Client Principal, North America (Sales)

The role

The role of Client Principal (CP) is an integral part of our business, often acting as the first point of contact for our clients, developing into long term relationships.  The CP is responsible for creating new opportunities and building and retaining relationships throughout the sales and engagement cycle. 

Since we sell services, our CPs need to be able to elicit information from prospective clients pertaining to their needs and problems.  This requires an inquiring mind, sufficient knowledge to know what to ask, and the ability to retain that information over time.  Only once this information is known, can the right services and offerings be selected.  During this selection process, the CP will need to work closely with our principal consultants, and other key stakeholders, to ensure we offer the best solution and can deliver it. 

Our sales cycles are often long, and as such the CP needs to maintain contact with prospective clients over long periods of time, being disciplined in how and when they make contact, ensuring we are making relevant offers in a differentiated manner, to build reputation, credibility, and trust. 

The CP is an instrumental leadership role within our North America business, needing to demonstrate initiative, collaboration, and the tenacity to remain focussed and driven over time.  This is a role for someone that wants to be part of building a business.

Summary

We have worked with CPs over several years in North America, and have built up a clear understanding of what it takes to be successful within the role and our organization.   The CP role covers 4 main areas of competency:

1. Prospecting
2. Ongoing relationship building / networking with prospects
3. Consultative closing
4. Account management / farming

Competency 1 and 2 are the most important for us right now.  We want to engage someone who can clearly demonstrate prior use of a variety of prospecting outreach, using innovative methods, and maintaining relationships with prospects over time in a disciplined manner.     

To be successful at prospecting we think it highly useful that someone has an established network of contacts within our target markets in New York and Chicago,  with multi-billion dollar companies.  In addition to this we seek someone that is active in their local tech community, attending events to gain knowledge and make connections. 

Qualifications:

• A relationship first approach to lead generation and prospecting
• Experience in devising and running marketing campaigns, primarily content based.
• Selling technology and consulting related services above $500K and beyond.  
• Selling services to large corporations (of multi-billion revenues). 
• Selling outcomes rather than staff augmentation.
• Owning the full sales lifecycle, actively engaged at each point
• Experienced in account-based marketing techniques and an understanding of how to build reputation and brand awareness. 
• A proven track record of maintaining long-term customer relationships within the tech/digital industry.
• A highly ethical, consultative, and team-oriented approach to solution sales.
• Demonstrably respectful to all colleagues with a humble, authentic manner.
• Excellent communication skills, being able to ask relevant questions, actively listening over talking, conveying complex solutions in an easy-to-understand manner.
• Very strong relationship building skills, building rapport easily in an authentic manner.
• Having energy and drive to grow our services in North America and a hands-on approach, with a willingness to do what is needed. 
• Confident but humble.
• Writing compelling proposals, collaborating with internal experts, and marketing as needed, while taking ownership of the proposal delivery.
• Having a true belief in doing the right thing for the customer.
• Being interested in technology and maintaining knowledge of latest trends.

Location:

This role is primarily, remote with travel through out North America. We prefer candidates from either Chicago, New York or Boston areas to enable more frequent travel to meet clients. 

About Equal Experts

Equal Experts is a unique software development consultancy that specializes in providing services which help customers to address complex technical challenges to create world class digital solutions.   

We are typically engaged by customers to build new digital solutions, to modernize existing solutions and to help our customers build software using modern techniques.  Our focus is not only to build the right solution but also to build it in the right way. 

We have a distinct business model that comprises employees and associates (independent contractors) of the highest caliber, and experience levels. For example, we do not engage graduates or mid-level engineers or consultants, as our core proposition is to bring deep knowledge, experience, and skills to our customers.

Our business is employee-owned, with our co-founders active and leading the business.  Our founders and executive greatly believe in continuing to run the company in a way that it can last for more than 50 years, and believe that retaining it as a private business will safeguard our values.

We are driven by our desire to create demonstrable value for our customers that will last well beyond our engagements.  Through this lens we make decisions that do the right thing for our customers and the people that work for us.  We carefully select who we work for and what we do, to ensure we can be successful for our customers, but also so that our people are working in fulfilling and psychologically safe environments. 

North America

Equal Experts originated in the UK in 2007, which is still the largest business unit with over 2000 active consultants.  Our annual global revenue is over $300M.  Equal Experts North America has been running in full operational mode since 2019 and consists of approximately 70 billable consultants, 46 of which are in North America, with the remainder working from one of our other business units, mostly the UK.  Our local annual revenue for 2024 - 2025 was $35M.   Given our history and size, we are still very much in an early growth stage and as such this role will play a crucial part in our future growth and strategy. 

Our goal for 2026  is to gain 2-3 anchor clients.  By ‘anchor client’ we refer to a client with which we can grow and deepen our relationship with over several years.  We know an anchor client needs to have certain attributes including multibillion dollar revenues, investing in technology modernization or advancement, needs technical capability (not just capacity) and embraces the value of modern technologies and working practices. 

What We Offer

For this position, the base salary pay range is $130,000 to $200,000. In addition, individuals may be eligible to receive commissions. Actual compensation will depend upon an individual's skills, experience, qualifications, location, and other relevant factors. The salary pay range is subject to change and may be modified at any time. Equal Experts also offers, health insurance, generous personal leave allowances, and 401(k) matching. Applications will be accepted until May 1st. 

In addition to a competitive compensation package consisting of a base salary, commission, health insurance and a generous personal leave allowance, our unique culture delivers a rewarding experience. 

Equal Experts has been voted, on several occasions, one of the best places to work, according to Glassdoor and Newsweek, along with reviews on Glassdoor.  We work hard to create a fulfilling work environment which begins with autonomy, trust, and support for one another, recognizing we are all trying to achieve the same goals.  We value teamwork over individual excellence, which creates a safe and rewarding work environment for everyone.  

It is important that we work on valuable activities and therefore discourage work that is wasteful, such as too many meetings, excessive internal reporting and activities driven by politics, all of which means our people have a more rewarding work experience compared to traditional workplaces. We expect our people to be committed, adaptable and accountable for what they do, while encouraging a positive work life balance avoiding excessive working hours.

Our values and low hierarchy mean we can all remain focussed on doing the right thing for our customers and people.

The role will work closely with the NAM Managing Director and the wider NAM business unit group, which consists of 12 people, while also being supported by our global network, including other client principals, consultants, service leads and people managers (for staffing).  This allows us to provide the best of both worlds, a close-knit sense of community while having a vast source of knowledge and support.