The Role
Owns relationships and growth strategy for 1–2 high-value global telecommunications accounts. Responsibilities include executive stakeholder management, multi-year account planning, renewals, cross-selling, upselling, contract negotiations, solution selling, forecasting in Salesforce, and coordinating cross-functional teams. The role carries a £5M–£10M annual quota and requires deep telecommunications expertise, strategic leadership, commercial fluency, and understanding of cybersecurity services.
Summary Generated by Built In
The Client Director is a senior strategic sales leader responsible for managing 1–2 high-value global accounts within the Telecommunications sector, acting as the primary relationship owner and trusted advisor. This role will bring significant experience working with Telecommunications business' with a strong understanding of the regulatory, operational, and risk challenges facing the sector. The role drives multi-year account growth through exceptional engagement, value creation, and orchestration of internal resources. The Client Executive will carry a £5M–£10M annual quota and work in partnership with cross-functional stakeholders including Pre-Sales Architects, Customer Success Managers, Sales Specialists, and Marketing.
Key Responsibilities
Strategic Account Ownership:
- Serve as the executive sponsor and primary point of contact for 1–2 of global strategic accounts within the Telcos sector.
- Align internal resources to co-develop tailored solutions.
Multi-Year Account Planning:
- Build and maintain detailed multi-year account plans, incorporating customer objectives, competitive intelligence, and a strategic roadmap for growth.
Customer Engagement & Executive Alignment:
- Develop deep, trusted advisor relationships with senior client stakeholders.
- Drive regular executive-level engagement and strategic business reviews.
Revenue Growth & Renewal Strategy:
- Identify and pursue opportunities for renewal, cross-sell, and upsell.
- Lead contract negotiations, renewals, and pricing discussions in collaboration with Legal and Finance.
Acquisition Expansion & Value- Based Solutioning:
- Lead efforts to expand footprint within the client through new use cases, divisions, or geographies.
- Collaborate with technical teams to design solutions aligned to client priorities and measurable outcomes.
Value-Based Solutioning:
- Collaborate with Pre-Sales and Technical Architects to design and position solutions that align with customer priorities and deliver measurable outcomes.
Internal Orchestration:
- Drive collaboration across internal teams (Customer Success, Sales Specialists, Product, Delivery, and Operations) to ensure solution alignment and customer success.
Forecasting & Reporting:
- Maintain accurate, up-to-date forecasts and deal progression in Salesforce.
- Proactively identify risk and opportunity areas in the pipeline.
Customer Advocacy:
- Champion customer needs internally, inform product and services evolution, and participate in executive briefings or advisory boards where appropriate.
Success Measures:
- Achievement of annual revenue and quota attainment (£5M–£10M).
- Year-over-year account growth and expansion into new business lines or regions.
- Customer retention, renewal rates, and Net Revenue Retention (NRR).
- Strategic alignment with client initiatives and satisfaction metrics (e.g., NPS, CSAT).
- Internal stakeholder feedback on collaboration, leadership, and execution.
Skills, Knowledge & Expertise
Core Competencies
- Deep Telecoms expertise, including experience selling into and managing relationships within Telecommunications organisations.
- Strategic cross-functional leadership.
- Executive presence and stakeholder management.
- Solution selling and business case development.
- Opportunity origination and deal shaping.
- Cybersecurity services understanding.
Key Attributes
- Inspiring – Motivates teams and clients toward ambitious goals; creates momentum.
- Visionary & Strategic – Communicates the “art of the possible” and navigates complex client ecosystems with structured growth plans.
- Execution-Oriented – Demonstrates a strong closing mentality, accountability, and resilience in high-stakes environments.
- Collaborative & Inclusive – Aligns cross-functional teams effectively; promotes transparency, trust, and mutual accountability.
- Commercially Fluent – Balances customer success with profitability; understands value creation and enterprise dynamics.
- Integrity & Customer Advocacy – Operates with honesty, ethical selling, and a relentless focus on long-term client outcomes.
Job Benefits
- Flexible Working: Balance your work and personal life with our flexible working options.
- Generous Holiday Allowance: Enjoy 25 days of holiday, plus bank holidays, with the option to buy up to 5 additional days of annual leave.
- Medicash & Critical Illness Scheme
- Financial & Investment Benefits: Enjoy peace of mind with our Pension, Life Assurance, and Share Save Scheme.
- Community & Volunteering Programmes: Make a difference in your community with our volunteering opportunities.
- Green Car Scheme: Drive green and save money with our eco-friendly car scheme.
- Cycle Scheme: Stay fit and healthy with our cycle-to-work scheme.
- Special Time Off: Take time off for those big moments in life, like getting married/entering into a civil partnership, becoming a grandparent, and welcoming home a new pet.
- Family Planning: Benefit from our generous maternity and paternity leave, as well as time off and support for those undergoing fertility treatments.
About
We assess, develop and manage cyber threats across our increasingly connected society. We advise global technology, manufacturers, financial institutions, critical national infrastructure providers, retailers and governments on the best way to keep businesses, software and personal data safe.With our knowledge, experience and global footprint, we are best placed to help businesses identify, assess, mitigate & respond to the risks they face.We are passionate about making the Internet safer and revolutionising the way in which organisations think about cyber security.Headquartered in Manchester, UK, with over 35 offices across the world, NCC Group employs more than 2,000 people and is a trusted advisor to 15,000 clients worldwide.
Skills Required
- Deep telecommunications expertise and experience selling into and managing relationships within telecommunications organizations
- Strategic cross-functional leadership experience
- Executive presence and stakeholder management skills
- Solution selling and business case development experience
- Opportunity origination and deal-shaping experience
- Understanding of cybersecurity services
- Ability to manage strategic global accounts and drive multi-year account growth
- Experience with forecasting and deal progression in Salesforce
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The Company
What We Do
NCC Group is a global cyber security and resilience company that helps organizations manage risk, strengthen resilience, and build trust. They provide services in cyber security consulting, managed services, technical assurance, and software escrow.
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