Client Solutions Executive Job Description

Multi-year managed services and outsourcing deals above ten million dollars in total contract value can collapse late when nobody owns the pursuit from qualification to signature. Pricing drifts until a competitor wins the C-suite buyer. The Client Solutions Executive exists to prevent that. Working inside technology and IT services providers, this seller holds a pre-qualified pipeline of complex cloud, network, and business process outsourcing opportunities and leads a matrixed team of pricing, legal, and solution specialists through each negotiation to signature.

The mandate of the Client Solutions Executive is to convert complex, multi-year technology services opportunities into signed contracts that meet personal signing and revenue targets while giving C-suite clients a clear business case. Account teams, channel partners, and delivery leaders support each pursuit, with the executive reporting forecast and pipeline status to sales leadership.

Career Impact: Closing managed services contracts above $25M in total contract value with Fortune 500 C-suite buyers is a record that carries weight across enterprise technology sales.

Business Impact: Each signed multi-year agreement locks in recurring services revenue and gives the client a funded path for cloud or automation transformation programs.

Growth Opportunity: Leading matrixed deal teams and mentoring peers makes the case for a move onto a practice leadership team.

• Build a pipeline of strategic managed services and outsourcing opportunities within assigned enterprise accounts and territory.
• Qualify opportunities continuously and recommend which pursuits to advance based on client fit and deal value.
• Develop win strategies, solution designs, and pricing that differentiate the offering from competitors.
• Lead matrixed deal teams of solution, pricing, and legal specialists in producing responses to RFPs, RFIs, and RFQs.
• Negotiate contract terms and pricing with client executives, supported by contract and legal teams, through to signature.
• Establish trusted advisor relationships with C-suite and senior management stakeholders across client organizations.
• Report pipeline, signings, and revenue forecasts to sales leadership accurately and on a regular cadence.
• Coordinate the handover of signed deals to delivery teams and stay involved to generate follow-on business.

• Bachelor's degree in business or a related field, or equivalent work experience.
• 5 or more years of enterprise technology solution sales experience, with a record of closing multi-million-dollar agreements.
• Proven ability to present business cases and value propositions to CxO-level executives across technology and finance.
• Consultative solution selling skills that align client business needs and budget cycles with complex services offerings.
• Experience developing winning proposals and responding to RFPs, RFIs, and RFQs for large opportunities.
• Strong negotiation skills, including interpretation of contract terms and conditions, pricing structures, and risk mitigation.
• Solid understanding of cloud, managed services, or business process outsourcing models and how enterprise clients procure them.
• Excellent written, verbal, and formal presentation skills for audiences from technical staff to executives.

• Relevant public cloud platform certification, reflecting hands-on knowledge of the services being sold to clients.
• Experience with robotic process automation, cognitive solutions, or offshoring within business process outsourcing deals.
• Proven record of leading large, geographically distributed teams or managing partner and ISV alliances.
• Fluency in a second business language such as German or French for multinational accounts.

• Total contract value signed per year, showing how many large pursuits reach signature.
• Win rate on qualified proposals, reflecting the strength of the win strategy and pricing.
• Forecast accuracy percentage, measuring how closely committed signings match actual closed revenue.
• Pipeline coverage ratio against annual signings quota, tracking new opportunity generation.
• Average sales cycle length in days, from qualification to signed contract.
• Follow-on revenue from existing accounts in dollars, reflecting post-signature relationship work.

• Base Salary Range: $130,000 to $190,000 per year for senior enterprise technology solution sellers
• Bonus: Commission or variable incentive tied to signings, often 40 to 50% of target pay
• Equity: Restricted stock units common at large technology and IT services providers
• Health Benefits: Medical, dental, and vision coverage, plus life and disability insurance
• PTO: 15 to 25 days of paid time off plus company holidays
• Common Perks: 401(k) matching, travel expense coverage, sales incentive trips, and training allowances

Figures are estimates based on general US market benchmarks and may be outdated. Adjust based on location, company size, and seniority level.

Candidates must be authorized to work in the United States, and any offer of employment is contingent on the successful completion of a background check. All qualified applicants will receive consideration without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, veteran status, or any other characteristic protected under federal, state, or local law. Reasonable accommodations are available on request for applicants and employees with disabilities under the ADA.

The Client Solutions Executive builds a pipeline of business process outsourcing opportunities with industrial operators, shaping winning proposals from client needs and industry trends. Reporting to the practice leadership team and working with practice executives and clients, the Client Solutions Executive secures signings and revenue through large-scale process services contracts.

