3PillarGlobal · Delhi
Sales & BusinessSalesRemoteFull-timeposted 4mo ago
We're hiring Principal Client Partners to own and grow a portfolio of accounts with true founder-level ownership. This is a role for someone who runs their own book like a business — driving revenue growth across both existing accounts and new logos, with the agency and hustle to make things happen without a lot of structure around them.
Own the Business, Not Just the Relationship
Run a multi-account plan with full ownership of growth, retention, and strategic direction — targeting double-digit annual revenue growth across your book.
Own the relationship with key client stakeholders at every level, from engineering leads to C-level executives — building and managing genuine executive relationships over time, not just transactional access.
Act as the client's advocate inside 3Pillar — ensuring delivery teams are aligned with what the client actually needs, not just what's scoped.
Conduct regular business reviews to stay ahead of evolving client needs, project health, and strategic direction.
Grow the Portfolio
Identify and pursue expansion opportunities within existing accounts — upselling, cross-selling, and introducing new 3Pillar services and offerings.
Actively position, propose, and sell 3Pillar's AI-native and agentic service offerings as a core part of your growth motion — this is revenue you own, not just a point of view you share.
Identify and pursue new logo opportunities, leveraging your domain expertise and network.
Build and execute account and territory plans that map client objectives to 3Pillar capabilities with real agency — you decide how to win the account, not just execute a playbook.
Prepare and present proposals, SOWs, and other engagement documentation.
Partner with the broader sales organization on account growth strategy, but operate independently as the primary driver of your book.
Bring Real Expertise
Bring a genuine point of view — grounded in BFSI or healthcare domain depth, or deep technical expertise — on how technology, AI, automation, and agentic services can help clients solve problems, accelerate delivery, or unlock new product/business opportunities.
Understand client business objectives deeply enough to proactively recommend solutions, not just respond to requests.
Work with solution architects and delivery managers to shape technical proposals that solve real business problems.
Stay current on industry trends, competitive dynamics, and emerging technologies — particularly the evolving AI and agentic landscape and its practical applications in software development and consulting.
Feed market insights and client feedback back to internal teams to improve our offerings.
Delivery Partnership
Maintain visibility into all active projects across your accounts by staying in close partnership with your delivery counterpart.
Collaborate with delivery managers and technical leads to ensure projects land well and clients stay satisfied, spotting risks early and addressing them before they become retention issues.
Forecasting & Account Intelligence
Own accurate, account-level revenue and pipeline forecasting for every account in your book.
Build and maintain relationship maps across your accounts — know who the decision-makers and influencers are, and where you have (and don't have) real coverage.
Track and report on account health: revenue, pipeline, project status, and client satisfaction.
10+ years in technology consulting (or related), with at least 5 years carrying direct revenue-generating responsibility for a book of business.
High agency and hustle — a self-starter with a real motor, comfortable building pipeline and closing without a lot of structure around you.
Track record from a technology consultancy or services firm of a similar scale and culture to 3Pillar — we're looking for people who've operated in a fast-moving, entrepreneurial services environment.
Domain expertise in BFSI or healthcare, or deep technical expertise (architecture, platform, or engineering background); direct exposure to agentic services or AI-native delivery is a strong plus.
A track record of driving double-digit growth across both existing accounts and new logos.
Strong, established C-level relationships and a demonstrated ability to build and manage executive relationships over time.
Strong understanding of software development lifecycles (SDLC) and delivery methodologies, including nearshore and/or offshore delivery models.
Hands-on comfort with AI tools (e.g., ChatGPT, Claude, Copilot, or similar) in your daily work — you use them, not just talk about them.
Excellent communication, presentation, and negotiation skills — equally comfortable in a room with engineers and with executives.
Proficiency with Salesforce.
Based on the East Coast of the United States; able to travel up to ~25-30%, primarily short day trips to client sites.
Bonus: comfortable creating thought leadership content (POVs, articles, talks) that builds your credibility and 3Pillar's presence in market.