Client Manager- Telco/Connectivity

Role Overview

In this client-facing role, you own and grow a portfolio of enterprise accounts within a defined region, balancing day-to-day relationship management with proactive revenue generation. Your focus is to understand each client’s business deeply, then match their challenges with the company’s technology and professional services portfolio to secure renewals and uncover net-new expansion opportunities. The impact you drive directly influences revenue forecasts, client satisfaction scores, and the long-term commercial health of the assigned accounts.

Key Responsibilities

• Build trusted relationships across multiple layers of client organisations, using stakeholder mapping to identify decision-makers, influencers, and potential churn risks.
• Own the full sales cycle for existing accounts, from commercial proposal through negotiation to closing, while maintaining accurate pipeline and forecasting data.
• Collaborate with internal specialists and global offices to ensure a consistent, high-quality experience for clients regardless of where they operate, leveraging the company’s local presence and delivery infrastructure.
• Monitor account health and buying signals to proactively prevent attrition, resolving escalations and acting as the first point of contact for any service or contractual concerns.
• Identify and translate client pain points into explicit requirements, then position relevant service offerings and solutions that create measurable value and support achievement of quota targets.
• Conduct regular account reviews and competitive assessments to understand the company’s position in each account, adjusting strategy to safeguard revenue and protect against vendor displacement.
• Drive both revenue and margin performance, taking ownership of the commercial agreement for each client and maintaining governance and compliance standards throughout the sales process.
• Apply consistent account planning methodology to develop systematic growth strategies, turning insights into a multi-quarter expansion roadmap for each assigned client.

Requirements & Qualifications

• Bachelor’s degree in business, marketing, sales, or a related field; equivalent professional experience is acceptable. Additional technology or vendor certifications are a plus.
• Minimum of three years in business development, account management, or a comparable sales role, with proven quota attainment.
• Several years of demonstrated experience within the IT or professional services industry, specifically in sales and business development functions.
• Strong commercial acumen with the ability to understand clients’ financial drivers and align proposed solutions to their corporate objectives.
• Hands-on experience with Salesforce.com or an equivalent CRM to manage opportunities, track engagement, and report on pipeline forecasts accurately.
• Proven stakeholder management experience across cross-functional teams and geographically distributed internal partners.
• Consultative sales approach with the ability to coach clients toward actionable needs and convert these into service agreements.
• Familiarity with international trade policies and how global factors influence client buying decisions is expected.
• Analytical mindset for evaluating competitor positions, account vulnerability, and customer satisfaction trends to protect retention.