Client Partner (CBS)

Coastal; United States; Hybrid; USD 180,000 - 240,000; Full time

Benefits offered by this job

Flexible working hours

401K with company match

Unlimited Paid Time Off

Medical, Vision, Dental coverage

Education reimbursements

Job summary

Coastal is seeking an experienced Enterprise Client Partner (CBS) in the United States. This hybrid, seller-doer role combines net-new enterprise bookings with strategic advisory post-sale, engaging with C-suite stakeholders across Retail, CPG, Travel, and Professional/Business Services.

Deep Salesforce and CBS-domain experience is essential for leading multi-year, multi-million-dollar programs. You will co-sell with Salesforce and TCS, drive whitespace, and maintain tight executive governance.

Qualifications

• 15+ years of enterprise consulting and commercial leadership in Salesforce or enterprise IT services.
• Proven track record closing multi-year, multi-million-dollar programs.
• Hybrid Seller-Doer with accountability for bookings and billable utilization.

Responsibilities

• Lead enterprise bookings across Tier-1 CBS accounts with multi-year digital transformation pursuits.
• Co-sell with Salesforce leadership in a paired-coverage model and align with TCS.
• Originate whitespace and structure commercial deals with a focus on margin.
• Maintain pipeline in Salesforce and forecast long-cycle pursuits.
• Serve as executive sponsor and guide C-suite executives through roadmaps.

Skills

Enterprise sales

C-suite relationships

Hybrid seller-doer

Salesforce ecosystem

Billable advisory

Education

Bachelor's degree or equivalent

Tools

Salesforce

Snowflake

Tableau

MuleSoft

ERP integrations (SAP/Oracle)

Job description

Client Partner (CBS)

We are looking for an experienced Enterprise Client Partner to accelerate our growth across Consumer & Business Services (CBS) enterprise accounts. As a wholly owned subsidiary of TCS, one of the world’s largest global IT consultancies, Coastal combines high-touch boutique agility with unmatched enterprise scale, credibility, and reach. This is a hybrid "seller-doer" executive role: you will own net-new enterprise logo pursuits and major account expansion across CBS while remaining part-billable (typically 25%–35% target utilization) as a strategic executive advisor and steering committee lead on key customer engagements. You will not simply close deals and hand them over; you will partner closely with TCS and Salesforce leadership to win transformative programs and stay strategically embedded post-sale to drive high-value advisory roadmaps, executive governance, and long-term customer lifetime value. The ideal candidate possesses deep roots in the Salesforce ecosystem, deep understanding of the CBS sector (including Retail, Consumer Packaged Goods, Hospitality, Travel, and Professional/Business Services), and familiarity with adjacent enterprise architectures (such as ERP, Snowflake, MuleSoft, and Tableau). You understand that winning and retaining Tier-1 CBS enterprise accounts requires a blend of industry credibility, commercial rigor, C-suite relationship building, and hands‑on consulting leadership.

Role Responsibilities:

Commercial Growth & Co-Selling Motion (~65%–75% Focus)

• Drive Enterprise Bookings: Own and execute go-to-market pursuit strategies across Tier-1 CBS enterprise accounts (Retail, CPG, Travel/Hospitality, Logistics, and Professional/Business Services), managing complex, multi-million-dollar, multi-year digital transformation pursuits.
• TCS & Salesforce Alignment: Co-sell closely with Salesforce leadership (Enterprise RVPs, AEs, and Industry Solution Advisors across Commerce Cloud, Marketing Cloud, Data Cloud, Revenue Cloud, and Service Cloud) and align in a joint, paired-coverage model("two-in-a-box") with TCS Client Partners to position Coastal as the dedicated Salesforce Center of Excellence.
• Whitespace Origination: Leverage TCS’s vast global footprint to identify and capture Salesforce and data transformation whitespace within established CBS enterprise accounts.
• Commercial Deal Structuring: Lead pursuit strategy, proposal development, commercial modeling, and SOW architecture in close collaboration with Pre-Sales and Delivery Leadership, ensuring deal economics reflect delivery realities and margin targets.
• Pipeline & Forecasting: Maintain disciplined pipeline management within Salesforce, accurately forecasting long-cycle enterprise pursuits, software influence, and professional services revenue.
• Executive Relationship Building: Establish and nurture relationships with C-level stakeholders (CIOs, CTOs, CROs, CMOs) across CBS enterprises, guiding them through strategic decision-making and digital transformation roadmaps.

