Principal Client Partner | Full-Time | Hybrid, Southern California

The Role

We are hiring a senior seller to own a portfolio of enterprise technology accounts and, more importantly, to open new ones. This is a solution-selling role built on scoped SOW and project work, not resume placement, not product.

You will inherit an established and existing client base with real expansion room. You will also be measured, first and foremost, on the logos you bring in that we do not have today, expect a blend of new business development and portfolio expansion.

Key Responsibilities

• New logo acquisition. Self-sourced pipeline against a target account list. Your network is the starting point, not the plan - we expect you to build beyond it.
• Portfolio growth. Expand an existing client base in annual revenue across the board.
• Deal shaping. Partner with solution architects and delivery leaders to scope engagements, price to margin, and write and defend proposals. You will be in the room when scope is set, not handing off a lead.
• Commercial discipline. Own forecast accuracy, pipeline coverage, and the gross margin on what you sell.
• Client governance. Executive relationships, QBRs, renewals and extensions, and being the person the client calls before they call procurement.

What success looks like in year one

• Over a million in new logo bookings from a minimum of 3 net-new clients
• At least 60% of that new business recognized as revenue in-year
• Existing portfolio grown 15% year over year, with at least 3 accounts expanded beyond their original entry point
• Blended gross margin on closed work at or above 38%
• 4x pipeline coverage against quota, 5x on new business, maintained quarterly

Required Skills

• 7+ years selling technology consulting services - scoped SOW and project work. Product, SaaS, and pure staff augmentation backgrounds do not translate directly.
• A documented new logo record. You can name the accounts you opened cold, describe who you got to first, and explain how. This is the single most important qualification.
• Deal experience in the half a million or over range with multi-stakeholder buying cycles - technology leadership, business sponsors, and procurement.
• Enough technical fluency to shape scope, not just relay it. Working command of at least one of: data and analytics, AI/ML delivery, cloud and platform modernization, ERP, or application development.
• A history of carrying and hitting a real number with a meaningful variable component. You should be able to talk about your attainment for the last three years without reaching.

Nice to have

• Experience selling nearshore or blended US/Mexico delivery models as a cost and time zone story
• Existing relationships in [target industries]
• Experience navigating MSP and VMS programs, and knowing when to walk away from them
• Sold AI and data platform engagements specifically - where the current buying urgency is
• Conversational Spanish

Not a fit if

• Your book is a list of names rather than relationships you can describe in detail
• You have only grown accounts someone else opened
• You have sold staff augmentation exclusively and have never priced or defended a fixed-scope deliverable
• You need marketing to hand you qualified pipeline
• You want to sell without engaging in how the work actually gets delivered

Employment type

• Full-Time

Compensation

• Base salary: $160,000 annually.
• This position is eligible for uncapped performance-based commission.
• Total annual compensation may exceed $400,000 based on individual performance.

Location

• Hybrid position open only to candidates based in Southern California.
• Regular in-person attendance will be required for client meetings and team collaboration.

*Applicants must be authorized to work for ANY employer in the U.S. We are unable to sponsor or take over sponsorship of an employment Visa at this time