Key Responsibilities

• Serve as a member of the practice leadership team, contributing to refining business process outsourcing propositions, practice and offering development.
• Understand client needs, industry trends and develop winning proposals, applying the practice's process services capabilities.
• Build client relationships and a business pipeline of business process outsourcing opportunities with Industrial operators globally.
• Maintain business controls for pipeline reporting and signings/revenue forecasting.
• Achieve personal signings, revenue and utilization objectives, in alignment with practice objectives.
• Generate repeat sales at assigned client and support sales efforts of the practice.
• Establish and manage trusted advisor client relationships.
• Monitor and control delivery excellence associated with large-scale process services contracts.
• Contribute to thought leadership and point of view materials aligned with select domain.

Required Qualifications

• 7 or more years of experience in industry processes, systems, and organizations with an emphasis on BPO.
• Experience with and first-hand understanding of Robotic Process Automation (RPA), Cognitive solutions, Business Process Modeling and offshoring.
• 5 or more years of experience in driving successful revenue generating and selling BPO solutions (ideally in a wider customer experience/cost take out transformation).
• Experience in business performance indicators associated with Industrial processes including sales processes (both enterprise and consumer).
• Successful track record in selling to the "C" suite and understanding how to operate complex international accounts.
• Experience in developing and effectively communicating business cases for productivity and automation programs.
• Fluency in German and English.
• Willingness to travel to meet clients.

Embedded within the Business Sales team, the Client Solutions Executive 2 delivers business solutions to mid-market customers, developing new accounts and growing existing ones through consultative selling at the customer's place of business. Working closely with clients to understand their needs, strategies, and priorities, the Client Solutions Executive 2 closes sales that bring value-added telecommunications and technology solutions to each assigned account.

Core Functions

• Generate existing and new sales for delivery of solutions meeting a wide variety of customer needs for company products, services, systems and solutions.
• Develop new accounts and maintain and grow existing accounts.
• Support in presenting products, services and migrations that can benefit customer needs.
• Identify key trends and customer needs, apply industry knowledge and applications, and use consultative skills to close sales for assigned accounts.
• Spend most of the time in direct sales-related activities in front of customers at their place of business.
• Develop responses to Request for Proposals.
• Use consultative selling skills to close sales within assigned accounts.

Qualifications & Experience

• 5 or more years of relevant sales experience in B2B, outside sales or direct sales environment.
• Related experience selling Telecom/IT solutions to large Enterprise / Fortune accounts.
• Experience in account management and client relationship management, preferred.
• Experience selling business telecommunications and technology solutions direct to enterprise businesses or Federal, State or local government agencies, preferred.
• Experience meeting and exceeding sales goals in a competitive environment and generating revenue.
• Strong negotiation, communication and interpersonal skills.

Reporting to the Client Solutions team, the Client Solutions Executive owns a portfolio of client accounts, supporting annual contract renewals through budget analysis and compliance reviews. Partnering with business units and internal and external stakeholders, the Client Solutions Executive resolves client inquiries quickly and keeps each account running smoothly, which protects renewals and the overall client experience.

Primary Duties

• Proactively manage a portfolio of client accounts, establishing strong relationships with each client.
• Support the process of annual contractual renewals by analyzing client budgets and preparing presentations for the Client Solutions team as required.
• Provide rapid response, follow-up, and resolution for client inquiries and complaints, maintaining a high level of customer service.
• Review and analyze compliance with all client agreements and identify and escalate discrepancies to the Client Solutions team.
• Support the Client Solutions team in identifying any client-related operational and business risks that require escalation and/or resolution.
• Coordinate activities across business units as assigned to ensure delivery of a superior end-to-end client experience.
• Participate in regular meetings with internal and external stakeholders to consistently improve the client experience.
• Deliver client-focused solutions to meet and exceed customer needs.
• Manage and track client accounts in Salesforce CRM to maximize client experience.
• Collaborate, support, or lead other projects as assigned to enhance client experience.

Skills & Qualifications

• Bachelor's degree or College Diploma in aviation management, business administration, or related field.
• 3 to 5 years of experience in a client experience, customer facing role.
• Experience in business aviation, considered an asset.
• Previous experience with financial analysis, highly desired.
• Advanced proficiency in Microsoft Office Suite, preferred.
• Experience with Salesforce (CRM), considered an asset.
• Exceptional customer service and communication skills.
• Solid organizational ability and attention to detail to manage multiple accounts at one time.
• Good time management and multitasking skills to transition among client accounts easily.
• Ability to stay deadline-driven and achievement-oriented to deliver projects on schedule.
• Confident ability to make sound business decisions.
• Strong problem-solving and critical-thinking skills.

