Senior Client Partner - SLED

COGENT Infotech; United States; Hybrid; USD 150,000 - 230,000; Full time

Job summary

Cogent Infotech Pvt. Ltd. is seeking an experienced Senior Client Partner to lead and grow SLED accounts across the Western United States.

The role emphasizes revenue growth, strategic account management, and expanding IT consulting services with onshore, offshore, and hybrid delivery models. You will build executive relationships with CIOs and agency leaders, identify opportunities across ERP, cloud, data, AI, cybersecurity, and modernization, and collaborate with delivery teams to translate

Qualifications

• 12+ years of professional experience in IT consulting, technology services, or enterprise IT solutions.
• 7+ years in strategic account management, client partnership, or IT consulting services sales.
• Proven track record of managing and growing significant IT consulting services accounts.
• Demonstrated success generating incremental revenue through existing-account expansion.
• Strong technical background in software engineering, solution architecture, or IT delivery.
• Experience selling complex IT consulting and professional services engagements.
• Strong understanding of enterprise applications, cloud computing, data platforms, and digital transformation.
• Experience managing executive-level client relationships and complex enterprise sales cycles.
• Based in the San Francisco Bay Area or Greater Los Angeles, with willingness to travel throughout the Western United States.

Responsibilities

• Own and grow a portfolio of existing SLED accounts across the Western United States.
• Develop and execute account growth strategies across both established and underdeveloped client relationships.
• Identify and close new consulting services opportunities within existing customer accounts.
• Expand relationships across additional agencies, departments, universities, and business units.
• Drive incremental revenue through cross-selling, upselling, contract expansions, and new project engagements.
• Establish strategic account plans, revenue forecasts, opportunity pipelines, and executive engagement strategies.
• Achieve assigned revenue, bookings, and profitability objectives.
• Build a sustainable pipeline to support consistent year-over-year account growth.

Skills

Executive relationship management

Strategic account management

IT consulting services sales

Technical consulting background

Cloud, data, AI, cybersecurity

Enterprise software understanding

Global delivery collaboration

Public-sector procurement knowledge

Job description

We are seeking an experienced, results-driven Senior Client Partner to manage and expand strategic State, Local Government, and Education (SLED) accounts across the Eastern United States.

This position will be responsible for managing a portfolio of established and developing customer relationships, with a strong focus on revenue growth, account expansion, and identifying new IT consulting services opportunities.

The ideal candidate combines strong technical knowledge, proven IT consulting services sales experience, executive relationship management, and a demonstrated ability to grow existing accounts.

We are particularly interested in professionals who have worked with global IT consulting and professional services organizations and understand how to leverage onshore, offshore, and hybrid delivery capabilities to support client transformation initiatives.

This is a hands-on, revenue-generating position requiring an entrepreneurial mindset, strong account management discipline, and the ability to develop long-term strategic relationships with public-sector technology leaders.

Key Responsibilities

Account Ownership & Revenue Growth

• Own and grow a portfolio of existing SLED accounts across the Western United States.
• Develop and execute account growth strategies across both established and underdeveloped client relationships.
• Identify and close new consulting services opportunities within existing customer accounts.
• Expand relationships across additional agencies, departments, universities, and business units.
• Drive incremental revenue through cross-selling, upselling, contract expansions, and new project engagements.
• Establish strategic account plans, revenue forecasts, opportunity pipelines, and executive engagement strategies.
• Achieve assigned revenue, bookings, and profitability objectives.
• Build a sustainable pipeline to support consistent year-over-year account growth.

Strategic Client Relationship Management

• Build and maintain executive-level relationships with CIOs, CTOs, IT directors, agency leaders, and other senior public-sector stakeholders.
• Serve as the primary strategic relationship owner for assigned accounts.
• Understand client business priorities, technology roadmaps, procurement processes, and funding cycles.
• Identify opportunities to expand services across multiple technology practice areas.
• Conduct executive business reviews, strategic account planning sessions, and technology discussions.
• Identify and develop opportunities involving application development and modernization, cloud transformation, data engineering, artificial intelligence, cybersecurity, ERP, infrastructure, and digital transformation.
• Collaborate with Cogent's Chief Technology Officer, solution architects, technical consultants, practice leaders, and delivery teams to develop client-specific solutions.
• Translate complex business and technology challenges into commercially viable consulting engagements.
• Lead technical discovery discussions, solution presentations, proposals, pricing negotiations, and contract discussions.
• Leverage global delivery capabilities, including onshore, offshore, and hybrid delivery models.

SLED Market Expertise

• Develop and expand relationships within state agencies, local governments, public universities, community colleges, and K–12 education institutions.
• Navigate government procurement processes, public-sector budgeting cycles, and contract vehicles.
• Identify expansion opportunities through existing master services agreements and public-sector purchasing arrangements.
• Understand technology modernization initiatives and funding priorities within assigned accounts.

Required Qualifications

• 12+ years of professional experience in IT consulting, technology services, or enterprise IT solutions.
• 7+ years of experience in strategic account management, client partnership, or IT consulting services sales.
• Proven track record of managing and growing significant IT consulting services accounts.
• Demonstrated success generating incremental revenue through existing-account expansion.
• Strong technical background, preferably with prior experience in software engineering, solution architecture, technical consulting, or IT delivery.
• Experience selling complex IT consulting and professional services engagements.
• Strong understanding of enterprise applications, cloud computing, data platforms, and digital transformation.
• Experience managing executive-level client relationships and complex enterprise sales cycles.
• Ability to collaborate effectively with global delivery organizations and distributed technical teams.
• Based in the San Francisco Bay Area or Greater Los Angeles, with willingness to travel throughout the Western United States.

Preferred Qualifications

• Previous experience with a global IT consulting services organization such as TCS, Infosys, Wipro, HCLTech, Cognizant, Tech Mahindra, LTIMindtree, Capgemini, Accenture, or a comparable company.
• Established relationships with SLED technology executives and decision-makers in California or other Western states.
• Experience working with India-based offshore delivery teams and global delivery models.
• Proven success significantly expanding existing accounts and developing new consulting engagements.
• Experience with SLED procurement vehicles, government contracts, and public-sector technology modernization initiatives.
• Previous experience in a technical consulting, solution architecture, or IT delivery role.
• Ability to work independently while coordinating with technical delivery and practice leadership.

What Success Looks Like

• Consistent year-over-year revenue growth across assigned accounts.
• Successful expansion of established and underdeveloped customer relationships.
• Development of new consulting services opportunities within existing accounts.
• Strong executive relationships and increased account penetration.
• Sustainable pipeline development and profitable account growth.
• High customer satisfaction and long-term client retention.

Compensation

Competitive base salary plus performance-based variable compensation, with incentives aligned to revenue growth, account expansion, new consulting services bookings, and profitability.

Compensation will be commensurate with experience, technical expertise, and demonstrated success in growing strategic IT consulting services accounts.