Senior Client Relationship Manager, Global Clients & Industries

White & Case LLP; Palo Alto (CA); On-site; USD 190,000 - 260,000; Full time

Job summary

White & Case LLP seeks a Senior Client Relationship Manager to deepen relationships with the firm’s most strategic clients and priority sectors. This role prioritizes companies with a West Coast presence and positions the firm as a trusted advisor to key technology clients.

You will partner with senior partners and industry leaders to develop relationship strategies that drive long-term value for both the client and the firm, coordinating cross-practice teams across geographies.

Qualifications

• Significant experience in business development or client relationship management.
• Deep understanding of the Technology industry and its key players.
• Track record of developing and executing strategic plans that grow client revenue.
• Proven ability to engage senior stakeholders and executives.

Responsibilities

• Act as a strategic advisor to partners on West Coast client opportunities.
• Develop and execute go-to-market strategies with Global Industry Leaders.
• Grow key institutional client relationships across practice groups and geographies.
• Lead Global Strategic Clients with client plans and revenue goals.
• Analyze market trends to identify opportunities for clients and the firm.
• Map decision-makers within target organizations and support relationship development.
• Coordinate cross-practice collaboration to meet client needs.
• Support pitches, proposals, and RFP responses with sector relevance.
• Collaborate with Events teams for conferences and sponsorships.
• Track business development metrics and provide improvement insights.
• Champion knowledge sharing on Global Strategic Clients and sector trends.

Skills

Relationship management

Business development

Strategic planning

Project management

Executive communication

Analytical mindset

Cross-functional leadership

CRM systems knowledge

Education

Bachelor's degree

MBA

Tools

InterAction

iManage

PitchBook

Capital IQ

MS Office

Job description

Our Business Development & Marketing team plays a critical role in enhancing the Firm's reputation, expanding its client base and driving revenue growth. This team develops and implements strategic marketing plans to promote the Firm's legal services, leveraging digital and traditional marketing channels to reach target audiences. They conduct market research to identify industry trends and client needs, positioning the Firm competitively within the legal marketplace. The team also manages client relationships, orchestrates business development initiatives, and seeks opportunities for partnerships and networking. Through compelling content creation, event planning and public relations efforts, they ensure that the Firm maintains a strong market presence and continues to attract and retain clients.

Position Summary

As the Senior Client Relationship Manager, you will play a pivotal role in deepening and expanding client relationships with the firm's most strategic clients and priority sectors.

Focused on companies headquartered or with a significant presence on the West Coast, this role is central to advancing the firm's strategic growth agenda and enhancing its position as a trusted advisor to key technology clients.

You will work closely with senior partners, global industry leaders, and cross-practice client teams to develop and execute relationship strategies that drive long-term value for both the client and the firm.

This role is not about general business development-it is about client cultivation, strategic engagement, and unlocking the full potential of strategic client relationships across practices and geographies.

Responsibilities

• Act as a strategic advisor to partners and senior stakeholders on business development opportunities, particularly for clients headquartered on the West Coast.
• Develop and execute go-to-market strategies in collaboration with the Global Industry Group Leaders and others relevant leaders, aligned with the firm's broader growth sectors.
• Drive growth of key institutional client relationships, working across practice groups and geographies to identify and pursue revenue-generating opportunities.
• Lead and manage select Global Strategic Clients, including development of client plans, setting engagement and revenue goals, and tracking progress across service lines.
• Analyze market and client research to identify opportunities from emerging trends, challenges, and legal needs within the various growth sectors.
• Map key decision-makers and influencers within target client organizations and support relationship development strategies with internal client teams.
• Facilitate cross-practice collaboration, ensuring that client service teams are aligned, well-coordinated, and effectively positioned to meet client needs.
• Support partners and client teams with strategic pitches, proposals, RFP responses, and client presentations, ensuring sector relevance and value alignment.
• Work closely with the Events and Sponsorship teams to identify, evaluate, and coordinate firm participation in relevant conferences, panels, sponsorships, and networking.
• Track and report on business development metrics, client engagement activities, and revenue performance against plan, providing insights and recommendations for improvement.
• Champion knowledge-sharing initiatives within the firm related to Global Strategic Clients and sector trends, supporting training, client debriefs, and internal updates.
• Contribute to special projects and strategic initiatives as directed by various leadership stakeholders.

Qualifications

• Significant experience in business development or client relationship management, ideally within a law firm, professional services, or a global organization serving multiple sectors.
• Deep understanding of the Technology industry and its key players, market trends, and cross-industry intersections (e.g., Venture Capital, FinTech, HealthTech, AI, SaaS).
• Track record of developing and executing strategic business development plans that have led to measurable client growth and revenue generation.
• Proven ability to build and maintain strong relationships with senior internal stakeholders and external clients, with credibility and gravitas at the executive level.
• Exceptional project and account management skills, with the ability to manage competing priorities and multiple stakeholders in a fast-paced, deadline-driven environment.
• Proactive, entrepreneurial, and solutions-oriented, with a strong sense of accountability and ownership over results.
• Effective communicator with excellent written, verbal, and presentation skills, able to convey complex ideas clearly and diplomatically across diverse audiences.
• Strong commercial acumen and analytical mindset, with the ability to synthesize data, identify opportunities, and influence strategy.
• Highly organized and detail-focused, while maintaining a clear grasp of broader business and sector objectives.
• Collaborative and team-oriented, with experience leading or participating in cross-functional initiatives and client teams.
• Tech-savvy, with strong proficiency in MS Office (Word, Excel, PowerPoint, Outlook) and ideally experience with CRM systems (e.g., InterAction), document management platforms (e.g., iManage), and research tools (e.g., PitchBook, Capital IQ).
• Flexible and adaptable, able to navigate change and ambiguity with resilience and a positive outlook.
• Bachelor's degree required, advanced degree or MBA a plus.

Location, Hours and Compensation

• This is a full time role to be based in Silicon Valley
• Compensation range: $190,000.00-$260,000.00

#LIDNI

This role reports to

Director, Business Development - Strategic Clients

Equal Opportunities

White & Case is an Equal Employment Opportunity (EEO) employer and is committed to creating a fair workplace. It is our Firm's policy to recruit, employ, train, compensate and promote without regard to race, color, religion, creed, national origin, age, gender, sexual orientation, marital status, military or veteran status, disability, genetic information, or any other category protected by applicable law.

Applicants who are interested in applying for a position and require an accommodation during the process should contact [e-mail].

Benefits at White & Case

White & Case LLP offers a comprehensive suite of benefit programs to all eligible employees, including medical, dental, and vision insurance, life and disability coverage, 401(k) retirement savings, vacation time, and leave programs (including parental leave). Exempt roles are also performance bonus eligible.

The Firm may modify and amend any job description at any time in its sole discretion. Nothing herein creates a contract of employment or otherwise modifies the at-will nature of employment.

The above is only a general description of the essential duties associated with this position and does not represent an exhaustive or comprehensive list of all duties.

Note to Recruitment Agencies

Our internal Recruitment team manages all aspects of lateral hiring. All agencies must have signed terms of business-specific to the relevant office-before submitting any candidates. CVs or applications sent directly to White & Case partners or employees will also not be considered formal introductions. If you have questions, please contact the relevant Recruitment team. We work with our preferred suppliers when engaging agencies.