Sitting at the intersection of solution sales and deal management, the Client Solutions Executive leads pre-qualified managed services and sourcing opportunities above 10 million dollars in total contract value, shaping win strategies that differentiate the offering. Operating across clients, senior executives, and an extended network of internal stakeholders, the Client Solutions Executive gives leadership regular progress reporting and turns complex ICT pursuits into signed business.

Duties

• Work closely with clients, senior executives and an extended network of internal stakeholders and collaborators.
• Develop and communicate compelling customer win strategies.
• Provide end-to-end deal oversight throughout the lifecycle of the opportunity.
• Create and communicate high impact business benefits that differentiate the company from its competitors in the marketplace.
• Own responsibilities for a pre-qualified portfolio of managed service and outsourcing opportunities.
• Provide management reporting and progress updates to Senior Executives on a regular basis.

Requirements

• Bachelor's degree or relevant experience.
• Experience in technology sales.
• Experience closing and securing multi-million dollar business.
• Experience working with multinational business customers and selling complex, multi-tower ICT solutions.
• Experience dealing with C-level Executives within these businesses.
• Experience in selling network, cyber-security, unified communication and contact center/customer experience based services and solutions.
• Strong management and leadership capabilities with a proven track record in managing large and geographically distributed teams.
• Knowledge of ICT operating models, governance models and best-of-breed sourcing models.
• Strong communication skills, both written and verbal.
• Ability to apply a highly analytical approach to problem solving and selling.
• Fluency in English and French.
• Willingness to travel up to approximately 50% of the time.

A key member of a sales team with a proven record in hybrid cloud services, the Enterprise Applications Client Solutions Executive leads multi-year cloud and application services agreements with large enterprise clients to signature. Collaborating across Lead Account Partners, deal teams, and legal experts, the Enterprise Applications Client Solutions Executive sets solution and pricing strategy that wins client commitment.

Functions

• Develop an extensive portfolio of strategic services opportunities, and drive those opportunities through to a signed contract.
• Build and maintain extensive executive and senior management relationships in client organizations.
• Work collaboratively with other business units, partners and external consultants as appropriate.
• Qualify opportunities on an ongoing basis and make informed recommendations.
• Own the opportunity until formal engagement, facilitate the transition to the assigned engagement team, and stay involved after the engagement.
• Work in the Hybrid Cloud Services Market with Hybrid Cloud Management and Hybrid Cloud Transformation leadership, and Lead Account Partners to establish and execute an effective coverage strategy.
• Establish overall sales strategy needed to gain client commitment to execute long-term services agreements covering Hybrid Cloud Services.
• Develop solution and pricing strategy needed to meet client requirements, provide business value, and differentiate the company from its competitors.
• Lead large, matrixed deal teams consisting of technical/solution, pricing, legal, and negotiation experts.
• Lead negotiations with clients with the support of the contract/legal team.

Experience & Qualifications

• Certification in one or more cloud platforms: AWS, Azure, GCP, IBM Cloud, Red Hat.
• 7 or more years of experience selling long-term engagements (cloud and application services) of $25M+ total contract value.
• 15 or more years of experience in Information Technology services across industries.
• 5 or more years of experience in managing ISV alliances, sales, and business development.
• 3 or more years of experience in major public cloud platform/products/services.
• Previous experience selling Cloud and Application Services within the Retail, Consumer Packaged Goods, Travel, Hospitality or Transportation industries.
• Thorough understanding of Enterprise Applications and proven ability to present to CxO level executives.
• Demonstrated ability to develop sales strategies and provide guidance to engagement teams to meet aggressive timelines.
• Demonstrated ability to work with large teams across multiple disciplines in an effort to integrate company offerings and provide the greatest value in proposals.
• Solid understanding of multiple cloud platforms (AWS, Azure, GCP, IBM Cloud, Red Hat) and application development, support, test, and integration.
• Ability to work effectively with C-suite executives across technology, business, and finance disciplines, and to develop effective value propositions that align with client requirements and business strategies.

New business growth and market share in the AEC sector depend on the Client Solutions Executive, who builds a database of qualified leads through referrals, cold calling, and networking and shapes pricing recommendations that raise hit rates. Serving as the sales contact for clients and prospects, the Client Solutions Executive works with decision makers to match available solutions to their business needs and close deals.

Accountabilities

• Provide pre-sale and post-sale support, with new business development as the priority of daily activities.
• Develop a complete understanding of pricing and recommend cost structures for increased hit rates.
• Execute effective call campaigns and target specific initiatives.
• Maximize pre-sale opportunities, resulting in a higher hit rate and market share over the competition.
• Make recommendations to prospects and current customers on available solutions to address their business needs.
• Develop and maintain a database of qualified leads through referrals, cold calling, and networking.
• Maintain regular contact with a large database of clients and prospects.

