Responsibilities
- Manage end-to-end relationships with client stakeholders at all levels, from technical leads to executive sponsors.
- Lead periodic business reviews to assess project performance, evolving needs, and strategic alignment.
- Serve as the client's internal voice, ensuring delivery teams focus on actual business outcomes beyond project scope.
- Advocate for innovative solutions using AI, automation, and emerging technologies to solve client challenges or create new opportunities.
- Proactively propose solutions by deeply understanding client business goals, not just reacting to requests.
- Collaborate with technical teams to design proposals that address real-world business problems.
- Identify and pursue growth within existing accounts through upselling, cross-selling, and introducing new services.
- Target new client acquisition by combining service offerings with industry-specific expertise.
- Work alongside sales teams to develop and execute account expansion strategies.
- Create and maintain strategic account plans that align client objectives with service capabilities.
- Develop and deliver proposals, statements of work, and engagement documentation.
- Detect potential risks early and implement mitigation strategies to prevent client attrition.
- Maintain oversight of all active projects through close coordination with delivery leads.
- Partner with delivery teams to ensure successful project execution and sustained client satisfaction.
- Stay informed on industry trends, competitive landscape, and emerging technologies, especially in AI and generative AI applications for software delivery.
- Share client feedback and market insights with internal teams to refine service offerings.
- Monitor and report on key account metrics such as revenue, pipeline health, project status, and satisfaction scores.
- Deliver accurate sales forecasts and pipeline updates for assigned account portfolio.
Requirements
- Minimum of 10 years in technology consulting or a related field, including at least 5 years with direct revenue responsibility.
- Proven history of retaining and expanding client accounts.
- Solid grasp of software development life cycles and delivery methodologies.
- Regular, hands-on use of AI tools such as ChatGPT, Claude, or Copilot in daily workflows.
- Experience managing nearshore or offshore delivery models.
- Exceptional communication, presentation, and negotiation skills across technical and executive audiences.
- Analytical thinker with strong problem-solving abilities.
- Self-motivated and accountable, capable of managing multiple accounts in a dynamic environment.
- Proficient in Salesforce for tracking and reporting.
- Experience serving mid-sized to large enterprise clients.
Nice to Have
- Knowledge of consulting frameworks such as value-based or solution selling.
- Industry expertise in healthcare, financial services, or media sectors.
Benefits
- Medical and dental insurance with partial employer coverage
- Long-term disability, life, and accidental death & dismemberment insurance (employee-paid)
- Paid time off
- 10 paid holidays annually
- RRSP with employer matching contributions
- Flexible work policy
Work Arrangement
Remote (Worldwide) — North America, Europe, Latin America, Asia
Responsibilities
- Own the relationship with key client stakeholders at every level, from engineering leads to executive sponsors.
- Conduct regular business reviews to stay ahead of evolving client needs, project health, and strategic direction.
- Act as the client’s advocate inside 3Pillar—ensuring delivery teams are aligned with what the client actually needs, not just what’s scoped.
- Bring a point of view on how technology, AI, automation, and emerging technologies can help clients solve problems, accelerate delivery, or unlock new product/business opportunities
- Understand client business objectives deeply enough to proactively recommend solutions, not just respond to requests.
- Work with solution architects and delivery managers to shape technical proposals that solve real business problems.
- Identify and pursue expansion opportunities within existing accounts—upselling, cross-selling, and introducing new 3Pillar services and offerings.
- Identify and pursue new logo opportunities leveraging our offerings in combination with industry focus
- Partner with the sales organization to develop and execute account growth strategies.
- Build and maintain account plans that map client objectives to 3Pillar capabilities.
- Prepare and present proposals, SOWs, and other engagement documentation.
- Spot risks early and develop strategies to address them before they become retention issues.
- Maintain visibility into all active projects across your accounts by staying in close partnership with your delivery counterpart
- Collaborate with delivery managers and technical leads to ensure projects land well and clients stay satisfied.
- Stay current on industry trends, competitive dynamics, and emerging technologies—particularly the evolving AI and GenAI landscape and its practical applications in software development and consulting.
- Feed market insights and client feedback back to internal teams to improve our offerings.
- Track and report on account metrics including revenue, pipeline, project status, and client satisfaction.
- Provide accurate forecasts and pipeline updates for your portfolio.
Required
- 10+ years of experience in technology consulting (or related), with at least 5 years with revenue-generating responsibilities.
- A track record of retaining and growing client accounts
- Strong understanding of software development lifecycles (SDLC) and delivery methodologies.
- Hands-on comfort with AI tools (e.g., ChatGPT, Claude, Copilot, or similar) in your daily work—you use them, not just talk about them.
- Experience with nearshore and/or offshore delivery models.
- Excellent communication, presentation, and negotiation skills—comfortable in a room with engineers and equally comfortable with executives.
- Analytical mindset with strong problem-solving skills.
- Self-directed and accountable, able to manage multiple accounts in a fast-paced environment.
- Proficiency with Salesforce
- Experience working with mid-size to large enterprise clients.
Preferred
- Familiarity with consulting frameworks or methodologies (e.g., value-based selling, solution selling).
- Domain expertise in healthcare, financial services or media
Benefits
- Medical & dental insurance - with employee contributions
- LTD, Life & AD&D insurance - employee paid
- Paid time off
- 10 Paid Holidays
- RRSP with Employer Matching
- Flexible work policy
Work Arrangement
Remote (Worldwide) — North America, Europe, Latin America, Asia
