The Client Services team are entrepreneurs who champion clients and colleagues alike. With a keen sense for turning insight into opportunity, they are responsible for building relationships that foster commercial viability for our studio and our clients business.
A Client Partner is a leadership position that requires expertise in transformational programs of work that deliver positive outcomes through products and service ecosystems, differentiated business models and the brand experience surrounding them. This role is central to driving the commercial health of the studio by ensuring the quality of AKQA deliverables, strong client satisfaction, and high employee engagement.
The Client Partner will drive existing and new deliverables, lead pitches and pursue new growth opportunities for the studio. As a key member of the Client Services team, the Client Partner will play a pivotal role in providing leadership so that the CS team-members have the best environment for excellence. Reporting to the Client Services Director, you will partner with our Leads and interdisciplinary teams to create a work environment that fosters collaboration and innovation.
Located on the Nieuwe Herengracht in central Amsterdam, you will also have access to our diverse network of specialists by collaborating across our European, Middle East and South African studios. You will work in an environment which fosters a meritocratic culture and encourages ownership, and you will be surrounded by some of the brightest minds in their fields.
KEY RESPONSIBILITIES
Strategic Client Leadership
- Grow organic business for key accounts - lead and mentor other Client Services team members.
- Sets strategy for account group - Strategic leadership of the internal team, setting the vision for the account, helping the team understand what needs to be delivered.
- Provides thought leadership to both clients and internal teams.
- Makes the account team aware of senior level client challenges.
- Reports on client activity for executive meetings.
- Provides senior clients and their boards with digital marketing expertise and innovative ideas.
- Consults on their business challenges to deliver a positive difference to their bottom line through experience, entrepreneurialism and incisive thought.
- Presents Strategic services offering to develop partnerships, new services and solutions that help client businesses exceed growth targets.
Business Development
- Identify, engage, convert and scale new opportunities into long-term client relationships
- Lead regional pitch responses and procurement processes
- Develop relationships with prospective clients, while maintaining existing client relationships
- Partner with discipline leads to create contract-winning proposals for current and prospective clients
- Understand the language of business to grow our CX, Venture and Product revenue targets
- Become a subject matter expert on topics that drive our clients business
- Maintain a strong understanding of products and services, and innovating new ways to serve businesses
- Work tightly with a multidisciplinary team to design a new venture that creates new sources of revenue for our business
- Leverage relationships to extend AKQA remit within client organisation.
- Seek out opportunities with related client brands.
- Run the entire pitch process and bring new clients into AKQA seamlessly.
- Use AKQA knowledge and experience to generate new business opportunities (e.g. client Academy sessions, cross-selling of AKQA mobile, etc.).
- Help others to understand strategy for identifying new business opportunities.
Financial + resource management
- Revenue responsibility for +€7mm studio.
- Ensure effective pricing strategy while maintaining overall client profitability targets at all times. Highlights team operational issues in relation to overall client profitability.
- Successfully negotiate with client procurement teams
- Negotiates rate cards with clients as well as retainers and financial structure of an account
- Organise team resources and configuration and sets out detailed month by month forecasts against which resources can be planned.
- Uncover, analyse, and anticipate appropriate payment models and pricing structures for target customers who represent early-stage businesses to enterprise scale-up
VALUE COMPETENCIES
Innovation
- Seen as a transformational leader in the industry who is capable of driving change throughout an organisation.
- Can articulate a compelling business case and can galvanise the team to action in the face of change.
- Creates an environment that challenges traditional thinking and ensures the company stays far ahead of competition and clients.
Service
- Able to deftly manage most senior client expectations, particularly those that conflict with the company’s recommendations, and can drive successful outcomes while maintaining (or even growing) the relationship.
- Develops strategies to build a climate of trust, openness and respect; forges strong relationships to drive successful outcomes.
Quality
- Can set the tone for the team and believes that without the greatest work, nothing else matters. Possesses a strong bias to action and is energised by challenges; is a visible champion of excellence and perfect delivery.
Thought
- Develops long-term strategic partnerships that support business growth and financial success; aligns own and team objectives with overall business objectives.
- Identified as a leader of insight-driven recommendations to clients; possesses general business savvy and expertise in the industry.
- Possesses highly advanced writing skills to present a point of view, using logic, fact and a compelling storyline via any medium.
- Commands the attention of the audience and can manage group dynamics during presentations to effectively engage audiences, counter objections and sell recommendations.
SKILLS AND EXPERIENCE
- 7-10+ years working in a client services or account management role in a creative environment
- Prior success in business development and building and maintaining client relationships
- Understanding of a strategic consulting and professional services approach
- Experience of managing global clients and leading accounts at a senior level
- Comfort and experience in building and leading world-class teams
- Demonstrates an in-depth understanding of wider commercial issues
- Experience of inspiring and managing teams
- Highly competent and confident presenter in Keynote
- Possesses a strong quality of leadership, in both the work and in decision-making
- High emotional intellect, the ability to drive projects and lead an internal team through various scenarios with clients
- Operational savvy and know-how, in order to work with the teams and draw the balance between servicing our clients and protecting our own team and interests
Explore our extensive range of benefits here
We believe great work happens when we're together, fostering creativity, collaboration, and connection. That's why we’ve adopted a hybrid approach including required in-office days. If you require accommodations or flexibility, please discuss this with the hiring team during the interview process.
AKQA is an equal opportunity employer and considers applicants for all positions without discrimination or regard to particular characteristics. We are committed to fostering a culture of respect in which everyone feels they belong and has the same opportunities to progress in their careers.
What We Do
The imaginative application of art and science.
AKQA is a design and communications company that employs 2,200 professionals in 29 studios across five continents. Awarded two Cannes Lion Grand Prix’s in 2019, and recently named by Gartner and Forrester as one of the world’s leading experience design and innovation agencies.
