We are looking for an experienced Client Partner – Retail to own and scale relationships with some of our marquee retail clients.
This is a senior, growth-focused role for someone who combines strong retail domain knowledge, executive-level client engagement and technology services sales experience. The individual will own the account strategy and growth agenda, working with our Industry Solutions Group, service lines and delivery organisation to identify opportunities and bring the best of our capabilities to the client.
Critically, we are looking for someone who can sell beyond the CIO organisation, developing relationships and originating opportunities across the CMO, COO, Chief Digital Officer, Chief Strategy Officer, Supply Chain, Customer and other business organisations.
What You Will Do
- Own and grow a portfolio of strategic retail accounts, with accountability for revenue, pipeline, relationships and account development.
- Build trusted relationships across both technology and business leadership, extending beyond the CIO/CTO into CMO, COO, CSO, Digital, Customer, Supply Chain and Operations organisations.
- Develop and execute multi-year account plans, identifying whitespace and creating opportunities beyond existing engagements.
- Originate and shape transformation programmes rather than relying primarily on RFP-led selling.
- Partner with our Industry Solutions Group to bring retail-specific propositions and industry insight into client conversations.
- Orchestrate our service lines across experience design, digital/product engineering, digital adoption, AI & data, enterprise applications, cloud and infrastructure services.
- Lead complex pursuits, propositions and commercial negotiations.
- Build a strong understanding of our differentiated capabilities and translate them into relevant client propositions.
- Drive an AI-first go-to-market, identifying where AI can create meaningful business value within existing and new transformation programmes.
What We Are Looking For
Retail Expertise
Hands-on experience working with large retail clients is essential.
Candidates should be comfortable discussing the core building blocks of a modern retailer, including:
- Omnichannel commerce, e-commerce and store technology
- Supply chain, inventory and fulfilment
- Warehouse management and logistics
- Merchandising, pricing and promotions
- Customer experience, loyalty and personalisation
- Retail data, analytics and AI
The individual should be able to connect these business domains to the client’s technology and transformation agenda.
We are looking for someone with broad exposure to technology services who can quickly understand and position our capabilities.
Our key areas include experience design, digital/product engineering and digital adoption, complemented by AI & data, enterprise applications, cloud, infrastructure and managed services.
Deep technical expertise is not required. However, the candidate must have sufficient technology fluency to engage credibly with senior clients and mobilise specialists to develop solutions.
AI-First Mindset
AI will increasingly underpin how we take propositions to our clients.
The Client Partner should be comfortable discussing practical applications of Generative AI, Agentic AI, automation and intelligent decisioning across areas such as customer experience, merchandising, supply chain, store operations, customer service and employee productivity.
We are not looking for an AI technologist. We are looking for someone who can spot the opportunity, connect AI to a business problem and bring the right teams together to turn it into a proposition.
Candidate Profile
The successful candidate will ideally bring:
- Significant experience in IT services, technology consulting or digital transformation.
- A demonstrable track record managing and growing large retail accounts.
- Existing credibility and relationships within the retail sector.
- A proven ability to sell beyond the CIO organisation, developing opportunities with CMO, COO, CSO, Digital, Customer, Supply Chain and other business functions.
- Experience selling complex, multi-service transformation engagements.
- Strong account planning, whitespace identification and opportunity origination skills.
- Commercial ownership of revenue, pipeline, margin and forecasting.
- Ability to navigate and mobilise a large, matrixed services organisation.
- Strong learning agility and curiosity around emerging technology, particularly AI.
Success Measures
Success will be measured by sustainable account growth, pipeline creation, expansion into new buying centres and service areas, and stronger executive relationships across both technology and business functions. The Client Partner will be expected to proactively originate opportunities and increase our relevance as a strategic transformation partner, with AI increasingly embedded across the account agenda.
The Person
We are looking for a commercially driven retail Client Partner who understands how large retailers work and knows how to grow strategic technology relationships.
They should be as comfortable discussing customer experience and growth with a CMO, supply chain and operational transformation with a COO, business transformation with a CSO, as they are discussing AI, data and technology modernisation with a CIO or CTO.
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