Director – Software Publisher Services - US (Remote)

Connor Consulting•San Francisco, CA

1d•Remote

About The Position

Connor Consulting Partners, LLC is a specialist advisory firm delivering software license compliance and advisory services to a global client base. We are in an exciting period of growth and organisational maturity. Our line of business is structured so that every person operates at their highest value: Directors focus on client outcomes and commercial growth, a dedicated delivery management function provides the operational infrastructure, and Account Managers and Technical Leads run day-to-day execution with genuine autonomy. The result is a firm where senior leaders spend their time on the work that matters most - growing accounts and winning new business. We are looking for a Director to take ownership of a portfolio of client accounts within our Software Publishers Services line of business. This is a senior commercial role: you will be accountable for the revenue, growth, and quality outcomes your clients experience. This is not a delivery management role. We have a mature delivery infrastructure - tracking systems, quality frameworks, structured escalation pathways, and a capable operations team - that handles day-to-day execution. Your focus will be on the outcomes that matter: growing your accounts, winning new business, maintaining senior client relationships, and ensuring the quality standard your clients receive meets the firm's expectations. The right person for this role is a commercially-minded leader who has the confidence to step back from operational detail and trust a well-designed delivery system, while retaining clear accountability for results. This role also carries a strategic dimension beyond day-to-day portfolio management. The software publisher services landscape is evolving. Publishers are shifting from audit enforcement toward models built around customer engagement and customer success, and we are actively leading that evolution. Connor is at the front of this change, helping publishers and their customers move toward advisory-led relationships that create lasting value on both sides. The Director we hire will help shape what that looks like in practice: driving the new services we take to market, influencing how publishers engage with their customers, and building the commercial credibility that positions Connor as the firm that leads with advisory, not audit. This is an opportunity to shape a business, not just run a book.

Requirements

Significant experience in software license compliance, software asset management, or software advisory services. You understand the commercial landscape, vendor licensing models, and the compliance audit lifecycle.
Proven track record of owning and growing a client portfolio in a professional services or advisory environment. You have managed commercial relationships at a senior level and have delivered measurable revenue growth.
Experience leading delivery teams in a matrix structure. You know how to get results through people who do not report directly to you, and you understand the discipline of stepping back from operational detail while retaining accountability.
Understanding of major software vendors' licensing programmes (e.g., Microsoft, Oracle, SAP, IBM, or similar). You can speak credibly to clients about compliance risk, remediation strategy, and commercial optimisation.
Commercially driven. You think in terms of revenue, margin, and account growth. You see client relationships as commercial assets to be developed.
Confident delegator. You trust capable people to execute and do not need to be in every meeting to feel in control. You lead through outcomes, not through presence.
Collaborative. You work effectively with peers and support functions. You treat delivery infrastructure as something that enables you, not as overhead. You share information openly and engage constructively when issues arise.
Decisive. You make commercial decisions clearly and own the consequences. When delivery risk is flagged, you weigh it and commit consciously.
Growth-oriented. You actively pursue new business and are energised by client acquisition, not just client management.
Quality-conscious. You hold a high standard for what your clients receive and you hold your teams accountable for meeting that standard.
Degree-level education or equivalent professional experience.
Established professional network within the software compliance and advisory sector.

Nice To Haves

International delivery experience preferred. Our teams operate across multiple regions and you will be comfortable working across time zones and cultures.
Relevant industry certifications are advantageous but not essential (e.g., ITAM, SAM, vendor-specific compliance certifications).

Responsibilities

Full commercial authority across your client portfolio. You own all commitments made to clients on timelines, fees, and scope.
Drive account-level growth and revenue extraction from existing contracts. Identify and convert upsell and cross-sell opportunities.
Pursue net-new client acquisition through your professional network and market presence. A significant portion of your time should be directed toward new business development.
Consult the delivery management function on capacity before finalising commercial commitments. You retain full authority to commit, and you own the delivery risk associated with your decisions.
Maintain periodic senior-level touchpoints with your clients. Your presence is strategic, not operational.
You are the firm's senior face to the client. Engaged in operational client matters only when escalation is required or when commercial conversations demand your involvement.
Build and deepen the relationships that generate long-term account value. Your Account Managers handle the day-to-day; you hold the strategic relationship.
Ultimately accountable for the quality standard your clients experience. The delivery function provides quality frameworks, checklists, and tracking; you are accountable for the results those systems produce.
Hold your delivery teams accountable for the quality of every deliverable. When quality issues arise, you set the standard for what constitutes an acceptable resolution.
Champion and reinforce the firm's delivery standards within your accounts. Consistent quality is a business standard that depends on leadership at every level.
Final accountability on escalation decisions within your client portfolio. You are the decision-maker when issues escalate beyond the operations team's authority.
Receive structured reporting on all active engagements across your portfolio. You do not need to be in every operational meeting - the delivery infrastructure gives you the visibility to make informed decisions at the right altitude.
Retain final say on staffing decisions for your accounts. The delivery function assesses capability and recommends; you make the call.
Help drive the firm’s publisher advisory services beyond traditional software license compliance. You will be expected to bring a point of view on what clients need, what the market will pay for, and how we differentiate.
Use your client relationships as a proving ground for advisory-led engagements. Test new service lines, identify what resonates commercially, and feed those insights back into the firm’s go-to-market strategy.
Champion the shift from reactive compliance work to proactive advisory across your portfolio. This means reframing client conversations around security, renewal optimization, and strategic licensing decisions, not just audit remediation.
Collaborate with the leadership team to build the firm’s advisory capability, including the skills, methodologies, and commercial models required to sustain advisory work at scale.
Lead net-new client acquisition in the software license compliance space. Leverage your industry network, market knowledge, and relationships to build the firm's pipeline.
Contribute to the firm's market positioning and thought leadership in software compliance and advisory.
Give the delivery function a forward view of your pipeline so they can plan capacity proactively. Last-minute resourcing requests undermine the system that supports you.
Consult on delivery capacity before making commitments to clients. This is not about seeking permission - it is about making informed decisions with the full picture.
Be transparent about the state of your accounts. Visibility across the leadership team is how we catch issues early and support each other.
Reinforce the firm's delivery standards within your accounts. Process compliance and quality frameworks only work when leadership at every level backs them.
Collaborate openly with your peers. Share information, share best practice, and operate as a coherent leadership group - not as isolated client silos.
Treat the delivery management function as a genuine partner. They provide the infrastructure that frees you to focus on growth; engage with them accordingly.

Benefits

flexible working environment
paid mental health days
generous vacation package
competitive compensation
A senior leadership position with genuine commercial authority and client ownership.
An organisational structure specifically designed to free you from operational detail so you can focus on growth and strategic client value.
A delivery infrastructure - tracking, quality frameworks, structured governance - that provides visibility and support without requiring your day-to-day involvement.
A collaborative leadership team with shared information and mutual support.
The opportunity to shape a growing practice in a specialist advisory firm with a global client base.
Competitive compensation package commensurate with the seniority and commercial impact of the role.