Client Partner - Telecom (IT Services & Consulting Background)

Job Description

Key Responsibilities

• Client Partner for a Large Telecom Account – Own and grow a strategic Telecom client relationship across all IT Services & Consulting service lines , with responsibility for revenue growth, client satisfaction, and overall account strategy.
• Build C-Level Relationships – Develop and cultivate strong relationships with CIOs, CTOs, CDOs, CEOs, business leaders, and procurement executives across the client organization.
• Drive Account Growth & Share of Wallet – Identify whitespace opportunities, expand the service footprint, and increase year-over-year revenue and share of wallet across Digital, Cloud, Data & AI, Engineering, Applications, Infrastructure, and Managed Services.
• Lead Large Deal Pursuits – Identify, shape, and close large, complex, multi-year IT Services engagements , including Digital Transformation, Cloud Modernization, AI/GenAI, Data & Analytics, Customer Experience, Network Transformation, and Application Modernization.
• Own Revenue & P&L – Carry and consistently achieve multi-million-dollar annual revenue targets , while managing account profitability, commercial performance, and overall P&L responsibility.
• Develop Strategic Account Plans – Create and execute comprehensive account strategies, stakeholder maps, whitespace plans, revenue forecasts, and 3–5 year growth roadmaps aligned with the client's business and technology priorities.
• Lead Cross-Functional Pursuit Teams – Coordinate with sales, pre-sales, solution architects, delivery, consulting, alliances, and executive leadership to develop differentiated solutions and win strategic opportunities.
• Co-Create Transformation Roadmaps – Partner with telecom executives to understand business challenges and translate their priorities into long-term technology transformation programs and managed services opportunities .
• Expand Executive Sponsorship – Establish strong executive-to-executive relationships and create strategic partnerships that position the organization as a trusted transformation and technology partner .
• Drive Client Governance – Lead executive business reviews, account governance, QBRs, customer satisfaction initiatives, and escalation management to strengthen the overall client relationship.
• Market & Industry Leadership – Maintain deep knowledge of the Telecom industry and emerging priorities including 5G, OSS/BSS, Network Transformation, Cloud, AI/GenAI, Digital Engineering, Customer Experience, IoT, Data & Analytics, and Network Automation .

Qualifications

• 15+ years of experience in Enterprise Sales, Client Partner, Account Management, Business Development, or Consulting within IT Services & Consulting .
• Minimum 7+ years of experience managing large Telecom accounts in the North American market , preferably with a Tier-1 System Integrator / Global IT Services company.
• Proven track record of owning and growing large Telecom relationships , with demonstrated success in increasing revenue, expanding share of wallet, and acquiring new service opportunities.
• Strong existing relationships with C-level and VP-level executives across major North American Telecom organizations. A demonstrable executive network is highly preferred.
• Proven ability to originate, shape, negotiate, and close large multi-million-dollar, multi-year IT Services & Consulting deals .
• Deep understanding of Telecom business and technology priorities, including Network Transformation, 5G, OSS/BSS, Cloud, Digital Engineering, AI/GenAI, Data & Analytics, IoT, CX Transformation, and Managed Services .
• Demonstrated experience managing $25M+ annual revenue portfolios ; $50M+ account/P&L ownership is strongly preferred.
• Strong P&L, commercial, forecasting, pipeline management, and account planning experience.
• Exceptional C-suite communication, consultative selling, negotiation, presentation, and stakeholder management skills.
• Experience leading complex, cross-functional pursuits involving sales, consulting, solutioning, delivery, alliances, and executive leadership .
• Bachelor's degree in Engineering, Business, Computer Science, or a related field; MBA preferred .