Client Partner

At ProQuest Consulting, our people are the heart of everything we do. We foster a tight-knit, diverse culture where our team thrives, grows, and has fun along the way.

As a Salesforce Summit Partner, we specialise in Customer Service, Field Service, and Generative AI solutions—helping mid-market and enterprise organisations transform their operations through smart technology. With a team of 40+ experts from 18 countries, we deliver impactful solutions that enhance customer experience and unlock business potential.

We’re proud to be Great Place to Work–certified for two consecutive years, with a 100% staff approval rating. In 2023, we were recognised as one of the Top 2 Best Places to Work for Small Businesses in Australia—a testament to our commitment to excellence, innovation, and employee wellbeing.

We are seeking a commercially driven Client Partner to originate, shape and progress growth opportunities across both existing strategic customers and new target accounts.

This role combines strategic account growth, consultative business development, and opportunity leadership. You will be responsible for expanding ProQuest’s footprint within existing customers, opening new enterprise conversations, and progressing qualified opportunities through to signature in collaboration with ProQuest leadership and delivery teams. You will operate as part of the broader Decision Inc. growth ecosystem, collaborating across regions, practices and strategic pursuits where multi-solution or multi-market opportunities exist.

Success in this role requires the ability to engage senior stakeholders on business problems, position differentiated value, shape opportunities early, and guide deals through a consultative sales process.

Knowledge & Experience:
Required Experience:
● 7+ years’ experience in consultative enterprise sales, business development, strategic account management or technology consulting sales.
● Demonstrated track record generating and progressing complex sales opportunities, ideally within consulting, SaaS, CRM, or digital transformation environments.
● Experience engaging senior stakeholders and decision-makers in business-led conversations, uncovering needs, shaping opportunities, and progressing deals through a structured sales process.
● Proven ability to build and manage pipeline, qualify opportunities effectively, and maintain commercial momentum through to close.
● Experience developing account growth strategies, including cross-sell, up-sell, and whitespace expansion.
● Strong commercial acumen, including experience contributing to proposals, commercial negotiations, and forecasting.
● Experience using CRM platforms (preferably Salesforce) to manage pipeline, opportunity progression, and reporting.
Knowledge, Skills and Attributes
● Strong consultative selling and opportunity qualification skills.
● Ability to engage credibly with executives and translate business challenges into transformation opportunities.
● Strong stakeholder management and relationship-building capability.
● Structured and disciplined approach to pipeline management and forecasting.
● Excellent communication, presentation and business writing skills.
● High levels of drive, resilience, curiosity and commercial initiative.
● Ability to work collaboratively with consulting teams, partners and subject matter experts in a pursuit environment.
Desirable
● Experience selling Salesforce, enterprise software, or technology consulting services.
● Experience within a systems integrator, consulting partner, or professional services environment.
● Knowledge of industries such as financial services, healthcare, public sector, utilities or retail.
● Existing relationships within the Salesforce ecosystem or relevant enterprise networks.
● Exposure to AI, data, automation or managed services offerings would be advantageous.
Key Responsibilities:
Strategic Account Growth
● Develop and execute growth plans across ProQuest’s strategic customer portfolio, identifying opportunities to expand relationships across new business units, stakeholders, and solution areas.
● Drive cross-sell and up-sell opportunities across ProQuest’s Salesforce services, including Customer Service, Field Service, AI, Data and Managed Services offerings.
● Build trusted relationships with senior customer stakeholders and position ProQuest as a strategic transformation partner.
● Proactively identify whitespace opportunities and shape account strategies to grow long-term customer value.

New Business Development
● Originate and progress net-new opportunities across target accounts through proactive outreach, industry networking, referrals, and strategic prospecting.
● Engage senior decision-makers in consultative business conversations centred on customer challenges, priorities, and transformation opportunities.
● Develop and qualify pipeline opportunities aligned with ProQuest’s target industries and growth priorities.
● Build and maintain a strong network of prospects, partners, and industry relationships to support sustainable pipeline generation.

Opportunity Leadership & Deal Progression
● Lead opportunities from discovery through qualification, solution shaping, proposal development, negotiation, and close.
● Drive opportunity strategy, stakeholder mapping, and pursuit planning to maximise win probability.
● Coordinate internal pursuit teams, practice leaders and subject matter experts to shape compelling solutions and proposals.
● Maintain momentum across opportunities, managing follow-up actions, commercial progression, and forecast visibility.

Alliance & Market Development
● Work collaboratively with Salesforce and strategic alliance partners to generate and progress opportunities.
● Support joint go-to-market activity and help position ProQuest’s differentiated value within the partner ecosystem.
● Contribute to the development and packaging of repeatable offers and growth plays, including emerging areas such as Agentforce, Adoptforce, managed services, and AI-powered consulting.

Commercial Discipline & Reporting
● Manage pipeline, forecasting, account plans and opportunity progression within Salesforce CRM.
● Maintain accurate reporting against sales targets, pipeline coverage, and agreed KPIs.
● Contribute market insight, customer feedback and opportunity intelligence to inform ProQuest’s go-to-market strategy and growth planning.

Key Performance Indicators (KPIs):
Revenue Performance
● Achieve $2.6m annual sales target through a combination of net-new opportunities and growth within existing strategic accounts.
● Deliver minimum quarterly revenue progression aligned to annual target expectations.
● Contribute to profitable growth through opportunities aligned to ProQuest’s target services and industries.

Pipeline Generation & Opportunity Creation
● Maintain minimum 3x pipeline coverage against annual sales target (minimum $7.8m qualified pipeline).
● Create a minimum of 4 new qualified opportunities per quarter, across existing accounts and net-new prospects.
● Build and progress a healthy mix of short, medium and long-term opportunities to support sustained growth.

Strategic Account Growth
● Develop and execute account growth plans for priority strategic customers.
● Generate measurable expansion opportunities through cross-sell, whitespace penetration, or new stakeholder relationships within existing customers.
● Contribute to growth in strategic offerings including managed services, AI, data and transformation services.

Sales Discipline & Forecasting
● Maintain accurate opportunity management and forecasting in Salesforce CRM.
● Forecast accuracy within agreed tolerance (e.g. +/-20%).
● Demonstrate strong opportunity qualification, deal progression discipline, and effective use of pursuit governance.

Compensation:

● Base Salary: basic plus superannuation
● On-Target Earnings (OTE): Up to $250,000 including performance-based variable incentives
● Sales Target: $2.6 million annual sales target (subject to year one ramp expectations)
● Variable Incentive: Uncapped commission structure aligned to achievement against sales targets, with accelerators for overachievement
● Payment Cadence: Variable incentives reviewed and paid quarterly in line with company commission framework
● Opportunity Mix: Incentives apply across both existing customer growth and net new business development
What’s in it for you?

• Competitive salary + performance-based bonus
• Flexibility: Hybrid work and genuine work-life balance
• Tech you’ll love: MacBook Pro and a premium toolset
• Learning & growth: Clear progression pathways into senior sales or growth roles
• A leadership team that invests in your development and success

If you’re energised by building relationships, creating opportunities, and playing a key role in a growing consultancy, we’d love to hear from you—apply now.
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