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About us
Xiatech is the pioneer of Xfuze, the world’s first AI-powered composable Integration, Data Management, Analytics and Orchestration Platform that innovatively connects systems, creates a single view of data, and delivers actionable insights in one cloud-native, SaaS solution. Business, technology, and data teams use Xfuze to shorten time-to-insights, accelerate digital transformation, and extend the value of their existing technology investments.
We’re a culture-first organisation and put our people at the forefront of everything we do. We believe that a great working environment leads to a happy, high-performing team, which is why we offer our people the flexibility to work remotely or from our beautiful office in Fitzrovia, Central London.
The Role
We are seeking a strategic, commercially astute Principal Consultant to own the full client lifecycle for our highest-value enterprise accounts — from discovery and scoping, through delivery governance, to long-term adoption and growth. The role is part strategic advisor, part delivery owner, part account leader.
You will lead discovery and scoping engagements that define scope and success criteria, govern delivery through our MATCH framework (Mobilisation, Architecture, Technical Spec, Construct, Handover) to protect quality and margin, and then carry the relationship forward — driving retention, expansion, and value realisation across the client’s lifetime with Xiatech. You will translate between client business objectives and what the Xfuze platform and delivery team can realistically deliver.
Key Responsibilities
Strategic Advisory & Executive Relationships
- Build, own, and nurture multi-thread executive and C-suite relationships across Xiatech’s highest-value enterprise accounts, acting as a trusted advisor who aligns client business objectives with Xfuze’s platform capability.
- Lead executive stakeholder and steering committee sessions with a gravitas confident, commanding presence — advising senior leadership, constructively challenging assumptions, and delivering difficult messages without damaging the relationship.
- Apply an ‘Adopt, Don’t Adapt’ mindset: challenge client business processes and bespoke requests, requiring clients to demonstrate the underlying business problem rather than defaulting to custom platform work.
- Proactively surface risks, trade-offs, and alternatives before clients raise them, building credibility as the person who tells clients what they need to hear.
- Represent Xiatech’s expertise and values in a way that strengthens long-term partnership, from hands-on client SMEs through to C-suite executives.
Discovery, Scoping & Roadmap
- Lead discovery and scoping phases (typically 4–6 weeks) at engagement outset, working with client SMEs and senior stakeholders to define scope, requirements, and success criteria.
- Facilitate ongoing mini-scoping sessions as engagements expand, and advise on roadmap prioritisation and scope trade-offs directly with client SMEs.
- Analyse, clarify, and document complex client business processes, data entities, and workflows; build and maintain a healthy, prioritised backlog with clear Epics and User Stories.
- Own the Requirements Traceability Matrix (RTM) and lock fixed scope at Mobilisation, agreeing the expert-services budget upfront with formal sign-off.
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Delivery Governance (MATCH Framework)
- Provide governance across all five MATCH phases — Mobilisation, Architecture, Technical Spec, Construct, and Handover — smoothing the path between client, delivery team, and Service Desk at each gate.
- Partner with Architects to validate that client problems map to standard platform features, and challenge any technical spec that defaults to custom code before platform-native options are exhausted.
- Secure formal client sign-off on deliverables and ensure the Service Desk formally accepts each release into live support before engagement closure.
Commercial & Scope Management
- Own the expert services budget across engagements — track spend, flag overrun risk early, and convert scope changes into formal Change Requests with a commercial impact assessment before development begins.
- Monitor delivery margin in partnership with Client Partners, flagging erosion from unplanned work or scope drift as early as possible.
- Report project health transparently across commercial, delivery, and engagement dimensions, flagging risks and issues early rather than waiting for them to surface.
- Contribute to pricing and scoping of new engagements, pressure-testing estimates before they go to contract.
Portfolio Growth, Retention & Health Analytics
- Drive overall portfolio growth, high-value renewals, and account expansion, systematically mitigating churn risk and improving net revenue retention (NRR).
- Define and monitor client health telemetry, using predictive analytics to anticipate risk and inform data-driven business reviews for internal and external stakeholders.
- Collaborate with Client Partners to identify upsell signals and expansion opportunities, holding equal accountability for scope protection and commercial growth.
- Architect scalable onboarding and adoption playbooks that guide client organisations through integration, change management, and rapid time-to-value.
Team & Practice Leadership
- Mentor and provide quality assurance for junior and senior consultants across the practice, championing high delivery standards and supporting their professional growth.
- Act as an escalation point for the wider delivery and success functions, and contribute to consulting methodology, reusable frameworks, and best practice across the organisation.
- Serve as the definitive voice of the client to Product, Sales, and Delivery leadership, translating feedback into roadmap priorities and process improvements.
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Your Knowledge & Experience
Essential
- Experience in working across retail, travel, hospitality and CPG
- Proven track record as a trusted advisor to C-suite and senior stakeholders, with the confidence to push back on senior clients using evidence and a counter-proposal rather than resistance alone.
- Deep experience leading discovery, scoping, and requirements definition on complex transformation programmes, including negotiating roadmap trade-offs with client SMEs.
- Commercial fluency: able to read a Statement of Work, spot scope creep early, and independently initiate Change Request conversations before issues escalate; experience contributing to pre-sales scoping, estimation, or proposals.
- Advanced ability to analyse platform usage data, customer sentiment, and delivery metrics to forecast retention risk and optimise processes.
- Exceptional written and verbal communication — equally credible in a client boardroom and a Slack thread with engineers.
Desirable
- Experience in the retail, travel, hospitality, or CPG sector’s, or with retail / digital transformation programmes (ERP, EPOS, CDP, or BI/dashboard implementations).
- Background in a company that transitioned from bespoke development to product/platform-led delivery.
- Familiarity with requirements traceability (RTM) and fixed-scope contracting models.
- Exposure to data integration, middleware, or workflow automation platforms.
- Experience line-managing, coaching, or formally mentoring junior delivery or Customer Success professionals.
- 5+ years in enterprise SaaS, cloud platform, or complex technical integration / data-BI delivery, including at least 2 years in a senior, client-facing consulting or implementation role, managing complex, multi-million-pound enterprise portfolios.
Your Personality
- Energetic & driven
- Innovative
- Resilient
- Insightful
- Creative
- Problem solver
- Sound judgement
- Analytical
- Capacity to learn
If you would like the opportunity to join an established UK-based Software as a Service organisation who believe in using the latest leading-edge technology to drive business growth, please enquire now by emailing abbi@xiatech.co.uk
If you receive an offer of employment, this will be conditional upon satisfactory completion of a right to work & identity check, a reference check and a basic criminal record check for any unspent convictions.
Xiatech is proud to be an equal opportunity employer and prohibits discrimination and harassment of any kind.
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