Client Partner
Client Partner
Contract Type:
Permanent
Location:
London
Industry:
Contact Name:
Lucy Watson
Contact Email:
lucy@additionsolutions.co.uk
Posted:
14-Apr-2026
Job Description
Commercial Growth & Pipeline Management ● ● Cross-sell & Upsell: Identify unmet needs within Navy Command and align them with Digi2al’s service offerings. You own the growth targets for the account, turning single-stream projects into multi-disciplinary partnerships. Bid Leadership: Lead the commercial and strategic narrative for renewals and new call-offs under frameworks like G-Cloud and DOS for the Royal Navy. Account Strategy: Develop and execute a 12-to-24-month account plan that identifies key stakeholders, procurement cycles, and strategic entry points for new workstreams. 2. Strategic Relationship Management ● ● Senior Stakeholder Engagement: Build and maintain high-trust relationships with senior Royal Navy officers and civilian leads (1* and 2* level). You are the primary point of escalation and the champion for client needs within Digi2al. Market Intelligence: Stay ahead of Defence policy shifts, Integrated Review updates, and Navy-specific digital strategies. You translate these macro trends into actionable opportunities for the firm. 3. Account Governance & Quality Assurance ● ● Value Realisation: Work closely with delivery teams to ensure we are not just meeting KPIs, but delivering tangible operational impact/value that justifies further investment. Risk Management: Proactively identify commercial or reputational risks within the account and develop mitigation strategies before they impact delivery or growth. Must haves: 1. Defence Sector/ Navy Command Experience ● ● Experience: Significant experience working within or alongside the UK Ministry of Defence, specifically Royal Navy. Skill: You understand the nuances of Defence procurement and the specific challenges of deploying digital technology in maritime and NCHQ environments. 2. Account Growth ● ● Experience: A proven track record of growing accounts within a professional services or digital consultancy context. You have successfully managed large pipelines in similarly sized strategic accounts. Skill: You excel at solution selling: identifying a pain point in the Royal Navy and architecting a service response that adds value. You are comfortable navigating complex framework competitions and direct award processes. 3. Strategic Influence ● ● Experience: Experience operating at a level where you influence senior leadership and set strategic direction. Skill: Exceptional negotiation and storytelling skills. You can distill complex technical delivery into clear business cases for senior stakeholders, focusing on outcomes, risk reduction, and operational advantage. Personal Qualities ● ● ● ● Integrity: You prioritise the client’s mission and national security interests. You build long-term trust by being transparent about what we can and cannot be delivered. Strategic Patience: You understand that Defence cycles are long. You are persistent and can maintain momentum across complex, multi-year procurement journeys. Collaborative Mindset: You work seamlessly with Engineering and Innovation Directors, ensuring that your commercial ambitions are always backed by technical reality. Resilience: You are comfortable navigating the bureaucracy of large government organizations and remain focused on finding a positive solution despite constraints.