Billable Delivery & Executive Advisory (~25%–35% Target Utilization)

• Lead Paid Strategic Roadmaps & Discovery: Lead billable, paid advisory engagements (e.g., 4- to 6-week "True North" roadmaps, enterprise operating model assessments, Lead-to-Cash and omnichannel fulfillment process optimizations, unified commerce roadmaps, and platform rationalization studies) ahead of large-scale implementations.
• Executive Steering Committee Governance: Serve as the named, billable Executive Sponsor / Engagement Director on high-stakes programs, leading monthly and quarterly executive steering committees with client executives.
• Delivery-to-Expansion Continuity: Maintain regular, billable strategic advisory check-ins with client sponsors during implementation to bridge pre-sales commitments with actual delivery execution, protecting project health and identifying Phase 2+ expansion opportunities.
• C‑Suite Advisory: Serve as an embedded, trusted transformation advisor for client executives navigating enterprise-scale platform consolidation, AI-driven workflows (Agentforce), and data modernizations across modern omnichannel, direct-to-consumer, and B2B service business models.

Experience/Skills Required:

• 15+ years of enterprise consulting & commercial leadership within the Salesforce ecosystem or enterprise IT services, with deep domain experience in Consumer & Business Services (CBS) (Retail, CPG, Travel/Hospitality, or Professional/Business Services) and a proven track record of closing and governing multi-million-dollar, multi-year programs.
• Demonstrated "Seller-Doer": Proven experience in a hybrid role (Client Partner, Managing Director, Practice Lead, or Principal) where you carried accountability for both an enterprise bookings quota and billable client utilization.
• Enterprise Platform & Multi-Cloud Fluency: Strong architectural understanding of enterprise-grade Salesforce solutions (Core Cloud, Revenue Cloud/CPQ, Commerce Cloud, Data Cloud, Marketing Cloud, Service Cloud) and adjacent ecosystem platforms (Snowflake, MuleSoft, Tableau, and core ERP integrations like SAP/Oracle).
• GSI & Ecosystem Co-Selling: Proven track record operating within or alongside a Global Systems Integrator (GSI) like TCS, navigating matrixed pursuit teams and structured co-sell motions with enterprise software partners.
• Executive Polish & C-Suite Presence: Seasoned facilitator and communicator capable of commanding boardrooms, leading RFP orals, and running C-level executive steering committees.
• Travel: Willingness to travel (up to approximately 50-75%, including potential international travel for key accounts) for high-impact pursuit pitches, key steering committees, and client executive sessions.
• Work Authorization: Must have full-time permanent US work authorization.

Additional Preferred Experience/Skills:

• Prior foundational background as a hands‑on Management Consultant, Solution Architect, or Delivery Director prior to transitioning into commercial account leadership.
• Experience running structured enterprise discovery methodologies (such as Salesforce "True North," design thinking workshops, or capability maturity assessments).
• Hands‑on or advisory experience within the Salesforce ecosystem. Experience with Agentforce and other AI-driven implementations strongly preferred.
• Prior quota‑carrying experience within a GSI‑affiliated or partner‑ecosystem sales organization.
• Bachelor's degree or equivalent practical experience.

Why Coastal, and what we offer:

• Flexible working hours with an emphasis on a life‑work balance (in that order!)
• Unlimited Paid Time Off (RTO), 401K with Company Match, and Medical, Vision, & Dental coverage
• Competitive quarterly bonus opportunities
• Continuing education and certification reimbursements, specifically within the Salesforce and Snowflake ecosystems; plus occasional in‑house competitions with spot bonuses
• Monthly All‑Hands calls to bring the company together, and an open‑door leadership policy with access to mentorship and guidance
• Opportunities for accelerated growth, networking, and career guidance and support
• Trust, transparency and respect across all levels of the company

Coastal provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.