The Global Client Partner owns a limited portfolio of strategically critical global accounts and acts as the single point of commercial accountability for each one: end to end, from executive relationship through contract and renewal. This role leads executive engagements, coordinates global account strategies, and drives long-term growth across geographies, business units, and service lines, partnering closely with regional leadership and with solution and delivery teams who own their own areas of expertise.
Key KPIs
- Book of business owned
- Revenue retention
- Net revenue growth
- Cross-sell and upsell contribution
- New logo contribution
- Pipeline coverage
- Forecast accuracy
- Active account coverage
- Global expansion penetration
- Strategic account execution
Key responsibilities
- Own and grow a portfolio of high-value global strategic accounts, acting as the single point of commercial accountability across the account's full lifecycle.
- Lead executive engagement and build trusted relationships with C-level and senior business stakeholders across the client organization on commercial and strategic matters.
- Build and execute multi-year account strategies, driving renewal, upsell, cross-sell, and new-logo growth across regions, business units, and service lines.
- Maintain a single rolling pipeline and forecast view across the account's full growth ambition, rather than managing deals in isolation.
- Lead complex commercial discussions, including pricing strategy, contract negotiations, and large-scale expansion initiatives.
- Own business excellence for the account: forecast accuracy, account health and risk management, and quarterly business review discipline.
- Partner closely with regional leadership, solution/capability leaders, and delivery teams to align strategy and execution. You set commercial direction while trusting them to own their functional expertise.
- Serve as the executive escalation point for the account, resolving critical-path risks and cross-functional or cross-regional blockers.
- Confirm sign-off on go-to-market, marketing, and enablement content before external use, and stay closely engaged on solution and technical direction without owning the drafting or delivery execution.
- Represent HTEC at the highest executive level with clients and internal leadership.
Success profile
- Deep experience in enterprise services and global account leadership.
- Strong record of growing accounts across regions and business units.
- Excellent executive-level influence, negotiation, and commercial deal-structuring skills.
- Comfortable holding a single point of accountability across a complex, multi-stakeholder account team and being able to set commercial direction while trusting delivery and solution experts to own their own domains.
- Comfortable earning the confidence of highly autonomous, technically deep, delivery-embedded specialists (e.g., Forward Deployed roles). Has enough credibility and fluency to direct commercial and account strategy without needing to out-engineer them.
- Enough fluency in delivery economics and solution narrative to negotiate credibly, without needing to author either.
- Strategic commercial thinking with operational discipline.
Qualifications
- Bachelor’s degree in a relevant field; MBA or advanced degree a plus.
- 10–15+ years leading large, complex services engagements and executive relationships having demonstrated impact and account complexity matter as much as tenure.
- Track record with global or multi-region enterprise clients.
- Experience operating inside a matrixed, multi-geography commercial structure, with a track record of resolving overlapping account and territory claims.
- Demonstrated success managing a substantial book of business ($15m+).