Client Partner

Tata Consultancy Services; Owings Mills (MD); On-site; USD 191,000 - 259,000; Full time

Job summary

Tata Consultancy Services in Owings Mills, MD seeks an experienced Account Director to lead strategic client relationships across a portfolio, drive growth and ensure delivery governance. You will align capabilities with client priorities and manage multi-year engagements.

The role requires 18+ years in IT services, strong enterprise client experience, and proven leadership in account management, PMO governance, and negotiations.

Qualifications

• 18+ years in IT services, consulting, banking technology, or related industries.
• Strong experience managing large enterprise clients.
• Prior experience in Account Management, Business Relationship Management, Delivery Management, or Sales Leadership.

Responsibilities

• Strategic Client Relationship Management: Serve as the primary executive contact for key client stakeholders.
• Business Growth & Revenue Management: Drive account growth through new opportunities, cross-selling, and up-selling; develop and execute account growth plans.
• Delivery Governance & Oversight: Oversee program and project delivery across the client portfolio; manage risks and governance reviews; coordinate with delivery leaders.
• Executive Stakeholder Engagement: Conduct executive business reviews; present transformation roadmaps and strategic initiatives; align capabilities with client priorities.
• Financial & Commercial Management: Manage account P&L; review budgeting and forecasting; support contract negotiations and extensions; ensure profitability.
• Transformation & Innovation: Bring industry trends and AI/digital transformation opportunities; sponsor modernization and create value propositions.
• Core Duties: Manage strategic client relationships and executive engagement; own account growth, revenue, profitability; oversee delivery governance; develop plans; identify opportunities; lead negotiations; coordinate teams; manage escalations; drive innovation; mentor cross-functional teams.
• Required Skills: Executive stakeholder management; Account management; Business development; Financial management/P&L ownership; IT services and consulting knowledge; Negotiation and influencing skills; Program and delivery governance; Strategic planning and leadership.

Skills

Executive stakeholder management

Account management

Business development

Financial management/P&L ownership

IT services and consulting knowledge

Negotiation and influencing skills

Program and delivery governance

Strategic planning and leadership

Job description

Job Description

Serve as the primary executive contact for key client stakeholders.

Build trusted advisor relationships with C-Suite and Senior business leadership.

Understand the client's business strategy, challenges, and goals.

Influencing decision-makers

Acting as a strategic advisor to the client

• Business Growth & Revenue Management

Drive account growth through new opportunities, cross-selling, and up-selling.

Develop and execute account growth plans.

Own revenue, margin, and profitability targets for the account.

Identify and pursue new business opportunities.

• Delivery Governance & Oversight

Oversee program and project delivery across the client portfolio.

Manage risks, escalations, and governance reviews.

Coordinate with delivery leaders and solution teams.

• Executive Stakeholder Engagement

Conduct executive business reviews.

Present transformation roadmaps and strategic initiatives.

Align TCS capabilities with client business priorities.

Influence decision-makers and strengthen partnership value.

• Financial & Commercial Management

Manage account P&L (Profit & Loss).

Review budgeting, forecasting, and revenue realization.

Support contract negotiations, renewals, and extensions.

Ensure commercial compliance and profitability.

• Transformation & Innovation

Bring industry trends, technology solutions, and innovation opportunities to clients.

Sponsor modernization, cloud, AI, automation, and digital transformation initiatives.

Create value propositions and strategic roadmaps.

Core Duties:

Manage strategic client relationships and executive engagement.

Own account growth, revenue, and profitability.

Oversee delivery governance and customer satisfaction.

Develop account plans and business strategies.

Identify and close new opportunities.

Lead contract negotiations and renewals.

Coordinate with delivery, solution, and sales teams.

Manage escalations and ensure successful issue resolution.

Drive innovation and digital transformation initiatives.

Lead and mentor cross-functional account teams.

Required Skills:

Executive stakeholder management

Account management

Business development

Financial management/P&L ownership

IT services and consulting knowledge

Negotiation and influencing skills

Program and delivery governance

Strategic planning and leadership

Qualifications:

18+ years in IT services, consulting, banking technology, or related industries.

Strong experience managing large enterprise clients.

Prior experience in Account Management, Business Relationship Management, Delivery Management, or Sales Leadership.

Key Responsibilities:

• Strategic Client Relationship Management

Serve as the primary executive contact for key client stakeholders.

Build trusted advisor relationships with C-Suite and Senior busin ess leadership.

Understand the client's business strategy, challenges, and goals.

Influencing decisionmakers

Acting as a strategic advisor to the client

• Business Growth & Revenue Management

Drive account growth through new opportunities, cross-selling, and up-selling.

Develop and execute account growth plans.

Own revenue, margin, and profitability targets for the account.

Identify and pursue new business opportunities.

• Delivery Governance & Oversight

Oversee program and project delivery across the client portfolio.

Manage risks, escalations, and governance reviews.

Coordinate with delivery leaders and solution teams.

• Executive Stakeholder Engagement

Conduct executive business reviews.

Present transformation roadmaps and strategic initiatives.

Align TCS capabilities with client business priorities.

Influence decisionmakers and strengthen partnership value.

• Financial & Commercial Management

Manage account P&L (Profit & Loss).

Review budgeting, forecasting, and revenue realization.

Support contract negotiations, renewals, and extensions.

Ensure commercial compliance and profitability.

• Transformation & Innovation

Bring industry trends, technology solutions, and innovation opportunities to clients.

Sponsor modernization, cloud, AI, automation, and digital transformation initiatives.

Create value propositions and strategic roadmaps.

Core Duties

Manage strategic client relationships and executive engagement.

Own account growth, revenue, and profitability.

Oversee delivery governance and customer satisfaction.

Develop account plans and business strategies.

Identify and close new opportunities.

Lead contract negotiations and renewals.

Coordinate with delivery, solution, and sales teams.

Manage escalations and ensure successful issue resolution.

Drive innovation and digital transformation initiatives.

Lead and mentor cross-functional account teams.

Required Skills

Executive stakeholder management

Account management

Business development

Financial management/P&L ownership

IT services and consulting knowledge

Negotiation and influencing skills

Program and delivery governance

Strategic planning and leadership

Qualifications:

18+ years in IT services, consulting, banking technology, or related industries.

Strong experience managing large enterprise clients.

Prior experience in Account Management, Business Relationship Management, Delivery Management, or Sales Leadership.

Salary Range: 191400-258900 a year