Client Director - Telecoms

The Client Director is a senior strategic sales leader responsible for managing 1–2 high-value global accounts within the Telecommunications sector, acting as the primary relationship owner and trusted advisor. This role will bring significant experience working with Telecommunications business' with a strong understanding of the regulatory, operational, and risk challenges facing the sector. The role drives multi-year account growth through exceptional engagement, value creation, and orchestration of internal resources. The Client Executive will carry a £5M–£10M annual quota and work in partnership with cross-functional stakeholders including Pre-Sales Architects, Customer Success Managers, Sales Specialists, and Marketing. 

Key Responsibilities

Strategic Account Ownership:  

• Serve as the executive sponsor and primary point of contact for 1–2 of global strategic accounts within the Telcos sector. 
• Align internal resources to co-develop tailored solutions. 

Multi-Year Account Planning:  

• Build and maintain detailed multi-year account plans, incorporating customer objectives, competitive intelligence, and a strategic roadmap for growth. 

Customer Engagement & Executive Alignment: 

• Develop deep, trusted advisor relationships with senior client stakeholders.  
• Drive regular executive-level engagement and strategic business reviews. 

Revenue Growth & Renewal Strategy: 

• Identify and pursue opportunities for renewal, cross-sell, and upsell.  
• Lead contract negotiations, renewals, and pricing discussions in collaboration with Legal and Finance. 

Acquisition Expansion & Value- Based Solutioning:  

• Lead efforts to expand footprint within the client through new use cases, divisions, or geographies. 
• Collaborate with technical teams to design solutions aligned to client priorities and measurable outcomes. 

Value-Based Solutioning:  

• Collaborate with Pre-Sales and Technical Architects to design and position solutions that align with customer priorities and deliver measurable outcomes. 

Internal Orchestration:  

• Drive collaboration across internal teams (Customer Success, Sales Specialists, Product, Delivery, and Operations) to ensure solution alignment and customer success. 

Forecasting & Reporting:  

• Maintain accurate, up-to-date forecasts and deal progression in Salesforce. 
• Proactively identify risk and opportunity areas in the pipeline. 

Customer Advocacy:  

• Champion customer needs internally, inform product and services evolution, and participate in executive briefings or advisory boards where appropriate. 

Success Measures: 

• Achievement of annual revenue and quota attainment (£5M–£10M). 
• Year-over-year account growth and expansion into new business lines or regions. 
• Customer retention, renewal rates, and Net Revenue Retention (NRR). 
• Strategic alignment with client initiatives and satisfaction metrics (e.g., NPS, CSAT). 
• Internal stakeholder feedback on collaboration, leadership, and execution. 

Skills, Knowledge & Expertise

Core Competencies 

• Deep Telecoms expertise, including experience selling into and managing relationships within Telecommunications organisations. 
• Strategic cross-functional leadership. 
• Executive presence and stakeholder management. 
• Solution selling and business case development. 
• Opportunity origination and deal shaping. 
• Cybersecurity services understanding. 

Key Attributes 

• Inspiring – Motivates teams and clients toward ambitious goals; creates momentum. 
• Visionary & Strategic – Communicates the “art of the possible” and navigates complex client ecosystems with structured growth plans. 
• Execution-Oriented – Demonstrates a strong closing mentality, accountability, and resilience in high-stakes environments. 
• Collaborative & Inclusive – Aligns cross-functional teams effectively; promotes transparency, trust, and mutual accountability. 
• Commercially Fluent – Balances customer success with profitability; understands value creation and enterprise dynamics. 
• Integrity & Customer Advocacy – Operates with honesty, ethical selling, and a relentless focus on long-term client outcomes. 

Job Benefits

• Flexible Working: Balance your work and personal life with our flexible working options.
• Generous Holiday Allowance: Enjoy 25 days of holiday, plus bank holidays, with the option to buy up to 5 additional days of annual leave.
• Medicash & Critical Illness Scheme
• Financial & Investment Benefits: Enjoy peace of mind with our Pension, Life Assurance, and Share Save Scheme.
• Community & Volunteering Programmes: Make a difference in your community with our volunteering opportunities.
• Green Car Scheme: Drive green and save money with our eco-friendly car scheme.
• Cycle Scheme: Stay fit and healthy with our cycle-to-work scheme.
• Special Time Off: Take time off for those big moments in life, like getting married/entering into a civil partnership, becoming a grandparent, and welcoming home a new pet.
• Family Planning: Benefit from our generous maternity and paternity leave, as well as time off and support for those undergoing fertility treatments.