Client Partner - Telecom (IT Services & Consulting Background)

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.