Client Partner / Account Director (Consumer & Enterprise Services, AI & Sourcing Advisory)
Wanted: dynamic and creative individuals ready to connect with a like-minded team. You’ll enjoy all the autonomy you need to help our clients make their digital infrastructure faster and more effective. Free reign for free spirits doesn’t mean you’ve got to go it alone. Over 1400 teammates from around the globe are eager to help you out when things get down to wire. That means you’ll be able to thrive in an organization with a team that supports you and welcomes everyone’s ideas – whether a partner, consultant, or analyst. So get ready to kickstart your career with a team that’s connected – connected by freedom.
Position Overview
The Client Partner / Account Director is a senior leadership role responsible for owning, building, and growing a portfolio of 2–4 strategic accounts within ISG’s Consumer & Enterprise Services sectors. This role carries full accountability for revenue growth, client satisfaction, and executive-level relationship management.
Acting as a trusted advisor to C-level stakeholders, the Client Partner brings deep expertise in sourcing, technology delivery, and AI-driven transformation. The role is responsible for shaping client strategy, originating and closing complex deals, and ensuring the successful delivery of high-impact engagements across consumer-facing and enterprise service organizations.
Responsibilities
Strategic Account Leadership & P&L Ownership
- Own end-to-end accountability for 2–4 strategic accounts within Consumer & Enterprise Services, including revenue growth, profitability, and client satisfaction
- Develop and execute multi-year account strategies aligned to client business priorities, including customer experience, operational efficiency, and digital transformation
- Identify, originate, and close large, complex consulting and sourcing engagements
- Drive sustained account expansion through cross-selling ISG’s full portfolio, including AI-led advisory, research, and managed services
Executive Relationship Management
- Build, own, and deepen relationships with C-level executives (CIO, CFO, COO, CDO, Chief Customer Officer, etc.)
- Position ISG as a strategic partner across customer-centric transformation and enterprise service optimization initiatives
- Lead executive engagements including strategic workshops, QBRs, and transformation discussions
- Influence client investment decisions across sourcing, technology delivery, customer experience, and AI adoption
AI & Sourcing Industry Leadership
- Demonstrate thought leadership in how AI is transforming sourcing and technology delivery within Consumer & Enterprise Services
- Advise clients on integrating AI into sourcing strategies, operating models, and vendor ecosystems
- Partner with ISG SMEs and practice leaders to deliver AI-driven insights and solutions
- Identify opportunities where AI enhances customer experience and operational efficiency
Sales Leadership & Deal Origination
- Own pipeline creation, qualification, and conversion within assigned accounts
- Lead complex deal cycles, including solution shaping, proposal development, pricing strategy, and contract negotiation
- Mobilize global ISG teams to pursue and win strategic opportunities
- Achieve or exceed revenue and growth targets
Delivery Oversight & Client Success
- Provide executive oversight across all engagements within assigned accounts
- Ensure alignment between client expectations and ISG delivery teams
- Manage risks, escalations, and client concerns at the executive level
- Drive high-quality outcomes and long-term partnership value
Internal Leadership & Market Contribution
- Act as the central point of coordination across sales, advisory, research, and delivery teams
- Mentor and guide junior team members
- Contribute to ISG’s presence through thought leadership and client engagement
Required Skillsets
- 12–15+ years of experience in consulting, account leadership, or sales
- Proven track record managing strategic accounts with revenue responsibility
- Experience engaging C-level executives
- Strong understanding of sourcing strategies and technology delivery models
- Working knowledge of AI trends in sourcing and delivery
- Demonstrated success closing complex deals
- Experience in Consumer industries and/or Enterprise Services
- Experience in consulting or advisory firms
- Exposure to AI-led transformation and automation
Key Competencies
- Executive presence and influence
- Strategic account leadership
- Commercial acumen
- AI and sourcing thought leadership
- Relationship management
Success Metrics
- Revenue growth and profitability
- Strength of C-level relationships
- Pipeline and deal conversion
- Client satisfaction and retention
- Delivery success and business impact
Education
- Bachelor’s degree in Business, IT, or related field (MBA preferred)
At ISG, we don’t just accept difference — we celebrate it, we support it, and we thrive on it for the benefit of our employees, our clients, and our communities. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. ISG is proud to be an equal opportunity workplace and we are committed to creating an inclusive environment for all employees. The more diverse and inclusive we are, the better our work will be.
The duties and responsibilities described in this job description may not be a comprehensive list. Additional tasks may be assigned to the employee from time to time and/or the scope of the job may change as necessitated by business demands.
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