Principal Client Partner

This is a fully remote position, open to applicants in California.

📋 Description

• Manage a portfolio of enterprise technology accounts while also developing new accounts.

• Focus on approximately 60% new business development and 40% growth within the existing portfolio.

• Create a self-sourced pipeline targeting specific accounts to secure new logos.

• Increase annual revenue from the current client base.

• Collaborate with solution architects and delivery leaders to outline engagements, price for margin, and draft as well as defend proposals.

• Ensure accuracy in forecasting, pipeline coverage, and gross margin for sold projects.

• Oversee executive relationships, quarterly business reviews (QBRs), renewals, and extensions.

• Achieve $900K–$1.2M in new-logo bookings from a minimum of three new clients in the first year.

• Generate at least $600K in new business as revenue within the current year.

• Aim for a 15% year-over-year growth in the existing portfolio, expanding at least three accounts beyond their initial entry points.

• Maintain total portfolio revenue between $2.4M and $2.8M, with a blended gross margin of no less than 38%, while meeting quarterly pipeline coverage targets.

⛳️ Requirements

• A minimum of 7 years in selling technology consulting services that involve scoped statements of work (SOW) and project engagements.

• Proven track record in acquiring new logos, including cold accounts and the strategies employed.

• Experience with deals ranging from $250K to over $2M, involving multi-stakeholder buying cycles that engage technology leaders, business sponsors, and procurement teams.

• Technical proficiency adequate to shape the scope of projects.

• Familiarity with at least one of the following areas: data and analytics, AI/ML delivery, cloud and platform modernization, ERP, or application development.

• A history of meeting and exceeding sales targets, particularly with a significant variable component.

• Must reside in the United States.

• Candidates must have authorization to work for any employer in the U.S.; employment visa sponsorship is not available.

• Conversational skills in Spanish are a plus but not mandatory.

• Experience in nearshore or blended U.S./Mexico delivery-model sales is advantageous.

• Established relationships in target industries are a plus.

• Experience with Managed Service Provider (MSP) and Vendor Management System (VMS) programs is beneficial.

• Prior sales experience in AI and data platform engagements is a plus.

🏝️ Benefits

• Equal Opportunity Employer dedicated to promoting a diverse and inclusive workplace.

• Accommodation for the application process is available upon request.