Zensar is a leading digital solutions and technology services company that specialises in partnering with global organisations across industries in their Digital Transformation journey. Zensar’s Return on Digital® strategy has enabled customers to look beyond current investments towards realising visible business benefits in their digital transformation journey.
If you’re looking for a workplace where associates realise and contribute to their full potential, are recognised for the impact they make, and enjoy the company of the people they work with, then you’ve come to the right place!
Role description:
We are seeking an entrepreneurial Client Partner to own and scale a portfolio of strategic accounts across HiTech, Media, Telecom, and iGaming sectors.
This role sits at the intersection of sales, relationship management, and strategic growth, with full accountability for expanding existing client engagements into multi-million-dollar relationships. The ideal candidate combines consultative selling, creative deal-making, and strong executive presence.
You will operate with high autonomy, backed by deep capabilities across:
* Experience & Design (CX, UX, Digital Product Design)
* Engineering (cloud-native, full-stack development)
* Data & AI
* Cloud & Infrastructure
* Enterprise Platforms (SAP, Oracle, Salesforce, etc.)
* Managed Services (AMS, Testing, Support & Maintenance)
Key Responsibilities
1. Account Ownership & Growth
* Own 1–3 strategic global accounts with high growth potential.
* Develop and execute account growth strategies aligned to client business priorities.
* Build multi-threaded relationships across business and technology stakeholders (C-suite to delivery leaders).
* Drive wallet share expansion across service lines.
2. Proactive Deal Origination
* Identify, shape, and close large, complex deals (multi-tower / multi-year).
* Create proactive, insight-led propositions—not just respond to RFPs.
* Leverage industry trends (AI, digital transformation, platform modernization, CX) to generate opportunities.
* Collaborate with internal teams to craft differentiated value propositions.
3. Pipeline Development & Sales Execution
* Build and maintain a robust, forward-looking pipeline.
* Drive end-to-end sales cycles, including:
* Opportunity identification
* Solution shaping
* Commercial structuring
* Negotiation and closure
* Consistently meet/exceed revenue and margin targets.
4. Relationship Building & Client Engagement
* Act as a trusted advisor to senior client stakeholders.
* Spend significant time on-site with clients to deepen relationships.
* Represent the organization in executive forums, workshops, and strategy discussions.
5. Cross-Functional Collaboration
* Work closely with service line leaders, delivery teams, and pre-sales.
* Orchestrate internal capabilities to deliver integrated, cross-functional solutions.
* Ensure seamless transition from sales to delivery, maintaining client confidence.
6. Market Development
* Build presence in target sectors (HiTech, Media, Telecom, iGaming).
* Support market positioning, thought leadership, and go-to-market initiatives.
* Contribute to new logo acquisition where relevant.
Key Performance Metrics (KPIs)
* Revenue growth within assigned accounts
* Pipeline coverage (3–5x of annual target)
* Deal size and deal win rate
* Client satisfaction and relationship depth
* Expansion across service lines
* Contribution to strategic deals and new capabilities
Experience
* 8-15 years in IT services / consulting / digital transformation sales
* Proven track record of:
* Managing and growing large enterprise accounts
* Closing large, complex deals (£5M–£50M+)
* Selling across multiple service lines
* Experience in one or more target industries:
* HiTech
* Media
* Telecom
* iGaming
Core Competencies
1. Entrepreneurial Mindset
* Self-starter with strong ownership and initiative
* Ability to create opportunities from ambiguity
* Comfortable operating in a high-autonomy environment
2. Strategic Selling & Deal Crafting
* Strong consultative selling skills
* Ability to shape large, non-linear deals
* Commercial acumen (pricing, margin structuring, risk management)
3. Relationship Management
* Strong executive presence
* Ability to influence C-level stakeholders
* Skilled in building trust and long-term partnerships
4. Creativity & Innovation
* Brings fresh ideas to clients proactively
* Able to connect design, technology, and business outcomes
* Thinks beyond traditional outsourcing models
5. Collaboration & Leadership
* Works effectively across matrixed organizations
* Leads virtual teams across sales, delivery, and practices
* Drives alignment and execution across stakeholders
Travel Requirements
* Initial/regular travel to the United States for client engagement and deal pursuits
* Willingness to spend significant time at client locations
Qualification: Must be educated to at least degree level or equivalent.