Sr. Client Partner

Posted Jan 6

Test Double’s mission is to improve the broken industry of software development. Senior Client Partners help us accomplish this goal by understanding client needs, guiding project teams to success and cultivating the skills of our consultants. Senior Client Partners focus on building strong relationships with client leadership and supporting the successful delivery of client projects. Success is found in this role at the intersection of client delight, employee fulfillment, and the success of Test Double. 

What do we mean by Client Experience?

  • Our Client Partners are charismatic, self-motivated, and driven leaders to their teams and across Test Double. They proactively find strategic opportunities and creatively address challenges
  • Our Client Service ecosystem includes the structure, processes, and tools needed for our people to elevate impact at every client and achieve career growth 
  • We delight clients with technical and consulting solutions for their hardest problems—leading to project extensions, increasing lifetime value and inspiring case studies and referrals

What it means to be a Senior Client Partner

Your main accountability is the success of your clients, while striving for project expansion and long-term partnerships. Primarily, this focuses on account management, defining expectations, and ensuring we successfully meet those expectations.

You will support up to 15 clients with a revenue objective of up to $25M, their individual project teams, and consulting leaders on each client engagement.

You will collaborate with engineering managers to support continuous feedback and career growth. Your goal is to successfully align our consultants’ skills and aspirations with the client’s needs through knowledge sharing and proactive problem solving.

Responsibilities

  • Building and executing a thoughtful account strategy to grow client engagements in size, length, and complexity as we partner with clients on more value-driven solutions
  • Proactively generating new sales by presenting additional services and solutions to existing clients aligned with current and upcoming needs, driving 25% growth across your portfolios of accounts and 30% and higher growth at strategic accounts
  • Contributing to our client service playbooks to enable repeatable success in delighting our clients, growing our agents, and expanding our impact at the client
  • Documenting the needs of our clients and aligning our efforts to solve their problems—at project start and throughout the lifetime of the relationship
  • Building trusted relationships with client stakeholders, across engineering managers, Vice Presidents of Engineering and C-level executives
  • Supporting and guiding the consulting team to improve client software systems, processes, and mentoring client teammates
  • Provide inputs into the Test Double staffing process—defining clear client needs, expanding teams, and planning for rotations
  • Cultivating feedback loops between clients and agents, facilitating retrospectives, and guiding team members to better solutions and approaches
  • Collaborating to develop and execute internal strategic initiatives to help Test Double scale operationally
  • Providing transparency in your sales efforts and revenue forecasts through timely documentation, forecasting, and CRM tools
  • Demonstrating and reinforcing mission, values and culture as expectations for every role

Qualifications

  • Proven success in leading the delivery of software consulting engagements as an Account Manager, Client Partner, or Delivery Lead
  • Demonstrated ability to manage up to $25M in portfolio revenue, while meeting or exceeding annual revenue goals, growing key clients by 20 to 30% annually, and maintaining target profitability
  • Experience with innovative and thought-provoking approaches upselling clients to higher valued solutions
  • Demonstrated ability to build engaging and authentic relationships with technical and non-technical client stakeholders based on trust and empathy
  • Extensive experience influencing, guiding, and improving client personnel and teams in the capacity of a software consultant
  • Experience working with engineers to balance stakeholder expectations with delivering quality software, as well as guiding the client away from practices that compromise quality in the long term
  • Comfortable with a healthy amount of ambiguity by focusing on iterative progress
  • Celebrate differences and thrive in an environment where everyone’s unique contributions are encouraged

Compensation

Dependent on experience and interview outcome

Benefits

  • 5 weeks flexible time off (vacation and sick time)
  • 10 paid holidays
  • ESOP Employee stock ownership program - Test Double is 100% employee owned
  • Up to 14 weeks parental leave (8 weeks at 100% of salary)
  • 10% Growth Time each week
  • 1 week of conference attendance (and up to $3,000 of expense)
  • New computer hardware purchase every 3 years
  • Co-working space reimbursement (1/2 rent up to $500 monthly)
  • 2 week Sabbatical leave after 5th year
  • At least 2 company-wide retreat experiences each year
  • Health, Dental & Vision Insurance (we pay 100% of premiums for agents and their families)
  • EAP benefits through CompPsych and mental health offerings
  • Short Term and Long Term Disability
  • Retirement contribution match of 3% of salary
  • Life Insurance
  • AD&D (Canadian-based Agents only)