Senior Client Partner

Overview

Responsibilities

• Execute CTG’s Energy & Utilities sales strategy and sales process to achieve assigned revenue, margin, bookings, and pipeline objectives.
• Own growth targets for both existing strategic accounts and new logos, with clear account penetration, cross-sell, and whitespace plans.
• Develop and execute strategic account plans for major energy and utility clients, including organizations such owner/operators and targeted utilities.
• Build and manage a qualified pipeline across managed services, IT outsourcing, ServiceNow, cybersecurity, cloud, AI, data, automation, and digital transformation offerings.
• Lead complex consultative sales cycles with limited supervision, from opportunity qualification and discovery through solution shaping, commercial negotiation, contracting, and transition to delivery.
• Establish and expand executive relationships with CIOs, CTOs, CISOs, Operations leaders, Engineering leaders, and other business stakeholders.
• Use knowledge of Energy & Utilities operations, regulatory pressures, workforce constraints, asset reliability, safety, security, and modernization priorities to shape relevant solutions.
• Lead pursuit and proposal teams to develop differentiated, outcome-based solutions that demonstrate CTG’s industry understanding and delivery value.
• Coordinate with alliance partners, including Microsoft, ServiceNow, AWS, Oracle, and other strategic technology providers, to create joint value propositions, campaigns, and qualified opportunities.
• Collaborate with demand generation and marketing on account-based campaigns, industry events, thought leadership, and executive outreach that produce measurable pipeline.
• Partner with delivery and solutions leaders to ensure proposed services are executable, financially sound, appropriately staffed, and aligned to client outcomes.
• Use established credibility to manage client expectations, escalations, and commercial issues while protecting long-term relationships and growth potential.
• Maintain accurate forecasts, opportunity stages, activity, account plans, and next steps in CRM; provide concise weekly updates on pipeline, risks, and required leadership actions.
• Monitor client satisfaction, delivery performance, contract expansion opportunities, and accounts receivable to support profitable, sustainable growth.
• Mentor less experienced Client Partners and contribute market insight that strengthens CTG’s Energy & Utilities offerings and go-to-market approach.

Duties

• Prospect for new Energy & Utilities business through executive networks, industry associations, alliance partners, marketing-generated leads, and targeted account outreach.
• Expand established accounts through stakeholder mapping, whitespace identification, business-value discovery, and coordinated account-based growth plans.
• Maintain a visible industry presence and an influential network across energy operators, utilities, technology partners, and advisory communities.
• Research client strategies, operating challenges, capital priorities, technology environments, and competitive dynamics using market intelligence and effective listening.
• Present business cases, transformation roadmaps, and solution strategies that build confidence, solve priority business problems, and strengthen client relationships.
• Develop and maintain territory, account, opportunity, and win plans with measurable actions, owners, milestones, and executive sponsorship.
• Navigate master service agreements, professional service agreements, statements of work, change orders, service-level agreements, pricing models, and managed-service transitions.
• Follow CTG processes and use CRM and sales tools consistently to support account management, pipeline discipline, and forecast accuracy.
• Perform other duties as required to fulfill responsibilities.

Qualifications

• Bachelor’s degree in Business, Engineering, Information Technology, or a related field preferred.
• Minimum seven years of successful experience selling strategic IT solutions, managed services, outsourcing, and digital services; Energy & Utilities industry experience strongly preferred.
• Proven record of achieving growth through both strategic account expansion and new-logo acquisition in complex enterprise environments.
• Demonstrated understanding of oil and gas, pipeline, refining, power, or utility business environments and the technology priorities that support safe, reliable, and efficient operations.
• Executive-level communication, presentation, negotiation, and relationship-management skills, with the ability to engage both technology and business leaders.
• Experience positioning and selling offerings such as ServiceNow, cybersecurity, cloud, AI, data and analytics, application services, automation, service desk, infrastructure, and digital transformation.
• Experience coordinating co-sell or alliance motions with technology partners such as Microsoft, ServiceNow, AWS, Oracle, or comparable providers.
• Competence selling global delivery models, including onshore, nearshore, and offshore services.
• Strong commercial judgment and experience with master service agreements, professional service agreements, statements of work, change orders, and service-level agreements.
• Collaborative, entrepreneurial self-starter who works effectively across sales, delivery, solutions, recruiting, finance, marketing, and partner organizations.
• Strong leadership, analytical, problem-solving, and mentoring capabilities.

Success Measures

• Revenue and margin: Achievement of assigned sales, bookings, revenue, and profitability objectives.
• Pipeline health: Sufficient qualified pipeline, disciplined progression, forecast accuracy, and balanced coverage across existing and new accounts.
• Strategic account growth: Documented expansion plans, executive relationships, whitespace conversion, renewals, and cross-sell outcomes.
• New-logo growth: Consistent creation and conversion of qualified Energy & Utilities prospects.\
• Alliance contribution: Partner-sourced, co-sell, and jointly developed opportunities with strategic technology alliances.
• Client outcomes: Strong satisfaction, effective escalation management, successful transitions, and referenceable delivery outcomes.

Excellent verbal and written English communication skills and the ability to interact professionally with a diverse group are required.

CTG does not accept unsolicited resumes from headhunters, recruitment agencies, or fee based recruitment services for this role.

To Apply:

To be considered, please apply directly to this requisition using the link provided. Kindly forward this to any other interested parties. Thank you!

The expected base salary for this position is up to $150,000. Salary offers are based on a wide range of factors including relevant skills, training, experience, education, market factors, and where applicable, licensure or certifications obtained. In addition to salary, a competitive benefit package is also offered.