakeholders to make it happen. Success will require going above and beyond to source deal flow and not rely exclusively on our marketing campaigns or inbound inquiries. Success in this assignment requires credibility with operations leaders, the ability to translate digital concepts into business value, and strong orchestration skills across technical and delivery teams.
Ideal but not strictly required
Pulp mill operations experience
Pulping Process know-how
Software Sales and Software Services experience from edge to plant to cloud.
Familiarty with AI/ML
Experience presenting at industry events
Contract Negotiation capability including Master Service Agreements
#J-18808-Ljbffr
Who We’re Looking For Though over 1,700 strong (and growing!), Radix operates like anything but a large company. When you join our company, you will help us as a
Client Manager - Pulp & Paper:
The Client Manager is responsible for leading Radix’s relationship with assigned clients, ensuring trust, continuity, and disciplined long-term growth.
Reporting to the VP of Sales within the CRO organization, the Client Manager acts as the Client Leader for designated accounts. This role owns the client relationship as a system—including executive engagement, strategic positioning, and growth orchestration, while Business Units retain ownership of pricing, technical proposals, delivery execution, and P&L.
The Client Manager does not manage delivery or close individual deals. Instead, the role ensures that Radix engages clients in a coherent, senior, and governed way, aligning internal teams to client priorities and enabling sustainable expansion over time.
Act as Client Leader for assigned clients, owning relationship health, trust, and strategic positioning.
Develop and maintain a client strategy and client vision and plan, aligned with Radix priorities and Radix’s long-term objectives.
Lead executive-level engagement with client stakeholders, ensuring appropriate seniority, consistency, and follow-through.
Identify, qualify, and prioritize growth opportunities within the client, balancing ambition with delivery capacity and risk.
Orchestrate internal teams—including Account Managers, Technical Sales, Strategic Partnerships, Practices, and Business Units—to ensure coordinated client engagement and disciplined pursuit execution.
Ensure opportunities are properly governed before execution, with pricing, margin, and delivery commitments owned by the appropriate Business Unit
Partner with Executive Sponsors (when assigned) to strengthen positioning, manage escalations, and support strategic expansion.
Lead client governance forums (e.g., QBRs), ensuring preparation, alignment, and follow-up in coordination with Business Units.
Monitor relationship health and risks, escalating issues early within the CRO governance model.
Provide regular visibility to the VP of Sales and CRO on client status, risks, and growth progress.
Required Qualifications
8–12 years of experience in enterprise client-facing roles within professional services, consulting, engineering, or complex B2B environments.
Demonstrated ability to manage complex client relationships and multiple stakeholders, influencing outcomes without formal authority.
Experience operating in matrixed organizations, coordinating sales, technical, and delivery teams.
Strong communication and relationship management skills, with comfort engaging senior client stakeholders.
Bachelor’s degree required; advanced degree or equivalent experience preferred.
Prior experience in consulting or transformation-oriented environments.
Exposure to multi-year, multi-program client engagements.
Familiarity with technology-enabled or digital transformation initiatives.
Success Measures
Relationship health and client trust
Retention and expansion readiness of assigned clients
Quality and governance of growth opportunities
Effectiveness of internal orchestration
Absence of unmanaged escalations or delivery surprises
ROLE-SPECIFIC ADDENDUM Position Context Radix has worked with some of the largest pulp and paper companies in the world, including International Paper, Georgia Pacific, and Westrock amongst others. We’re in growth mode and are expanding our commercial team. We’re specifically focusing on adding proven, commercially capable talent with market knowledge, enterprise client engagement acumen, digital trasnformation services delivery know-how, and existing client relationships to drive and have our own commercial relationships with our clients. This position will ensure enterprise clients in the pulp & paper industry and Radix achieve successful outcomes by paring client needs/objectives/strategy initiatives with Radix’ solutions and capabilities. Although the technical team will be responsible for technical proposal and delivery, the Client Manager will define where, why, how, and with whom we will succeed in assigned accounts and provide the necessary client specific insights to ensure commercial success. The Client Manager will be responsible for positioning Radix services across scopes ranging from short-term assessments, base system upgrades, technology roadmaps, multi-site improvement/optimization initiatives all the way to large-scale digital transformation initiatives. The ability to form and maintain a trusted advisory relationship with clients is paramount.
Required Domain / Industry Experience
Demonstrated commercial acumen – proven ability to engage with clients at the executive level (CEO/CIO/CDO/CFO, VP Innovation, VP Discruption, VP Supply Chain, VP Operations, VP Technology, etc) to position transformative enterprise deals
Experience engaging in both enterprise headquarters as well as experience traveling to and engaging with site personnel (plant manager, manager operations, operational excellence, etc).
Project based digital transformation Services Delivery sales experience
Pulp & Paper industry experience and relationships
Pulp and Paper network across ecosystem players
Pulp and Paper digital Technology Stack familiarity
Prior experience delivering digital transformation to the pulp and paper industry
Experience pursuing and closing multi-level, multi departmental deals
Experience pursuing and closing multi-month pursuit cycles
The Client Manager will be responsible for managing approximately 10-20 multi-billion dollar enterprise accounts.
US & Canada focus with some potential to engage European and other global clients
Focus on integrated pulp/paper/box plant clients
Experience with specialty paper is a plus but not strictly required
Technical or Capability Focus Examples:
Digital transformation execution know-how
Data platforms – historians such as Aveva PI, Aspen IP.21, Dataparc and view layers such as Pi Vision, ParcView, etc. Familiarty with MES layers, familiarty with process control and APC.
OT/IT integration – leveraging cloud solutions to drive enterprise value. Contextualization layers, cloud analytics,
Process/Energy optimization
Supply chain optimization
Success Profile for This Assignment The most successful candidates will have the ability to dream the deal and work with internal and external stakeholders to make it happen. Success will require going above and beyond to source deal flow and not rely exclusively on our marketing campaigns or inbound inquiries. Success in this assignment requires credibility with operations leaders, the ability to translate digital concepts into business value, and strong orchestration skills across technical and delivery teams.
Ideal but not strictly required
Pulp mill operations experience
Pulping Process know-how
Software Sales and Software Services experience from edge to plant to cloud.
Familiarty with AI/ML
Experience presenting at industry events
Contract Negotiation capability including Master Service Agreements
#J-18808-Ljbffr