Sales Client Partner

About the role

Orion Innovation is a premier, award-winning, global business and technology services firm. Orion delivers game-changing business transformation and product development rooted in digital strategy, experience design, and engineering, with a unique combination of agility, scale, and maturity. We work with a wide range of clients across many industries including financial services, professional services, telecommunications and media, consumer products, automotive, industrial automation, professional sports and entertainment, life sciences, ecommerce, and education.

Responsibilities

• Develop and execute strategic account plans, identify whitespace and create multi-year growth strategies.
• Build trusted-advisor relationships with CIOs, CTOs, business executives and other senior stakeholders.
• Understand the client's business strategy and translate business priorities into technology transformation and services opportunities.
• Apply consultative/value-based selling skills, with the ability to articulate measurable business outcomes rather than simply sell technology capabilities.
• Own account revenue, growth, margin, pipeline, forecasting and commercial performance.
• Work with SOWs, MSAs, renewals, pricing, negotiations and commercial structuring.
• Partner with delivery leadership to ensure client satisfaction, delivery quality, retention and expansion.
• Lead QBRs/EBRs, executive governance, escalations and account-level client communications.
• Orchestrate cross-functional teams across sales, delivery, engineering, architecture, practices, talent and alliances to deliver a unified client experience.

Requirements

• 8–10 years of overall technology services sales experience, with a strong track record of selling technology services and solutions to enterprise clients.
• 5+ years of strategic account management experience, including account mining, account planning, stakeholder management and revenue growth.
• Experience managing relationships with CIOs, C-suite/Level-1 technology leaders and business stakeholders is required.
• Proven experience managing $5M+ annual client revenue, with accountability for revenue growth, pipeline, forecasting and commercial performance.
• Strong experience working with delivery organizations, with the ability to identify client needs, shape opportunities and lead them through the complete sales cycle—from opportunity identification and qualification through solutioning, proposal, negotiation and SOW signature.
• Ideally, 2–3 years of software/application development experience early in the career.
• Candidates who have progressed from software engineering → presales/solutioning → sales/account management are particularly desirable