The Client Director is a senior strategic sales leader responsible for managing 1–2 high-value global accounts within the Telecommunications sector, acting as the primary relationship owner and trusted advisor. This role will bring significant experience working with Telecommunications business' with a strong understanding of the regulatory, operational, and risk challenges facing the sector. The role drives multi-year account growth through exceptional engagement, value creation, and orchestration of internal resources. The Client Executive will carry a £5M–£10M annual quota and work in partnership with cross-functional stakeholders including Pre-Sales Architects, Customer Success Managers, Sales Specialists, and Marketing.
Strategic Account Ownership:
- Serve as the executive sponsor and primary point of contact for 1–2 of global strategic accounts within the Telcos sector.
- Align internal resources to co-develop tailored solutions.
Multi-Year Account Planning:
- Build and maintain detailed multi-year account plans, incorporating customer objectives, competitive intelligence, and a strategic roadmap for growth.
Customer Engagement & Executive Alignment:
- Develop deep, trusted advisor relationships with senior client stakeholders.
- Drive regular executive-level engagement and strategic business reviews.
Revenue Growth & Renewal Strategy:
- Identify and pursue opportunities for renewal, cross-sell, and upsell.
- Lead contract negotiations, renewals, and pricing discussions in collaboration with Legal and Finance.
Acquisition Expansion & Value- Based Solutioning:
- Lead efforts to expand footprint within the client through new use cases, divisions, or geographies.
- Collaborate with technical teams to design solutions aligned to client priorities and measurable outcomes.
Value-Based Solutioning:
- Collaborate with Pre-Sales and Technical Architects to design and position solutions that align with customer priorities and deliver measurable outcomes.
Internal Orchestration:
- Drive collaboration across internal teams (Customer Success, Sales Specialists, Product, Delivery, and Operations) to ensure solution alignment and customer success.
Forecasting & Reporting:
- Maintain accurate, up-to-date forecasts and deal progression in Salesforce.
- Proactively identify risk and opportunity areas in the pipeline.
Customer Advocacy:
- Champion customer needs internally, inform product and services evolution, and participate in executive briefings or advisory boards where appropriate.
Success Measures:
- Achievement of annual revenue and quota attainment (£5M–£10M).
- Year-over-year account growth and expansion into new business lines or regions.
- Customer retention, renewal rates, and Net Revenue Retention (NRR).
- Strategic alignment with client initiatives and satisfaction metrics (e.g., NPS, CSAT).
- Internal stakeholder feedback on collaboration, leadership, and execution.
Core Competencies
- Deep Telecoms expertise, including experience selling into and managing relationships within Telecommunications organisations.
- Strategic cross-functional leadership.
- Executive presence and stakeholder management.
- Solution selling and business case development.
- Opportunity origination and deal shaping.
- Cybersecurity services understanding.
Key Attributes
- Inspiring – Motivates teams and clients toward ambitious goals; creates momentum.
- Visionary & Strategic – Communicates the “art of the possible” and navigates complex client ecosystems with structured growth plans.
- Execution-Oriented – Demonstrates a strong closing mentality, accountability, and resilience in high-stakes environments.
- Collaborative & Inclusive – Aligns cross-functional teams effectively; promotes transparency, trust, and mutual accountability.
- Commercially Fluent – Balances customer success with profitability; understands value creation and enterprise dynamics.
- Integrity & Customer Advocacy – Operates with honesty, ethical selling, and a relentless focus on long-term client outcomes.
- Flexible Working: Balance your work and personal life with our flexible working options.
- Generous Holiday Allowance: Enjoy 25 days of holiday, plus bank holidays, with the option to buy up to 5 additional days of annual leave.
- Medicash & Critical Illness Scheme
- Financial & Investment Benefits: Enjoy peace of mind with our Pension, Life Assurance, and Share Save Scheme.
- Community & Volunteering Programmes: Make a difference in your community with our volunteering opportunities.
- Green Car Scheme: Drive green and save money with our eco-friendly car scheme.
- Cycle Scheme: Stay fit and healthy with our cycle-to-work scheme.
- Special Time Off: Take time off for those big moments in life, like getting married/entering into a civil partnership, becoming a grandparent, and welcoming home a new pet.
- Family Planning: Benefit from our generous maternity and paternity leave, as well as time off and support for those undergoing fertility treatments.
