About the role
TechBlocks is seeking a commercially driven Client Partner to own the financial performance, retention, growth, and client experience of strategic enterprise accounts across North America. You will be accountable for meeting revenue commitments, protecting gross margins, expanding existing business, and maintaining strong client relationships.
This role combines executive relationship management with hands-on account operations. You’ll build multi-year account plans and work with Engineering, Delivery, Finance, Talent Acquisition, and Resource Management to align staffing, delivery commitments, and commercial decisions across a North America–India delivery model.
Key responsibilities
Revenue attainment and margin protection
- Own quarterly and annual revenue commitments, account-level P&L, gross margins, and profitability. Maintain accurate revenue forecasts and align financial plans with upcoming delivery and staffing needs.
- Monitor utilization, staffing fulfilment, billing, and contractual commitments. Address margin erosion caused by unbilled work, scope creep, delayed onboarding, or inefficient staffing.
- Partner with Delivery, Finance, Talent Acquisition, and Resource Management to align staffing with client demand and optimize the onshore and offshore delivery mix.
- Manage the commercial lifecycle, including renewals, statements of work (SOWs), extensions, change requests, purchase orders, and invoicing. Maintain commercial discipline across fixed-price, time-and-materials, managed services, and outcome-based engagements.
Account retention and growth
- Build trusted relationships with CIOs, CTOs, CDOs, CPOs, and business-unit leaders. Understand their priorities, investment plans, and decision-making processes.
- Develop multi-year account plans that identify renewal risks, competitive threats, and opportunities to expand across business units, technology functions, and geographies.
- Protect existing revenue through early renewal planning and regular executive engagement. Take ownership of commercial or relationship issues that could affect retention or growth.
- Identify and pursue cross-sell and upsell opportunities across AI-native engineering, data platforms, cloud modernization, and platform engineering. Present these capabilities in the context of the client’s business priorities.
- Work with Engineering and Delivery to scope qualified opportunities, shape proposals, and convert them into signed SOWs and realized revenue.
Client satisfaction and advocacy
- Own client satisfaction and relationship health across assigned accounts. Use executive check-ins, delivery reviews, and formal feedback to track Customer Satisfaction (CSAT) and Net Promoter Score (NPS).
- Lead quarterly business reviews focused on business outcomes, value delivered, upcoming priorities, and areas for improvement.
- Identify early signs of dissatisfaction and work with Delivery and Practice leaders to agree on corrective actions, assign owners, and follow through to resolution.
- Maintain an account health scorecard covering client feedback, delivery performance, financial performance, and retention risk. Develop client advocates who can support references, case studies, and executive introductions.
Required Qualifications
- 15+ years of experience in IT professional services, digital engineering, technology consulting, or global technology services organizations.
- Minimum 10+ years in a senior Client Partner, Account Director, Client Success, or Enterprise Account Management role with direct commercial accountability.
- Demonstrated experience managing enterprise accounts or portfolios generating USD 10M+ in annual revenue.
- Proven ownership of revenue targets, gross margin performance, account profitability, and commercial governance.
- Strong track record of retaining and growing strategic enterprise accounts through cross-selling, upselling, and executive relationship development.
- Experience operating within global delivery models spanning North America and India.
- Strong understanding of engineering services, cloud platforms, AI/ML, data engineering, application modernization, and digital transformation.
- Demonstrated ability to manage client escalations, establish structured governance, and improve customer satisfaction.
- Strong financial acumen, including account P&L management, forecasting, pricing, resource economics, and contract management.
- Ability to engage effectively with C-suite executives while remaining hands-on with account operations and execution.
- Highly organized, data-driven, commercially astute, and comfortable managing multiple complex enterprise engagements.
Preferred Background
- Experience with digital engineering, product engineering, or AI/data services firms serving Fortune 500 clients.
- Exposure to enterprise customers in Financial Services, Retail, Utilities, Healthcare, or ISV sectors.
- Experience managing accounts with significant offshore engineering delivery operations.
- Prior responsibility for account-level P&L, revenue retention, and customer satisfaction metrics.
