Director, Enterprise Client Solutions

Job Description

The Director of Enterprise Client Solutions acts as the primary deal architect, story orchestrator, and strategic execution lead for the Chief of Enterprise. He / she leads a team of client-facing orchestrators to align multidisciplinary teams to pitch and convert large complex enterprise opportunities into technically feasible, commercially sound, multi-year deals. This role requires a highly effective communicator who can engage and influence C-suite, procurement, and Board-level stakeholders through clear, compelling executive narratives that articulate EBG’s distinctive value proposition.

Key Responsibilities

Strategic Technology Advisor

• Build trusted relationships with senior client stakeholders, including business, technology, procurement, and operational leaders.
• Works closely with Strategic Account GMs to drive strategic account plans, including client priorities, whitespace opportunities, stakeholder maps, competitive position, and growth actions.
• Lead executive client engagements, value-discovery workshops, solution briefings, and business reviews.
• Act as the single orchestration point for strategic clients, ensuring coordinated engagement across internal teams.

Solution and Pursuit Leadership

• Identify, qualify, and shape complex opportunities across connectivity, cloud, cybersecurity, data and AI, digital workplace, managed services, and industry solutions.
• Translate client challenges into clear value propositions, business cases, solution roadmaps, and commercial propositions.
• Lead multidisciplinary pursuit teams comprising account managers, solution specialists, architects, bid, pricing, commercial, delivery, and partners.
• Drive bid strategy, win themes, executive sponsorship, solution governance, risk reviews, and proposal quality for priority pursuits.
• Ensure solutions are commercially sound, technically deliverable, scalable, and aligned to the client’s target operating model.

Delivery, Service and Value Realisation

• Ensure a robust handover from pursuit to delivery, with agreed scope, assumptions, risks, commercials, success measures, and executive governance.
• Partner with delivery and service-management leaders to resolve escalations and protect client outcomes.
• Lead post-implementation value reviews to identify service improvements, upsell opportunities, renewals, and references.
• Champion client experience, ensuring commitments made during the sales process are delivered in practice.

Internal and Partner Orchestration

• Mobilise service lines to define offerings, product roadmaps, and specialist support required for client opportunities.
• Work with technology services tribes on solution architecture, technical assurance, implementation approach, and managed-service design.
• Build and activate strategic partnerships with technology providers, system integrators, and regional delivery teams.
• Develop reusable account insights, industry plays, solution blueprints, and client references.

Experience and Qualifications

• 10+ years of experience in enterprise technology, telecommunications, consulting, managed services, or complex solution sales.
• Demonstrated experience leading strategic accounts and multi-service solution pursuits.
• Strong understanding of enterprise connectivity, cloud, cybersecurity, digital workplace, data/AI, and managed services.
• Proven commercial acumen, including business-case development, pricing, contract negotiation, and margin management.
• Experience working with C-suite and senior public-sector, regulated-industry, or large-enterprise stakeholders.
• Ability to influence cross-functional teams without direct reporting authority.

Key Performance Indicators

• Win rate for priority pursuits and complex bids
• Renewal rate, expansion revenue, and customer lifetime value
• Client satisfaction, executive relationship strength, and referenceability
• Delivery handover quality, major-escalation resolution, and value-realisation outcomes
• Forecast accuracy and adherence to commercial and pursuit governance