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Client Director
About The Role:
We are seeking experienced Client Directors with a Consulting background to build trusted client relationships, shape high-value opportunities, and drive sustainable growth by aligning client needs.
This will be achieved by engaging with both our existing portfolio of Robert Walters Recruitment and net new customers. Core services include Advisory and Discovery, Flexible Capability and Project Solutions.
What You Will Be Doing:
You will be responsible for generating sales into one or more of the following practice areas: Change and Transformation, Software Engineering, DevOps and Cloud and Data and AI.
You will also have a strong knowledge of one or more of the following sectors, Financial Services, Insurance, Legal, Public Service and Commerce and Industry
Client Relationship Ownership
Primary responsibility: Act as RWC's senior commercial relationship owner for designated clients.
Responsibilities:
- Build and maintain trusted relationships with senior client stakeholders (C suite, Board & functional leaders)
- Understand client strategy, business pressures, and transformation agenda
- Establish the firm as a long term partner, not a point solution vendor
- Manage stakeholder expectations across the lifecycle of engagements
Accountabilities:
- Depth and strength of executive relationships
- Client satisfaction, retention, and advocacy
- Long term account health and credibility
Revenue Growth & Account Expansion
Primary responsibility: Grow revenue and margin across assigned accounts or sectors.
Responsibilities:
- Own account plans, growth targets, and revenue forecasts
- Identify whitespace and cross sell opportunities across consulting capabilities
- Drive pipeline creation, qualification, and conversion
- Balance short term bookings with long term account value
Accountabilities:
- Revenue vs target
- Pipeline value, quality, and conversion rate
- Client lifetime value and share of wallet
Opportunity Origination & Deal Shaping
Primary responsibility: Translate client needs into well structured, winnable consulting engagements.
Responsibilities
- Proactively originate opportunities through insight led conversations
- Shape deal scope, pricing, commercials, and delivery models
- Lead or orchestrate proposal development and bid strategy
- Ensure opportunities are aligned to RWC's capability and delivery capacity
Accountabilities
- Win rate on qualified opportunities
- Commercial quality (margin, risk, scalability)
- Clarity and realism of client expectations
Internal Orchestration & Leadership
Primary responsibility: Mobilise the broad Robert Walters Group to deliver value to clients.
Responsibilities:
- Act as the single commercial point of accountability for engagements
- Engage practice leads, subject matter experts, and delivery leadership
- Align incentives between sales, consulting, and delivery teams
- Provide clarity on client priorities and decision dynamics
Accountabilities:
- Internal alignment and collaboration effectiveness
- Smooth transition from sale to delivery
- Avoidance of mis sold or poorly scoped engagements
Commercial & Risk Governance
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Primary responsibility: Protect the firm's commercial interests while enabling growth.
Responsibilities:
- Work within pricing strategy, contract terms, and deal approvals frameworks
- Understand delivery, financial, and reputational risk
- Ensure compliance with governance, contracting, and approval frameworks
- Support resolution of commercial disputes or scope changes
Accountabilities:
- Engagement profitability and margin
- Risk exposure and issue escalation quality
- Contractual clarity and governance adherence
Market & Client Insight
Primary responsibility: Act as the voice of the client and market inside the firm.
Responsibilities:
- Bring insight on client and industry trends, competitor activity, and demand signals
- Inform service innovation and go to market strategy
- Share feedback with leadership on client sentiment and unmet needs
Accountabilities:
- Quality and relevance of market insight provided
- Contribution to service development and strategic planning
- Contribution to content and event roadmap
Delivery Outcome Stewardship (Not Delivery Ownership)
Primary responsibility: Ensure outcomes are achieved without directly running delivery.
