Global Client Partner (Continental Europe)

The Global Client Partner owns a limited portfolio of strategically critical global accounts and acts as the single point of commercial accountability for each one: end to end, from executive relationship through contract and renewal.

This role leads executive engagements, coordinates global account strategies, and drives long‑term growth across geographies, business units, and service lines, partnering closely with regional leadership and with solution and delivery teams who own their own areas of expertise.

• Key KPIs
• Book of business owned
• Revenue retention
• Net revenue growth
• Cross-sell and upsell contribution
• New logo contribution
• Pipeline coverage
• Forecast accuracy
• Active account coverage
• Global expansion penetration
• Strategic account execution

Key responsibilities

• Own and grow a portfolio of high‑value global strategic accounts, acting as the single point of commercial accountability across the account's full lifecycle.
• Lead executive engagement and build trusted relationships with C‑level and senior business stakeholders across the client organization on commercial and strategic matters.
• Build and execute multi‑year account strategies, driving renewal, upsell, cross‑sell, and new‑logo growth across regions, business units, and service lines.
• Maintain a single rolling pipeline and forecast view across the account's full growth ambition, rather than managing deals in isolation.
• Lead complex commercial discussions, including pricing strategy, contract negotiations, and large‑scale expansion initiatives.
• Own business excellence for the account: forecast accuracy, account health and risk management, and quarterly business review discipline.
• Partner closely with regional leadership, solution/capability leaders, and delivery teams to align strategy and execution.

You set commercial direction while trusting them to own their functional expertise.

• Serve as the executive escalation point for the account, resolving critical‑path risks and cross‑functional or cross‑regional blockers.
• Confirm sign‑off on go‑to‑market, marketing, and enablement content before external use, and stay closely engaged on solution and technical direction without owning the drafting or delivery execution.
• Represent HTEC at the highest executive level with clients and internal leadership.
• Success profile
• Deep experience in enterprise services and global account leadership.
• Strong record of growing accounts across regions and business units.
• Excellent executive‑level influence, negotiation, and commercial deal‑structuring skills.
• Comfortable holding a single point of accountability across a complex, multi‑stakeholder account team and being able to set commercial direction while trusting delivery and solution experts to own their own domains.
• Comfortable earning the confidence of highly autonomous, technically deep, delivery‑embedded specialists (e. g., Forward Deployed roles).

Has enough credibility and fluency to direct commercial and account strategy without needing to out‑engineer them.

• Enough fluency in delivery economics and solution narrative to negotiate credibly, without needing to author either.
• Strategic commercial thinking with operational discipline.

Qualifications

• Bachelor’s degree in a relevant field; MBA or advanced degree a plus.
• 10–15+ years leading large, complex services engagements and executive relationships having demonstrated impact and account complexity matter as much as tenure.
• Track record with global or multi‑region enterprise clients.
• Experience operating inside a matrixed, multi‑geography commercial structure, with a track record of resolving overlapping account and territory claims.
• Demonstrated success managing a substantial book of business ($15m+).
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