Client Partner:

Executive Search Mandate - Confidential

Role: Client Partner

Location: Mumbai

Experience: 20+ Years

Reporting Line: Business Unit / Sector Leadership

About the Organization:

Our client is a global technology services and consulting organization with a diversified portfolio spanning digital transformation, cloud, cybersecurity, analytics, application services, and IT infrastructure management. Operating across multiple geographies, the organization partners with large enterprises across BFSI, healthcare, manufacturing, insurance, and the public sector to modernize technology estates and drive measurable business outcomes. It is recognized for deep domain expertise, long-standing client relationships, and a strong delivery backbone spanning onshore, nearshore, and offshore models.

Role Purpose:

The Client Partner leads the client relationship at a strategic account, driving profitable growth through close collaboration with the customer and internal delivery teams. The Client Partner is accountable for ensuring an excellent customer experience, building the strategic account plan across the technology stack, and working with Delivery to shape the optimal solutioning and delivery approach. The role carries direct accountability for profitable growth through upsell and cross-sell of the organizations strategic offerings, and for bringing together the wider network of experts to optimize outcomes for the account.

Key Responsibilities:

Focus on Customers:

- Owns customer relationship management across the entire account, across all offerings, ensuring satisfaction through delivery on commitments, innovation, and becoming a trusted partner to the client.

- Establishes and personally maintains strong, credible relationships with key IT and business executives at the CXO level.

- Focuses on senior business management challenges and strategy, acting as the trusted advisor and representing the organization at the highest levels of the account.

- Functions as the business partner to the account - effectively an extension of the customers executive management team.

- Builds and sustains high customer loyalty, trust, and integrity, as reflected in relationship health surveys and account reviews.

- Leverages existing engagements to identify and grow new business, driving on-going profitable revenue growth.

- Deploys the full breadth of the organizations portfolio to add significant value to the customers business, improve account profitability, and expand share of wallet.

Seize the Market:

- Owns profitable growth of the account across all offerings; leads strategic account planning and the growth framework, partnering across the organization to deliver year-on-year growth.

- Coordinates with operations and sales teams to ensure customer intimacy and a consistent client experience.

- Builds, monitors, and orchestrates the sales pipeline - advancing, investing in, or divesting opportunities - and generates break-through initiatives, securing client and internal buy-in for strategic programs.

- Nurtures opportunities that move the relationship up the value stack, extending share of wallet by representing the full portfolio of products and services.

- Understands the clients overall business to engage in solutioning across the full customer portfolio.

- Proactively helps shape the clients business and IT strategy.

- Builds long-term growth opportunities using established account planning processes and tools.

Ideal Candidate Profile:

- 20+ years of experience in IT services / technology consulting, with a proven track record in account management or client partnership roles.

- Demonstrated experience managing a large, complex account within the financial services domain, preferably banking.

- Strong solutioning mindset - able to translate business challenges into technology-led solutions in partnership with Delivery.

- Proven ability to build and sustain relationships with very senior stakeholders, including CXO-level executives.

- Sound understanding of both technology and the banking / BFSI domain, with credibility to engage on business and IT strategy.

- Track record of driving profitable account growth through upsell, cross-sell, and new business origination.

- Strong executive presence, commercial acumen, and the ability to operate as a trusted advisor and de facto extension of the clients leadership team.