Test Double

Senior Client Partner

Test Double

full-time

Posted on:

Location Type: Remote

Location: United States

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Salary

💰 $175,000 - $200,000 per year

Job Level

Senior

About the role

  • 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 and their project teams in reaching their annual revenue goal of up to $25M while also consulting leaders on each client engagement.
  • You will collaborate with our delivery leaders 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.
  • Aligning expectations of our clients.
  • Expanding our relationships within the client.
  • Meeting or exceeding your revenue and profitability objectives.
  • Predictable and repeatable approach to engaging with clients.
  • Forecasting portfolio results.
  • 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.
  • Assessing the state of account engagements to maintain the health of the relationship (qualitative and quantitative) with a delineation between the engagement and Test Double’s mission.
  • Proactively generating new sales by presenting additional services and solutions to existing clients, driving 25% growth across your accounts and 30%+ at strategic accounts.
  • Contributing to our client service playbooks to enable repeatable success in delighting our clients.
  • Harvesting case studies, references, and logo uses to support the development of marketing materials to align with solution selling for targeted client needs while establishing a repeatable sales process.
  • Documenting and communicating 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—from engineering managers to Directors, Vice Presidents of Engineering, and C-level executives-through regular interactions demonstrating progress, value, and results.
  • Provide inputs into the Test Double staffing process—defining clear client needs, expanding teams, supporting engagement changes, agent time off, and agent rotations.
  • Support and coach other client partners, delivery leaders, sales leaders, and other employees to grow skills, share knowledge, and explore growth opportunities.
  • Cultivating feedback loops between clients and agents, conducting business reviews with clients, and identifying 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.
  • Manage consistent financial processing through timely accuracy and delivery of invoices.
  • Model Test Double’s mission, values, and culture for our clients and agents.

Requirements

  • Proven success in leading the successful 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 to 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 partnering with delivery teams to ensure we are meeting our clients’ expectations and identifying opportunities for leaving our clients better off
  • Experience working with engineers to balance stakeholder expectations and deliver quality software, while guiding the client away from compromising long-term quality.
Benefits
  • Remote First - Work from anywhere within the US or Canada
  • 5 weeks flexible time off (vacation & sick time) + 10 Paid Holidays, 2 week sabbatical after 5 years
  • ESOP Employee stock ownership program - Test Double is 100% employee owned
  • 8 weeks paid parental leave at 100% of salary, plus additional unpaid
  • Company Contribution of 3% of salary to (401k)
  • 1 week of conference attendance (and up to $3,000 of expense)
  • Premium health/dental/vision insurance (80-100% covered)
  • New computer hardware purchase every 3 years
  • Co-working space reimbursement (1/2 rent up to $500 monthly)
  • Company-wide in-person retreat every ~2years
  • Short and Long Term Disability
  • Life Insurance
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
account managementportfolio revenue managementupsellingsoftware consultingfinancial processingforecastingCRM toolsclient engagement strategyproblem-solvingcase study development
Soft Skills
relationship buildingcommunicationcollaborationcoachingfeedback cultivationtrustempathystrategic thinkingleadershipknowledge sharing