Principal Client Partner

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 inside 3Pillar — ensuring delivery teams are aligned with what the client actually 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 3Pillar services and offerings.
• Actively position, propose, and sell 3Pillar's 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 3Pillar 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.