Client Partner

Job Description

REQUIREMENTS

• 15+ years of enterprise consulting & commercial leadership within the Salesforce ecosystem or enterprise IT services, with deep domain experience in Financial Services (Banking, Wealth Management, Insurance, or FinTech) and a proven track record of closing and governing multi-million-dollar, multi-year programs.
• Demonstrated “Seller-Doer”: Proven experience in a hybrid role (Client Partner, Managing Director, Practice Lead, or Principal) where you carried accountability for both an enterprise bookings quota and billable client utilization.
• Enterprise Platform & Multi-Cloud Fluency: Strong architectural understanding of enterprise-grade Salesforce solutions (Financial Services Cloud / FSC, Core Cloud, Revenue Cloud/CPQ, Data Cloud, Marketing Cloud, Service Cloud) and adjacent ecosystem platforms (Snowflake Financial Services Data Cloud, MuleSoft, Tableau, and core banking/insurance integrations like FIS, Fiserv, Jack Henry, or Guidewire).
• GSI & Ecosystem Co-Selling: Proven track record operating within or alongside a Global Systems Integrator (GSI) like TCS, navigating matrixed pursuit teams and structured co-sell motions with enterprise software partners.
• Executive Polish & C-Suite Presence: Seasoned facilitator and communicator capable of commanding boardrooms, leading RFP orals, and running C-level executive steering committees.
• Travel: Willingness to travel (up to approximately 50-75%, including potential international travel for key accounts) for high-impact pursuit pitches, key steering committees, and client executive sessions.
• Work Authorization: Must have full-time permanent US work authorization.
• Prior foundational background as a hands-on Management Consultant, Solution Architect, or Delivery Director prior to transitioning into commercial account leadership.
• Experience running structured enterprise discovery methodologies (such as Salesforce “True North,” design thinking workshops, or capability maturity assessments).
• Hands-on or advisory experience within the Salesforce ecosystem. Experience with Agentforce and other AI-driven implementations strongly preferred.
• Prior quota-carrying experience within a GSI-affiliated or partner-ecosystem sales organization.
• Bachelor’s degree or equivalent practical experience.

RESPONSIBILITES

Commercial Growth & Co-Selling Motion (~65%–75% Focus)

• Drive Enterprise Bookings: Own and execute go-to-market pursuit strategies across Tier-1 Financial Services enterprise accounts (Banking, Wealth & Asset Management, Insurance, and FinTech), managing complex, multi-million-dollar, multi-year digital transformation pursuits.
• TCS & Salesforce Alignment: Co-sell closely with Salesforce leadership (Enterprise RVPs, AEs, and Industry Solution Advisors across Financial Services Cloud, Data Cloud, Service Cloud, Marketing Cloud, and Revenue Cloud) and align in a joint, paired-coverage model (“two-in-a-box”) with TCS Client Partners to position Coastal as the dedicated Salesforce Center of Excellence.
• Whitespace Origination: Leverage TCS’s vast global footprint to identify and capture Salesforce and data transformation whitespace within established Financial Services enterprise accounts.
• Commercial Deal Structuring: Lead pursuit strategy, proposal development, commercial modeling, and SOW architecture in close collaboration with Pre-Sales and Delivery Leadership, ensuring deal economics reflect delivery realities and margin targets.
• Pipeline & Forecasting: Maintain disciplined pipeline management within Salesforce, accurately forecasting long-cycle enterprise pursuits, software influence, and professional services revenue.
• Executive Relationship Building: Establish and nurture relationships with C-level stakeholders (CIOs, CTOs, CROs, CMOs, CDOs) across Financial Services enterprises, guiding them through strategic decision-making and digital transformation roadmaps.

Billable Delivery & Executive Advisory (~25%–35% Target Utilization)

• Lead Paid Strategic Roadmaps & Discovery: Lead billable, paid advisory engagements (e.g., 4- to 6-week “True North” roadmaps, enterprise operating model assessments, digital onboarding/KYC process optimizations, advisor/agent productivity assessments, and platform rationalization studies) ahead of large-scale implementations.
• Executive Steering Committee Governance: Serve as the named, billable Executive Sponsor / Engagement Director on high-stakes programs, leading monthly and quarterly executive steering committees with client executives.
• Delivery-to-Expansion Continuity: Maintain regular, billable strategic advisory check-ins with client sponsors during implementation to bridge pre-sales commitments with actual delivery execution, protecting project health and identifying Phase 2+ expansion opportunities.
• C-Suite Advisory: Serve as an embedded, trusted transformation advisor for client executives navigating enterprise-scale platform consolidation, AI-driven workflows (Agentforce), and data modernizations across modern banking, wealth, and insurance operating models.

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