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Global Client Partner (Continental Europe)

Munich, Germany (Hybrid)

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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+). 

Global Client Partner (Continental Europe)

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Job description

Global Client Partner (Continental Europe)

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