Senior Client Partner

Role Overview

• Directly lead and manage a portfolio of multiple accounts, typically $5-10M
• Build advisory relationships that result in business impact and revenue growth:
• Ability to understand our client’s business challenges and guide them to appropriately using the Horizontal methodology and solutions to drive business impact.
• Ability to network within a client organization; create, own and expand the senior and executive relationships within a clients’ organization.
• Ability to conduct and create opportunities for advisory conversations through the power of industry thought leadership, application of relevant case studies and best practices, and compelling business insights.
• Own the 360-degree view of our clients (their organization, remit, reporting structure, goals, and financing).
• Lead client mapping activities — ensuring client relationships are nurtured with the ideal personnel from Horizontal.
• Foster internal curiosity with our clients’ business, experience, technology and brand goals amongst the Horizontal team.
• Lead the successful onboarding of Horizontal to client and client to Horizontal, including project kickoff and a seamless transition to delivery leadership.
• Leverage your industry expertise to guide clients through the myriad of solutions and opportunities to ensure clients have the opportunity to make confident, informed decisions.
• Oversee customer satisfaction measurement for your portfolio of accounts and guide teams through improvement strategies when applicable.
• Partial billability (25-50%) when doing hands on strategy or delivery work.
• Drive organic growth and ensure account-level profitability:
• Ability to author and execute a strategic plan for each of your accounts, articulating, pursuing and landing opportunities to expand Horizontal’s footprint within the client organization.
• Ability to build stewardship with clients, acting as their strategic consultant, solidifying relationships and ensuring profitable YoY growth.
• Manage revenue closely, ensure all opportunities are accurately reflected and forecasted, and uphold annual commitments.
• Lead scope definition across multiple complex client accounts – including shaping ambiguous asks into proposals and contracts, including defendable statements of work, but with a focus on achieving mutually beneficial outcomes for client and consultancy.
• Maintain a thorough understanding of the Horizontal service offerings and partnerships to enable cross selling across capabilities and solutions — creating sustainable and diverse portfolios.
• Form strong partnerships with internal Horizontal capability teams:
• Inspire and support delivery excellence while representing the client voice to ensure we are meeting client expectations and driving outcomes.
• Partner on new business efforts in order to bring your industry expertise to set up new engagements for success.
• Partner with delivery and operations to ensure forecasts are clean and accurate.
• Produce case studies with capabilities teams to highlight business value delivered to our clients.

Requirements

• Exemplary stakeholder management and communication skills
• Proven experience in growing key and growth clients, of $5M+
• Ability to define and drive strategic vision and orchestrate and create consensus around ideas, concepts to then drive outcomes.
• Strong leadership and communication skills: ability to lead meetings and presentations with senior clients, as well as inspire, organize and create consensus around ideas, concepts and approaches internally.
• Experience in Healthcare, Financial Services, Travel & Hospitality, Manufacturing and/or CPG vertical preferred
• Industry expertise and experience for your relevant industry focus area.
• Experience with Sitecore, Optimizely, Contentstack and/or other composable DXP preferred.
• Strong financial acumen: skilled in forecasting and revenue management
• Bachelor's degree and minimum of 10 years of experience in a digital agency, consultancy or digital product development environment.

Tech Stack

• Sitecore