Responsibilities
- Stay engaged throughout the engagement lifecycle
- Sense check progress, value realisation, and client satisfaction
- Intervene early if delivery or relationship risk emerges
Accountabilities
- Client perception of value delivered
- Repeat business and reference ability
- Long term reputation of the firm within the account
Core Competencies/Skills:
- Technology enabled executive advisory - Ability to engage senior leaders on how technology underpins strategy, transformation, and competitive advantage.
- Business first technology insight - Frames technology decisions in terms of operating model impact, risk, value creation, and organisational change.
- Consultative solution shaping - Translates complex business needs into coherent, outcome led technology programmes rather than discrete solutions.
- Commercial judgement in technology engagements - Balances scope, investment, risk, and return across complex, multi year technology initiatives.
- End to end opportunity orchestration - Shapes opportunities that span design, build, change, and ongoing improvement, aligning multiple capabilities.
- Enterprise transformation mindset - Understands technology as a catalyst for sustained organisational change, not standalone delivery.
- Credible technology leadership presence - Able to hold informed, confident conversations with CIOs, CTOs, and business leaders without being delivery led.
- Internal mobilisation across disciplines - Brings together diverse technology and change teams into a unified client proposition.
- Outcome and adoption focus - Prioritises real world impact, adoption, and value realisation over technical completion alone.
- Sustainable growth stewardship - Drives growth while protecting delivery integrity, client trust, and the firm's long term technology reputation.
Who You Are:
- Senior consultative sales / client partnering experience in a Technology, Change and Transformation Consulting firm in one or more of RWC core sectors.
- Proven in services/consulting (not purely product sales), with responsibility for account growth and complex deal cycles.
- Demonstrated ownership of material revenue targets
- Clear evidence of carrying and delivering against annual bookings/revenue targets, ideally across multi-quarter cycles and multi-stakeholder decisions.
- Complex deal shaping and closing
- Track record of shaping and closing high-value, multi-workstream engagements (e.g., transformation programmes, platform/engineering change, managed services, or multi-year change portfolios).
- Comfortable with RFPs, competitive pursuits, and co-creating solutions with delivery leaders.
- Account management and expansion capability
- Experience growing existing strategic accounts: renewals, cross-sell/upsell, multi-threading stakeholders, and building account plans that translate into pipeline.
- Commercial and contractual competence
- Hands-on experience with pricing, margin management, contracting models (T&M, fixed price, outcome-based, managed services), and navigating legal/procurement processes.
- Working effectively in a matrix consulting organisation
- Evidence of mobilising practices/SMEs/delivery teams without line authority and orchestrating internal resources around client priorities.
- Delivery exposure / outcome stewardship
- Not expected to run delivery day-to-day, but must show experience staying engaged post-sale to ensure scope integrity, expectation management, and client value realisation.
- Executive stakeholder engagement
- Credible at C-level / senior leadership; demonstrates ability to influence decisions, create sponsorship, and manage stakeholder dynamics during high-stakes change.
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Benefits:
- A unique opportunity to drive projects such as Employer Branding, Talent pipelining, Recruitment Innovation, Candidate Experience
- A track record of high performance and an ability to deliver excellent results consistently is key. In return for your hard work, you'll be offered a competitive top salary and benefits package with bonuses/commission and fantastic incentives programme
- Private medical insurance
- A fantastic training and development programme
- Volunteer time off
- The opportunity to partake / qualify for our Global incentive weekend
- Employee wellbeing through various programmes
- You'll have plenty of opportunities to progress your career, both in your country and other locations around the world. That's the benefit of working for a large global organisation. One that is at the forefront of recruitment innovation, and a specialist in RPO and MSP
As a Disability Confident Employer, Robert Walters is committed to offering a fully inclusive and accessible recruitment process to all candidates. If you require any accommodations or adjustments as a result of a disability, impairment or health condition, please do not hesitate to let me know.
This position is being sourced through our Outsourcing service line. Resource Solutions Limited, trading as Robert Walters, is an employment business and employment agency and welcomes applications from all candidates.
Robert Walters - Global Talent Solutions
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