Director, Client Partner
Primary Skills
- Sales Management, Presales
Job requirements
The role
:The
Client Partner
is a strategic role within the Brillio customer success team responsible for shaping and growing the firm’s partnership with Global Capability Centres (GCCs).The role focuses on
value creation, capability enablement, AI-driven modernization, and deep stakeholder engagement
driving revenue growth and P&L ownership. The Client Partner acts as a
trusted advisor
to GCC leaders and global stakeholders, helping them scale high-value capabilities, drive transformation, and evolve the GCC into a next-generation enterprise hub. The role shall be assisted by a team of practice managers who shall help create the customer experience and delivery excellence.With Brillio’s strong presence in the Healthcare and Life Sciences space and our entrepreneurial culture, this position presents a dynamic growth opportunity for the right individual to contribute to a rapidly growing company in an exciting field
Responsibilities:
- GCC Partnership & Strategy
- Build and own the strategic relationship with GCC leadership (Center Head, VP/SVP Technology, Directors, Product Leaders).
- Develop a joint GCC transformation roadmap covering capability enhancement, technology modernization, and AI-first operating models.
- Position the firm as a long-term strategic partner to the GCC and global enterprise.
- New Logo Acquisition
- New client acquisition, specifically targeting Global Capability Centres (GCCs) across HCLS
- Stakeholder Management & Executive Engagement
- Establish strong connects with global business/IT owners, GCC leadership, procurement, and vendor governance teams.
- Run executive reviews, QBRs, and transformation councils.
- Provide continuous advisory on the GCC maturity model, benchmark insights, and org evolution.
- Value Creation & Growth Enablement
- Identify opportunities for capability expansion (AI/GenAI, cloud, data, engineering, cybersecurity, product/platform teams).
- Enable co-creation programs, innovation labs, COEs, and cross-organization accelerators.
- Drive footprint expansion across new business units and global teams.
- Influence enterprise-wide transformation initiatives that can be supported from the GCC.
- P&L Ownership
- Drive the P&L ( Revenue and Margin) ownership for the accounts in line with the growth targets established
- Work with Sales Operations to drive forecast accuracy and keeping the Opportunities up to date in CRM along with Operational activities
- Ensure the Sold Margins meet the thresholds established.
- Delivery Governance & Customer Experience
- Ensure seamless governance across distributed delivery teams; work closely with delivery leaders for onboarding, quality, and compliance.
- Track SLAs/KPIs, manage risks, resolve escalations, and uphold a world-class customer experience.
- Ensure strong compliance with enterprise security, regulatory, and governance frameworks.
- Solutioning & Advisory Leadership
- Bring differentiated solution perspectives across Cloud, Data, AI, Cyber, Digital Engineering, and Managed Services.
- Collaborate with practices and SMEs to shape proposals, workshops, and transformation programs.
- Drive architecture/solution conversations aligned with GCC priorities and maturity stage.
- Innovation & AI-First Enablement
- Lead discovery of AI/GenAI use cases across functions: engineering, finance, compliance, HR, marketing, customer operations.
- Facilitate PoVs, PoCs, and scaled deployments in collaboration with enterprise stakeholders.
- Set up innovation frameworks, agile pods, hackathons, and capability uplift programs.
- Ecosystem Orchestration
- Work with cloud hyperscalers, SaaS/platform partners, global consulting partners, and startup ecosystems.
- Leverage partner accelerators and programs to amplify GCC value.
- Enable academia, talent partners, and upskilling networks to support capability development.
- Commercial & Governance Alignment
- Work with procurement on contract alignment, governance scorecards, performance metrics, and compliance.
- Drive transparency in pricing, resourcing, and engagement models.
- Support contract renewals, expansions, and new initiatives based on value delivered.
- Internal Leadership & Team Collaboration
- Lead a cross-functional engagement team across consulting, engineering, delivery, and practice leaders.
- Mentor the account/program team and build a customer-first culture.
- Ensure internal alignment on account priorities, strategy, and delivery cadence.
Qualifications:
- Education
- Bachelor’s degree in Engineering, Computer Science, or related field
- MBA preferred (not mandatory)
- Experience
- 12–20+ years in IT services, consulting, or GCC leadership roles as a Client Partner driving the revenue growth for F1000 Banking, Financial Services and Insurance customers.
- Proven experience engaging with GCCs or global technology/business organizations
- Strong understanding of Healthcare and Life science domain
- Healthcare payer domain (Health Plan, PBM, Medicare/Medicaid-focused plan, Blues plan, MA plan, or integrated payer-provider), regulatory mandates like HIPPA, CMR Regulations in the domain of Interoperability & API Mandates, Prior Authorization Modernization, Medicare Advantage
- Life Science Biopharma Value Chain (Discovery → Preclinical → Clinical Trials → Regulatory Approval → Manufacturing → Distribution → Commercialization → Pharmacovigilance & Lifecycle Management)
- Strong understanding of cloud, digital, AI/ML, data engineering, cybersecurity, DevOps, and product engineering
- Experience running strategic transformation or consulting-led engagements
- Exposure to multi-country stakeholder environments
- Skills & Competencies
- Executive presence and ability to influence CXO-level stakeholders
- Deep understanding of GCC operating models and maturity stages
- Strong consulting, problem-solving, and advisory skills
- Ability to drive innovation and AI-led transformation
- Governance, risk, and compliance orientation
- Excellent communication, facilitation, and negotiation skills
- Ability to orchestrate cross-functional internal teams and partners
