Information Technology & Services

Principal Client Partner | Full-Time | Hybrid, Southern California

Los Angeles, CAHybridFull TimePosted 2 months ago

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Required skills

New Logo Acquisition
Self-sourced Pipeline
Deal Shaping
Executive Relationships
QBRs
Forecast Accuracy
Pipeline Coverage
Gross Margin
Technology Consulting Services
Scoped SOW

Nice to have

Nearshore Delivery
Blended US/Mexico Delivery
MSP Programs
VMS Programs
Conversational Spanish

Role summary

Seeking a senior Principal Client Partner to drive new logo acquisition and expand existing enterprise technology accounts. This solution-selling role focuses on scoped SOW and project work, requiring a strong track record in new business development (60%) and portfolio expansion (40%). Responsibilities include shaping deals, managing client relationships, ensuring forecast accuracy, and achieving revenue and gross margin targets. Success in year one involves significant new logo bookings, revenue recognition, portfolio growth, and maintaining strong pipeline coverage. Requires 7+ years of experience selling technology consulting services with scoped SOW/project work, a documented new logo history, and experience with large deal ranges and multi-stakeholder buying cycles. Technical fluency in areas like data/analytics, AI/ML, cloud, ERP, or application development is preferred.

About us:

Working at Tech Holding isn't just a job, it's an opportunity to be a part of something bigger. We are a full-service consulting firm that was founded on the premise of delivering predictable outcomes and high-quality solutions to our clients. Our founders and team members have industry experience and have held senior positions in a wide variety of companies – from emerging startups to large Fortune 50 firms – and we have taken our combined experiences and developed a unique approach that is supported by the principles of deep expertise, integrity, transparency, and dependability.

The Role:

We are hiring a senior seller to own a portfolio of enterprise technology accounts and, more importantly, to open new ones. This is a solution-selling role built on scoped SOW and project work, not resume placement, not product.

You will inherit an established and existing client base with real expansion room. You will also be measured, first and foremost, on the logos you bring in that we do not have today, expect a blend of new business development and portfolio expansion.

Key Responsibilities:

New logo acquisition. Self-sourced pipeline against a target account list. Your network is the starting point, not the plan — we expect you to build beyond it.

Portfolio growth. Expand an existing client base in annual revenue across the board.

Deal shaping. Partner with solution architects and delivery leaders to scope engagements, price to margin, and write and defend proposals. You will be in the room when scope is set, not handing off a lead.

Commercial discipline. Own forecast accuracy, pipeline coverage, and the gross margin on what you sell.

Client governance. Executive relationships, QBRs, renewals and extensions, and being the person the client calls before they call procurement.

What success looks like in year one:

Over a million in new logo bookings from a minimum of 3 net-new clients

At least 60% of that new business recognized as revenue in-year

Existing portfolio grown 15% year over year, with at least 3 accounts expanded beyond their original entry point

Blended gross margin on closed work at or above 38%

4x pipeline coverage against quota, 5x on new business, maintained quarterly

Required Skills:

7+ years selling technology consulting services — scoped SOW and project work. Product, SaaS, and pure staff augmentation backgrounds do not translate directly.

A documented new logo record. You can name the accounts you opened cold, describe who you got to first, and explain how. This is the single most important qualification.

Deal experience in the half a million or over range with multi-stakeholder buying cycles — technology leadership, business sponsors, and procurement.

Enough technical fluency to shape scope, not just relay it. Working command of at least one of: data and analytics, AI/ML delivery, cloud and platform modernization, ERP, or application development.

A history of carrying and hitting a real number with a meaningful variable component. You should be able to talk about your attainment for the last three years without reaching.

Nice to have:

Experience selling nearshore or blended US/Mexico delivery models as a cost and time zone story

Existing relationships in [target industries]

Experience navigating MSP and VMS programs, and knowing when to walk away from them

Sold AI and data platform engagements specifically — where the current buying urgency is

Conversational Spanish

Not a fit if:

Your book is a list of names rather than relationships you can describe in detail

You have only grown accounts someone else opened

You have sold staff augmentation exclusively and have never priced or defended a fixed-scope deliverable

You need marketing to hand you qualified pipeline

You want to sell without engaging in how the work actually gets delivered

Employment type:

Full-Time

Compensation:

Base salary: $160,000 annually.

This position is eligible for uncapped performance-based commission.

Total annual compensation may exceed $400,000 based on individual performance.

Location:

Hybrid position open only to candidates based in Southern California.

Regular in-person attendance will be required for client meetings and team collaboration.

*Applicants must be authorized to work for ANY employer in the U.S. We are unable to sponsor or take over sponsorship of an employment Visa at this time

Tech Holding is proud to be an Equal Opportunity Employer and is committed to fostering a diverse and inclusive workplace. We welcome applicants from all backgrounds and experiences, and we consider qualified applicants without regard to race, color, religion, gender, sexual orientation, gender identity, national origin, disability, veteran status, or any other legally protected characteristic. If you require accommodation in the application process, please contact our HR

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