Job Title: Head of Strategic Accounts / Client Partner (IT Services)
About the Role
We are seeking a Head of Strategic Accounts / Client Partner to own and grow a portfolio of key enterprise clients. This role is responsible for driving account expansion, strengthening executive relationships, and aligning delivery with business outcomes.
This is a high-impact, revenue-owning role focused on account growth (farming), not pure hunting.
Key Responsibilities
- Own P&L responsibility for assigned enterprise accounts
- Drive year-over-year revenue growth through upselling and cross-selling services
- Identify and develop new opportunities across business units and stakeholders
- Build multi-threaded relationships across IT, business, and executive leadership
- Act as the primary executive point of contact for clients
- Establish trusted advisor relationships with CIOs, IT leaders, and business stakeholders
- Lead regular business reviews (QBRs, strategic roadmap discussions)
- Ensure high levels of client satisfaction and long-term retention
Sales & Delivery Alignment
- Partner closely with delivery, recruiting, and leadership teams to ensure successful execution
- Ensure proposals are aligned with delivery capabilities and margin expectations
- Proactively manage risks, escalations, and client expectations
- Drive offshore/onshore optimization strategies where applicable
Financial & Operational Ownership
- Manage account-level forecasting, pipeline, and reporting
- Ensure margin targets are met or exceeded
- Monitor utilization, billing, and overall account health
- Contribute to pricing strategy and contract negotiations
Qualifications
- 10+ years of experience in IT services / consulting sales or account management
- Proven experience managing and growing large enterprise accounts ($3M+ portfolio preferred)
- Strong understanding of enterprise IT environments (SAP, cloud, cybersecurity, or infrastructure services preferred)
- Demonstrated ability to expand accounts through cross-sell and upsell strategies
- Experience working closely with delivery and operations teams
- Excellent executive communication and stakeholder management skills
Preferred Background
- Experience with global delivery models (onshore/offshore)
- Prior roles such as:
- Client Partner
- Account Director
- Engagement Director
- Background in organizations such as large IT services firms or high-growth consulting companies
Compensation
- Competitive base salary + performance-based bonus
- Total compensation aligned with experience and account ownership scope
- Strong upside tied to account growth and performance
Why Join Us
- Opportunity to own and scale strategic enterprise accounts
- Direct impact on company growth and client success
- Collaborative environment bridging sales, delivery, and leadership
- High visibility with leadership team and clients enterprise relationships