[Hiring] Senior Principal Client Partner @Three Pillars

Role Description

Seeking a Senior Principal Client Partner to own and grow a portfolio of accounts with true founder-level ownership. This is a role for someone who runs their own book like a business — driving revenue growth across both existing accounts and new logos, with the agency and hustle to make things happen without a lot of structure around them.

What You'll Do:

• Own the Business, Not Just the Relationship
  • Run a multi-account plan with full ownership of growth, retention, and strategic direction targeting double-digit annual revenue growth across your book.
  • Own the relationship with key client stakeholders at every level, from engineering leads to C-level executives — building and managing genuine executive relationships over time, not just transactional access.
  • Act as the client's advocate ensuring delivery teams are aligned with what the client needs, not just what's scoped.
  • Conduct regular business reviews to stay ahead of evolving client needs, project health, and strategic direction.
• Grow the Portfolio
  • Identify and pursue expansion opportunities within existing accounts — upselling, cross-selling, and introducing new services and offerings.
  • Actively position, propose, and sell AI-native and agentic service offerings as a core part of your growth motion — this is revenue you own, not just a point of view you share.
  • Identify and pursue new logo opportunities, leveraging your domain expertise and network.
  • Build and execute account and territory plans that map client objectives to capabilities with real agency — you decide how to win the account, not just execute a playbook.
  • Prepare and present proposals, SOWs, and other engagement documentation.
  • Partner with the broader sales organization on account growth strategy but operate independently as the primary driver of your book.
• Bring Real Expertise
  • Bring a genuine point of view — grounded in BFSI or healthcare domain depth, or deep technical expertise — on how technology, AI, automation, and agentic services 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.
  • Stay current on industry trends, competitive dynamics, and emerging technologies — particularly the evolving AI and agentic landscape and its practical applications in software development and consulting.
  • Feed market insights and client feedback back to internal teams to improve our offerings.
• Delivery Partnership
  • 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, spotting risks early and addressing them before they become retention issues.
• Forecasting & Account Intelligence
  • Own accurate, account-level revenue and pipeline forecasting for every account in your book.
  • Build and maintain relationship maps across your accounts — know who the decision-makers and influencers are, and where you have (and don't have) real coverage.
  • Track and report on account health: revenue, pipeline, project status, and client satisfaction.

Qualifications

• 10+ years in technology consulting (or related), with at least 5 years carrying direct revenue-generating responsibility for a book of business.
• High agency and hustle, a self-starter with a real motor, comfortable building pipeline and closing without a lot of structure around you.
• Track record from a technology consultancy or services firm of a similar scale and culture, we're looking for people who've operated in a fast-moving, entrepreneurial services environment.
• Domain expertise in BFSI or healthcare, or deep technical expertise (architecture, platform, or engineering background); direct exposure to agentic services or AI-native delivery is a strong plus.
• A track record of driving double-digit growth across both existing accounts and new logos.
• Strong, established C-level relationships and a demonstrated ability to build and manage executive relationships over time.
• Strong understanding of software development lifecycles (SDLC) and delivery methodologies, including nearshore and/or offshore delivery models.
• 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.
• Excellent communication, presentation, and negotiation skills — equally comfortable in a room with engineers and with executives.
• Proficiency with Salesforce.
• Based on the East Coast of the United States; able to travel up to ~25–30%, primarily short-day trips to client sites.
• Bonus: comfortable creating thought leadership content (POVs, articles, talks) that builds your credibility and the company’s presence in market.