Strategic Client Partner

Market:

USA – Fortune 500 / Global 2000 Consumer, Retail & CPG

Location:

Pune – Hybrid (In-office every Wednesday)

Working Hours:

12:00 PM – 9:00 PM IST

Experience:

10+ years

About the Role:

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

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.
• Own the end-to-end growth strategy for a portfolio of existing Fortune 500 and Global 2000 consumer, retail, and CPG accounts.
• Build strong relationships with senior client stakeholders and become a trusted advisor on their technology and AI priorities.
• 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.
• Lead executive-level conversations around AI transformation, Generative AI, Data & Analytics, Digital Transformation, and Enterprise Technology Strategy.

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.

4. Enterprise Sales & Deal Shaping

• Own opportunities from the initial client conversation through proposal, negotiation, and closure.
• Lead commercial discussions, proposals, pricing conversations, and negotiations.
• 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.
• Research account structures and identify high-value whitespace opportunities.

6. Account Planning & Pipeline Development

• Develop detailed strategic account plans for assigned Fortune 500 and Global 2000 clients.
• Build a qualified pipeline from scratch to support annual revenue targets.

7. Proposal, Commercial & Negotiation Management

• Lead the development of strategic proposals in collaboration with internal teams.
• Negotiate contracts while protecting business value and margins.

8. Cross-Functional Collaboration

• Work closely with Solution Architects, Delivery Leaders, Technology Teams, AI/Data Teams, Presales, Finance, Legal, Marketing, and Leadership.

9. Client Engagement & Executive Presence

• Represent the company with senior US enterprise clients.
• Lead executive briefings, business reviews, strategic workshops, and solution discussions.

10. Forecasting, Reporting & Revenue Ownership

• Own revenue and growth targets across the assigned client portfolio.
• Maintain accurate sales forecasts and opportunity stages.

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.
• Hands-on experience selling AI, data, digital transformation, and technology services.
• Excellent written and verbal English communication skills.

Skills & Competencies:

• Strategic account management and expansion.
• Enterprise technology sales.
• CXO relationship management.
• Consultative and value-based selling.
• AI and technology services sales.
• Commercial negotiation.
• Pipeline generation and management.

Nice to Have:

• Experience working specifically with consumer, retail, or CPG organizations.
• Experience with Generative AI and AI transformation programs.
• Experience working with cloud platforms, AI platforms, data platforms, CX platforms, and digital transformation partners.
• Experience developing multi-year strategic technology partnerships.

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.
• Deal Size: Ability to originate and close significant enterprise opportunities, including $500K+ deals.

You must take the necessary steps to safeguard the integrity, security, and confidentiality of shared confidential information.

Please share your cvs to Harish Karthik on [email protected]