Client Strategist

Rising Tides Solutions, LLC•Richmond, VA

About The Position

The Client Strategist plays a pivotal role in nurturing and expanding existing client relationships at RTS Labs. This self-motivated individual will work with and report to the Chief Revenue Officer and delivery teams to ensure client satisfaction, act as a trusted technology advisor, and strategically grow account revenue. The role requires a proactive approach, with the Client Strategist continuously seeking to understand the client's overarching business objectives and identifying how our technology solutions can help achieve them. The role requires a proactive approach, with the Client Strategist continuously seeking to understand the client's overarching business objectives and identifying how our technology solutions can help achieve them. Key responsibilities include managing overall account health, conducting strategic business reviews, and keeping a sharp eye out for cross-selling and upselling opportunities within the current client base. Effective collaboration with multiple departments and stakeholders is essential, as strong communication, business acumen, and relationship-building abilities are critical to success in this role. The ideal candidate can seamlessly blend customer success with account farming, ensuring clients feel valued while driving organic growth for the firm.

Requirements

Bachelor's Degree in Business, Information Technology, Communications, or a related field, or equivalent professional experience.
Minimum of 3-5 years of experience in account management, client success, IT consulting, or technical sales, with a proven track record of nurturing and growing B2B relationships.
Demonstrated ability to identify and qualify sales opportunities within an existing client base (farming vs. hunting) while maintaining a consultative, advisory approach.
Exceptional communication and presentation skills in both written and verbal formats, with the ability to convey strategic concepts effectively to diverse audiences, including C-level executives.
Fundamental knowledge of IT consulting services, software development lifecycles, and modern technology trends to effectively advise clients and spot operational gaps.
Keen business acumen and proactive problem-solving skills, with a strong capacity to anticipate client needs and align technology solutions with their overarching business objectives.

Nice To Haves

Prior experience working specifically within an IT consulting firm, Managed Service Provider (MSP), or custom software development agency.
Proficiency with Customer Relationship Management (CRM) tools such as Salesforce, HubSpot, or comparable platforms for tracking account health, interactions, and sales pipelines.
Proven experience handling contract renewals, drafting Statements of Work (SOWs), and navigating procurement processes alongside a Sales Director.
Competency in data analysis and reporting to track account profitability, client satisfaction scores (CSAT/NPS), and expansion revenue.
Basic understanding of agile methodologies and cloud-based technologies to better anticipate project needs and communicate effectively with internal technical teams.

Responsibilities

Nurture Client Relationships: Serve as the primary strategic point of contact for existing clients, building deep trust and maintaining a strong pulse on their organizational needs, challenges, and overall satisfaction.
Identify Account Growth Opportunities: Actively farm existing accounts by keeping eyes and ears open to new sales opportunities, uncovering needs for additional services, and working seamlessly with the CRO to capture cross-sell and upsell revenue.
Conduct Strategic Business Reviews: Schedule and facilitate regular check-ins and Quarterly Business Reviews (QBRs) with key client stakeholders to review project successes, demonstrate ROI, and align future technology roadmaps with their business goals.
Collaborate with Delivery and Sales Teams: Act as the bridge between the client, the project delivery teams, and the Chief Revenue Officer ensuring project alignment, smooth communication, and seamless handoffs for new project expansions.
Develop Client Strategy Plans: Create and maintain comprehensive account plans that map out the client's organizational structure, key decision-makers, business goals, and a strategic roadmap for future RTS Labs engagements.
Advocate for the Client: Monitor project delivery and client health, proactively identifying and escalating potential risks or issues internally to ensure challenges are addressed promptly and client trust is maintained.