Client Partner (MAE)

Coastal; United States; Hybrid; USD 180,000 - 320,000; Full time

Benefits offered by this job

Flexible working hours

Unlimited PTO

401K with Company Match

Medical, Vision, & Dental coverage

Bonus opportunities

Education reimbursement

Mentorship & guidance

Job summary

Coastal, a wholly owned subsidiary of TCS, seeks an experienced Enterprise Client Partner to accelerate growth across Manufacturing, Automotive & Energy (MAE) enterprise accounts. This hybrid seller-doer role blends net-new logo pursuits with major account expansion, while remaining 25%–35% billable and embedded in executive governance with clients.

The ideal candidate brings deep Salesforce MAE knowledge, a track record of multi-million-dollar programs, and the ability to lead cross-functional

Qualifications

• 15+ years of enterprise consulting and commercial leadership in Salesforce ecosystem or enterprise IT services.
• Demonstrated seller-doer with hybrid accountability for bookings and billable utilization.
• Strong architectural understanding of Salesforce solutions and adjacent platforms (Snowflake, MuleSoft, Tableau).
• Experience co-selling with large partners/GSI ecosystems and navigating matrixed pursuit teams.

Responsibilities

• Drive Enterprise Bookings: own go-to-market pursuit across Tier-1 MAE accounts with multi-year digital transformation pursuits.
• TCS & Salesforce Alignment: co-sell with Salesforce leadership in a paired-coverage model and position Coastal as Salesforce Center of Excellence.
• Whitespace Origination: identify Salesforce and data transformation opportunities within MAE accounts.
• Commercial Deal Structuring: lead pursuit strategy, proposals, and SOWs with Pre-Sales and Delivery.
• Pipeline & Forecasting: manage disciplined pipeline and forecast long-cycle pursuits in Salesforce.
• Executive Relationship Building: build C-suite relationships across MAE enterprises to guide transformation roadmaps.
• Lead Paid Strategic Roadmaps & Discovery: oversee 4-6 week True North roadmaps and platform rationalization studies.
• Executive Steering Committee Governance: serve as Executive Sponsor on high-stakes programs with monthly/quarterly steering.
• Delivery-to-Expansion Continuity: maintain advisory check-ins bridging pre-sales and delivery to enable expansion.
• C‑Suite Advisory: act as embedded transformation advisor for enterprise-scale platform consolidation and AI-driven workstreams.

Skills

Enterprise consulting

Commercial leadership

Seller-Doer experience

Executive presence

Education

Bachelor's degree or equivalent

Tools

Salesforce

Snowflake

MuleSoft

Tableau

SAP SD/MM/PP

Job description

Client Partner (MAE)

We are looking for an experienced Enterprise Client Partner to accelerate our growth across Manufacturing, Automotive & Energy (MAE) 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 MAE 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 MAE sector (including Discrete & Process Manufacturing, Industrial Equipment, Automotive OEMs & Dealer Networks, and Energy & Utilities), and familiarity with adjacent enterprise architectures (such as core ERP/SAP, Snowflake, MuleSoft, and Tableau). You understand that winning and retaining Tier-1 MAE 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 MAE enterprise accounts (Discrete/Process Manufacturing, Industrial/Heavy Equipment, Automotive OEMs & Tier-1 Suppliers, and Energy/Utilities), 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 Manufacturing Cloud, Automotive Cloud, Energy & Utilities Cloud, Revenue Cloud, Data Cloud, and Field Service) 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 MAE 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, COOs, Heads of Supply Chain & Commercial Operations) across MAE 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, sales agreement and demand forecast modernizations, dealer/distributor portal assessments, 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 industrial, automotive, and energy operating models.

Experience/Skills Required

• 15+ years of enterprise consulting & commercial leadership within the Salesforce ecosystem or enterprise IT services, with deep domain experience in Manufacturing, Automotive, or Energy & Utilities (MAE) 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 (Manufacturing Cloud, Automotive Cloud, Energy & Utilities Cloud, Core Cloud, Revenue Cloud/CPQ, Data Cloud, Field Service) and adjacent ecosystem platforms (Snowflake Manufacturing & Energy Data Cloud, MuleSoft, Tableau, and core ERP integrations like SAP SD/MM/PP or 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.