Role description
Role Overview
The Client Partner is responsible for owning and growing strategic client relationships, ensuring delivery excellence, and driving revenue expansion across assigned accounts. This role acts as the primary interface between the client and internal teams, aligning business objectives with execution.
Key Responsibilities
1. Client Relationship Management
- Serve as the primary point of contact for assigned key accounts
- Build and sustain C-level and senior stakeholder relationships
- Understand client business priorities, challenges, and strategic roadmap
- Drive customer satisfaction and long-term partnership value
2. Revenue Growth & Account Expansion
- Own P&L / revenue targets for the account(s)
- Identify and pursue upsell, cross-sell, and new business opportunities
- Develop and execute account growth strategy and roadmap
- Collaborate with sales and solution teams for deal closure
3. Delivery Oversight & Governance
- Ensure successful program delivery across projects and engagements
- Drive governance through reviews, KPIs, SLAs, and reporting cadence
- Act as escalation point for delivery risks and issue resolution
- Ensure alignment between client expectations and internal execution
4. Stakeholder & Internal Alignment
- Coordinate across delivery, presales, finance, and operations teams
- Drive internal teams towards client-centric outcomes
- Provide feedback to leadership on client trends and opportunities
5. Contract & Commercial Management
- Oversee contract compliance, renewals, and negotiations
- Manage billing, margins, and financial performance of accounts
- Ensure adherence to commercial terms and risk mitigation
Required Qualifications
- 10–15+ years experience in account management / client partner roles
- Proven track record in managing large enterprise accounts
- Strong experience in IT services / consulting / operations environments
- Demonstrated success in revenue growth and stakeholder management
- Prior experience working with Japanese enterprise clients or in the Japan IT services market strongly preferred
Key Skills & Competencies
- Business-level Japanese proficiency required; English communication skills essential for internal coordination
- Executive stakeholder management
- Business development & sales acumen
- Strong financial and commercial understanding
- Delivery and program governance expertise
- Negotiation and influencing skills
- Communication and presentation (executive level)
- Experience in global delivery models, preferably including offshore/nearshore teams supporting Japanese clients
Success Metrics
- Account revenue growth (Actual Figures & %)
- Account EBITDA Growth (Actual Figures & %)
- Sales pipeline
Typical Reporting Structure
- Reports to: Country Head – Japan
- Works closely with: Delivery Heads, Sales Leaders, Finance, Ops
Skills
client advocacy,customer relationship management,business development,account management,strategic planning,
About UST
UST is a global digital transformation solutions provider. For more than 20 years, UST has worked side by side with the world’s best companies to make a real impact through transformation. Powered by technology, inspired by people and led by purpose, UST partners with their clients from design to operation. With deep domain expertise and a future-proof philosophy, UST embeds innovation and agility into their clients’ organizations. With over 30,000 employees in 30 countries, UST builds for boundless impact—touching billions of lives in the process.