Technical Qualifications

• Bachelor's degree in Business or related industry or equivalent experience.
• 1 to 3 years of sales experience (AEC industry or software technology preferred, but not required).
• Demonstrated history of customer service, inside sales, or account maintenance.
• Demonstrated technical selling ability with an in-depth knowledge of products and technology offerings.
• Ability to manage the formulation and implementation of sales plans and to effectively identify and qualify opportunities with strong prospecting skills.
• Ability to close deals and drive revenue and market share growth, and to meet and exceed assigned quotas.
• Comfort with cold calling, with an excellent phone manner and ability to make a large number of calls daily.
• Proficiency in Microsoft Office, with Excel and Outlook a must.
• Familiarity with Autodesk and/or other BIM/CAD, GIS, and FM software, preferred.
• Solid understanding of and ability to effectively use CRM systems (MS Dynamics and Salesforce).
• Excellent verbal and written communication skills, with the ability to deliver engaging, effective written and oral presentations.
• Ability to carry on business conversations with decision makers.
• Strong organizational skills and a process-oriented, professional work ethic and integrity.

As the Senior Client Solutions Executive, this role leads new business in selected enterprise accounts, managing the full sales cycle from incoming leads through negotiated contracts for virtualization and cloud solutions. The account teams rely on this work to exceed revenue targets, while channel partners and delivery teams extend each win into follow-on business.

Activities

• Strategically drive new business in selected accounts in close synergy with the account teams and manage assigned services sales and revenue targets.
• Use specialty expertise to penetrate the segment and evangelize company solutions to customers on a partnership basis, or act as a dedicated resource to other strategic accounts.
• Target and cultivate a professional and consultative relationship with the customer at the executive, management, purchasing and practitioner/IT levels by developing a core understanding of the unique business needs of the customer within their industry.
• Take a leadership role and accountability in working with cross-functional teams to develop winning proposals and submissions (RFQs, RFIs, RFPs).
• Work with the Channel and Alliance teams to identify and formalize relationships with key partners and 3rd parties involved in advising on and selling Software Defined Datacenter (SDDC) and End User Computing (EUC) solutions.
• Generate new opportunities through existing relationships, collaborative team selling, and by identifying and driving new opportunities within the assigned customer base.
• Follow up on incoming leads, and schedule and present in remote or onsite meetings.
• Follow up continuously on all potential sales pursuits, negotiate terms, pricing and contracts, and advance them to close.
• Manage virtual sales teams assigned to proposal, SOW and work order creation and contracts required for business execution.
• Report key metrics (revenue and opportunity forecast, pipeline, opportunity status, challenges, and needs) accurately and in a timely manner.
• Participate in weekly sales meetings to present and assess the status of the existing pipeline of leads and opportunities, as well as potential future target companies and pursuit strategies.
• Align with appropriate delivery teams to win follow-on business from one delivery project to another, and attend major project milestones and executive reviews.
• Play a leadership role as an expert in the field and act as a mentor and teacher to other team members.

Position Requirements

• 10 or more years as a Consulting sales or integration professional in the technology space, with focused experience selling into Enterprise accounts.
• Demonstrated knowledge in Digital Transformation and Cloud Services, with emphasis on broad experience in virtualization, storage, security, networking and/or data center technologies, as well as User Application focus.
• Demonstrated experience in business marketing/coordination and submission of winning proposals (RFQs, RFIs, RFPs), effective contract negotiations, interpretation of contract terms and conditions, issue identification, risk mitigation and ensuring post-win customer satisfaction.
• Demonstrated experience in closing large, solution-oriented opportunities.
• Experience in proactively managing a regional sales territory, including evangelizing company technology, identifying and pursuing consulting opportunities and generating new or incremental business.
• Comprehensive knowledge of budget cycles, procurement processes, and contract vehicles.
• Deep knowledge of the strengths and weaknesses of key competitors in the Cloud computing, virtualization, mobility and security industry and how to use this knowledge.
• Strong process adherence skills to ensure multiple sales cycles are executed from opportunity identification to delivery execution, ensuring all required elements are completed efficiently.
• Demonstrated expertise in consultative solution selling and business development skills to align the customer's needs with company solutions to drive sales and close deals.
• Strong relationship management and negotiation skills, with an aggressive self-starter approach.
• Excellent written, verbal and formal presentation skills for client audiences ranging from technical implementers through CTO/CIO levels.
• Ability to coordinate, navigate and motivate the range of internal and external influencers to select and implement virtualization and mobility solutions.