Client Partner / Account Director - Consumer & Enterprise Services

Position Overview

The Client Partner / Account Director is a senior leadership role responsible for owning, building, and growing a portfolio of 2–4 strategic accounts within ISG’s Consumer & Enterprise Services sectors. This role carries full accountability for revenue growth, client satisfaction, and executive-level relationship management.

Acting as a trusted advisor to C-level stakeholders, the Client Partner brings deep expertise in sourcing, technology delivery, and AI-driven transformation. The role is responsible for shaping client strategy, originating and closing complex deals, and ensuring the successful delivery of high-impact engagements across consumer-facing and enterprise service organizations.

Responsibilities

• Own end-to-end accountability for 2–4 strategic accounts within Consumer & Enterprise Services, including revenue growth, profitability, and client satisfaction
• Develop and execute multi-year account strategies aligned to client business priorities, including customer experience, operational efficiency, and digital transformation
• Identify, originate, and close large, complex consulting and sourcing engagements
• Drive sustained account expansion through cross-selling ISG’s full portfolio, including AI-led advisory, research, and managed services
• Build, own, and deepen relationships with C-level executives (CIO, CFO, COO, CDO, Chief Customer Officer, etc.)

ISG as a Strategic Partner

• Position ISG as a strategic partner across customer-centric transformation and enterprise service optimization initiatives
• Lead executive engagements including strategic workshops, QBRs, and transformation discussions
• Influence client investment decisions across sourcing, technology delivery, customer experience, and AI adoption

Ai & Sourcing Industry Leadership

• Deliver AI-driven insights and solutions
• Partner with ISG SMEs and practice leaders to deliver AI-driven insights and solutions
• Identify opportunities where AI enhances customer experience and operational efficiency

Sales Leadership & Deal Origination

• Own pipeline creation, qualification, and conversion within assigned accounts
• Mobilize global ISG teams to pursue and win strategic opportunities
• Achieve or exceed revenue and growth targets

Delivery Oversight & Client Success

• Provide executive oversight across all engagements within assigned accounts
• Ensure alignment between client expectations and ISG delivery teams
• Manage risks, escalations, and client concerns at the executive level
• Drive high-quality outcomes and long-term partnership value

Internal Leadership & Market Contribution

• Act as the central point of coordination across sales, advisory, research, and delivery teams
• Mentor and guide junior team members
• Contribute to ISG’s presence through thought leadership and client engagement

Required Skillsets

• 12–15+ years of experience in consulting, account leadership, or sales
• Proven track record managing strategic accounts with revenue responsibility
• Experience engaging C-level executives
• Strong understanding of sourcing strategies and technology delivery models
• Working knowledge of AI trends in sourcing and delivery
• Demonstrated success closing complex deals
• Experience in Consumer industries and/or Enterprise Services
• Experience in consulting or advisory firms
• Exposure to AI-led transformation and automation

Key Competencies

• Executive presence and influence
• Strategic account leadership
• Commercial acumen
• AI and sourcing thought leadership
• Relationship management

Success Metrics

• Revenue growth and profitability
• Strength of C-level relationships
• Pipeline and deal conversion
• Client satisfaction and retention
• Delivery success and business impact

Education

Bachelor’s degree in Business, IT, or related field (MBA preferred)