Global Client Partner (Continental Europe)

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+).