Client Partner

About the role

The Client Partner is a senior, client-facing role responsible for owning strategic accounts from first conversation through long-term growth. Reporting into Sales Leadership and working in tight partnership with Delivery, this role blends consultative selling, channel development, technical credibility, and domain expertise. You will act as a trusted advisor to executives, a strategic partner to Salesforce AEs and RVPs, and an internal quarterback aligning Sales, Delivery, and Leadership. Client Partners are accountable not just for revenue, but for deal quality, delivery outcomes, and durable client relationships.

This is a fully remote role based in North America. The on-target earnings (OTE) range for this position is $270,000 to $300,000 CAD comprised of base salary and performance-based variable compensation. Final compensation will be determined based on experience, skills, and location.

Culture & Values at Kicksaw 

We live by five  values that guide everything we do:

• Care Deeply
• Win Together
• Own the Outcome
• Raise the Bar
• Be The Spark

As a Client Partner, you embody these values by leading with integrity, building trust internally and externally, and shaping thoughtful, well-scoped engagements.

Key Responsibilities

Channel Development & Salesforce Partnership

• Build and sustain strong relationships with Salesforce AEs, SEs, RVPs, and regional leadership.
• Proactively understand AE priorities including territory strategy, account goals, and compensation drivers.
• Position Kicksaw as a trusted extension of the Salesforce field through consistent value creation.
• Co-develop account plans with Salesforce that align client needs, pipeline strategy, and delivery readiness.
• Maintain momentum and trust through Salesforce AE turnover or leadership changes.
• Actively participate in Salesforce ecosystem activities, enablement, and joint GTM initiatives.

Selling & Co-Selling Capabilities

• Lead and influence complex enterprise deals, both independently and alongside Salesforce.
• Clearly define roles and responsibilities in co-sell motions, knowing when to lead and when to support.
• Confidently deliver C-level presentations with or without Salesforce present.
• Build multiple executive and operational relationships (“threads”) within client organizations.
• Balance consultative selling with assertive deal progression and closing discipline.
• Handle executive-level objections with confidence, empathy, and business-first framing.

Discovery, Scoping & Deal Shaping

• Lead structured discovery conversations that uncover business goals, constraints, risks, and success criteria.
• Translate ambiguity into clear problem statements, effort drivers, and directional solution approaches.
• Partner with Delivery to shape realistic scopes, assumptions, and phased implementation plans.
• Identify risks early and articulate mitigation strategies before deals are finalized.
• Own deal quality by ensuring what is sold is deliverable, valuable, and aligned with client outcomes.

Technical Credibility & Salesforce Expertise

• Bring hands-on understanding of Salesforce platforms.
• Comfortably discuss flows, reporting, dashboards, integrations, and data models at a conceptual level.
• Navigate deep technical conversations with client architects and engineers without losing executive alignment.
• Use technical credibility to build trust and de-risk buying decisions.
• Partner effectively with Solution Architects and Delivery Leads to align vision with execution.

Domain Expertise

• Demonstrate a strong understanding of complex industry ecosystems, including multiple stakeholder groups, operating models, and market dynamics.
• Articulate common enterprise challenges such as data fragmentation, regulatory or compliance constraints, operational scalability, and customer experience complexity.
• Clearly explain the value of Salesforce solutions to executive audiences unfamiliar with the platform, translating technical capabilities into business outcomes.
• Recognize recurring business patterns across clients and industries and apply those insights strategically to shape solutions and engagement approaches.

Relationship Ownership & Handoff

• Own executive relationships and client strategy throughout the sales and pre-delivery phases.
• Partner closely with Account Managers to ensure a thoughtful, well-documented handoff at deal close.
• Transition primary day-to-day client ownership to the Account Manager post-sale while remaining engaged to support strategic alignment, executive relationships, and expansion opportunities.
• Ensure continuity of context, expectations, and success criteria across Sales, Delivery, and Account Management.

What You’ll Bring

• 8+ years of experience in consulting, enterprise sales, or client partnership roles.
• Proven success co-selling with Salesforce in complex, multi-stakeholder environments.
• Strong discovery, storytelling, and executive communication skills.
• Solid Salesforce platform knowledge with the ability to speak credibly to technical and business audiences.
• Experience in healthcare or life sciences strongly preferred.
• Demonstrated ability to navigate ambiguity, influence without authority, and align cross-functional teams.
• Comfort balancing revenue accountability with long-term relationship building.