Enterprise Client Partner

Location: Bengaluru

Work mode: Remote

Type: Full Time

Experience: 8–12 years

Required skills: Enterprise Sales, Business Development, Client Partnership & Account Management, IT / Engineering Services Sales, Account Growth & Expansion, MSA & Contract Negotiation, Enterprise Procurement & Vendor Onboarding, RFP / RFI / Tender Response, Europe & North America Markets, DACH Market, Business Reviews / QBRs, Pipeline & Forecast Management, CRM GCC & Build-Operate-Transfer Models.

RemoteEngine designs, builds, and operates dedicated engineering teams for organizations in precision manufacturing, medical technology, and industrial software across Europe and North America. We are not a staffing intermediary; we own the recruiting, deployment, and retention of these teams, and our engineers stay embedded with clients for years rather than months. The company is privately held, self-funded, and profitable.

This role owns the full enterprise sales cycle: finding and qualifying target organizations, building relationships with engineering and technology leadership, navigating procurement and vendor onboarding, negotiating commercial terms, and growing each account into a substantial multi-year relationship.

It is a senior individual-contributor appointment reporting directly to the founder and the first hire in a new commercial function. You will have genuine autonomy, including pricing authority within agreed margin parameters. Cycles in this market run six to twelve months, so the role needs patience for long pursuits alongside the discipline to expand the accounts we already hold.

What you'll do

• Build and maintain a tiered list of approximately 50 named target accounts, mapping engineering, R&D, technology, and procurement decision-makers within each.
• Own the full enterprise sales cycle from first conversation to signed contract, including qualification, proposals, capability presentations, and responses to formal tenders and requests for proposals.
• Build multiple senior relationships inside each priority account rather than depending on a single sponsor.
• Grow existing enterprise clients through account plans with defined objectives for expansion into additional divisions, business units, and geographies.
• Chair quarterly business reviews with client stakeholders, presenting delivery performance, commercial outcomes, and forward proposals.
• Negotiate master service agreements, statements of work, rate structures, and commercial terms, working with the founder and external counsel as required.
• Manage vendor onboarding end to end, including supplier registration, security assessments, compliance documentation, and procurement approvals.
• Structure pricing to protect and improve gross margin, favor team-based and outcome-based models over per-resource rate cards, and hold agreed margin thresholds on new business.
• Secure payment terms, rate escalation provisions, and contractual protections at the point of agreement.
• Forecast pipeline and revenue accurately, maintaining CRM discipline and reporting standards.
• Work closely with delivery and recruitment colleagues so that client satisfaction is sustained and commercial opportunities arising from delivery are identified early.
• Represent RemoteEngine at industry conferences and trade exhibitions, with responsibility for planning, meeting scheduling and follow-up, and building a structured referral program across the client base.
• Establish the commercial processes and sales methodology through which the function will scale and support the recruitment and development of later commercial hires.

What we're looking for

• A minimum of eight years' experience in business development, client partnership, or account management within IT services, engineering services, technology consulting, or a comparable B2B services environment.
• Demonstrable ownership of an individual revenue target, with a consistent record of achievement against it.
• Direct experience of selling to enterprise organizations, defined as businesses with annual revenues above €500 million or equivalent, with multi-stage procurement processes.
• A verifiable record of growing at least one enterprise account substantially over time. You should be prepared to describe the account's progression, the specific actions you took, and the commercial outcome achieved.
• Experience managing sales cycles of six months or longer from first engagement to contract award.
• Experience selling into European or North American markets and working with client stakeholders across time zones and cultures.
• Direct experience negotiating master service agreements, statements of work, and rate structures with enterprise clients.
• Working knowledge of enterprise procurement processes, including vendor onboarding, supplier registration, security assessment, and compliance review.
• Demonstrable commercial judgement in structuring and defending pricing, including an understanding of gross margin and its drivers in a services business.
• Experience preparing and managing responses to formal tenders and requests for proposals.
• The ability to engage credibly with senior engineering and technology leadership on the substance of their work, not only on commercial matters.
• Excellent written and spoken English, to a standard appropriate for correspondence and presentation with senior European and North American stakeholders.
• Willingness to travel internationally several times a year, primarily within Europe, and to overlap with European business hours as required.
• Preferred: Experience selling into precision manufacturing, medical technology, semiconductor, industrial automation, or scientific instrumentation sectors.
• Preferred: Established relationships with engineering or technology leadership in these sectors within Europe.
• Preferred: Experience of the DACH market specifically and familiarity with how German and Swiss enterprises approach vendor selection.
• Preferred: Working knowledge of German or another European language.
• Preferred: Familiarity with global capability centers and build-operate-transfer engagement models.
• Preferred: A bachelor's degree in engineering, business, or a related discipline. A postgraduate management qualification is welcome but not required.