Job SummaryThe Principal Client Partner is responsible for managing and growing a portfolio of enterprise and upper mid-market clients by driving revenue, retention, and long-term customer success. This role owns the client relationship and is accountable for executing account strategy, managing opportunities, and delivering measurable business outcomes. Operating within RapidScale's client ownership model, the Principal Client Partner serves as the primary point of accountability for the customer across their assigned portfolio. This individual builds strong relationships with senior stakeholders across business and IT, develops a deep understanding of client priorities, and aligns RapidScale's managed services and professional services portfolio to deliver value.
The Principal Client Partner is responsible for driving growth through both expansion and retention, managing opportunities from qualification through close, and coordinating cross-functional teams to ensure successful delivery and customer experience. This role partners closely with Executive Client Partners on larger, more complex accounts while independently owning and growing their portfolio.
ResponsibilitiesPrimary Responsibilities- Own and manage the full customer relationship across a portfolio of enterprise and upper mid-market clients
- Build and maintain relationships with senior stakeholders and key decision makers
- Drive revenue growth, retention, and expansion across managed services and professional services
- Develop and execute account plans aligned to client business objectives and outcomes
- Identify and pursue new opportunities across cloud, security, and modernization solutions
- Manage opportunities through the full sales cycle from qualification through close
- Partner with solution engineering, delivery, and internal teams to position and deliver solutions
- Coordinate internal resources to ensure alignment and a seamless customer experience
- Monitor account health, identify risks, and support mitigation strategies
- Maintain strong pipeline discipline, forecasting accuracy, and CRM hygiene
QualificationsMinimum Qualifications- Experience & Education: Bachelor's degree and 8+ years of enterprise sales experience. The right candidate could also have a master's degree and 6 years' experience, a Ph.D. and 3 years' experience, or 12+ years of relevant experience without a degree
- Demonstrated experience closing and expanding services-led engagements, typically ranging from $500K-$5M+ TCV
- Experience managing and growing enterprise or upper mid-market accounts
- Experience selling managed services, cloud solutions, or consulting engagements
- Ability to navigate multi-stakeholder buying processes and align solutions to business needs
- Ability to build relationships with senior stakeholders and influence decision making
- Strong understanding of public, private, and hybrid cloud environments
- Strong communication, organization, and collaboration skills
Preferred Qualifications- Experience in a cloud MSP, systems integrator, or consulting environment
- Familiarity with AWS, Azure, Google Cloud, and VMware ecosystems
- Experience selling in complex, multi-stakeholder enterprise environments
- Experience in industries such as Healthcare, Financial Services, Professional Services, Retail and Gaming.
- Travel up to 30-50% as needed
