At SunnyData, a leading Databricks technology partner, our mission is to empower customers with scalable architectures, robust data engineering pipelines, seamless data consumption layers, and advanced ML and AI applications. As a Client Principal you will act as the strategic "Farmer" and Engagement Lead for our most critical accounts in the Financial Services vertical.
This is a high-impact "Rainmaker" role where you will serve as a Trusted Advisor to C-level executives while retaining full accountability for delivery outcomes. You will own a portfolio of existing customers, with success measured by Net Revenue Retention (NRR), Gross Profit, and NPS. You will bridge client business priorities with SunnyData’s Databricks expertise, ensuring delivery teams execute against high-value outcomes while you cultivate long-term partnerships.
Commercial Strategy & Account Growth ("The Farmer")
Own the Account Lifecycle: Manage a portfolio of Financial Services accounts with a focus on "farming" and expansion. You are responsible for meeting annualized bookings targets, maximizing Net Revenue Retention (NRR), and driving account profitability.
Commercial Leadership: Own the commercial strategy and negotiations. You will lead the creation of SOWs, renewals, and MSA amendments in collaboration with legal and delivery teams.
Identify Expansion: Proactively identify whitespace opportunities across data engineering, advanced analytics, ML/AI, and cloud transformation to drive continued growth.
Partner Coordination: Coordinate with cloud (AWS/Azure) and ISV partners (specifically Databricks) to unlock funding, support client outcomes, and drive mutual growth.
Strategic Engagement Leadership ("The Engagement Lead")
Eat Escalations: Serve as the ultimate point of accountability for client concerns. You must be willing to "eat escalations," proactively identifying risks and resolving issues before they impact the client relationship.
Delivery Governance: While this is not a tactical Project Manager role, you act as the Engagement Lead accountable for the day-to-day execution of the engagement. You will govern scope, budget, timelines, and dependencies to ensure value creation.
Value Realization: Monitor and document value creation, translating technical wins into clear "customer stories" and business outcomes for stakeholders.
Team Leadership: Keep a pulse on delivery team morale. You are accountable for eNPS (Employee Net Promoter Score), providing feedback to the team and motivating them to deliver excellence.
Executive Relationship Management
Trusted Advisor: Build and sustain relationships with C-level executives and senior business stakeholders, acting as their primary advocate within SunnyData.
Strategic Planning: Lead annual and quarterly account planning, aligning SunnyData’s technical solutions to the client’s long-term business strategy.
QBR Facilitation: Organize and facilitate Quarterly Business Reviews (QBRs) to showcase results, discuss roadmaps, and deepen executive partnerships.
Experience: 7 + years in strategic account ownership, Client Principal, or Engagement Lead roles within consulting or technology services.
Financial Services Expertise: Deep experience serving the Financial Services vertical (banking, insurance, asset management, payments), with the ability to discuss sector-specific constraints like security, compliance, and risk.
Engagement Lead Pedigree: proven "PMO experience" or background as an Engagement Manager is strongly preferred. You must have the rigor to manage governance, scope, and margins effectively.
Databricks Fluency: Required experience with Databricks (or similar modern data platforms). You must have the credibility to engage confidently with client technical leaders and translate complex technology into business value.
Consultative Selling: Strong executive presence with the ability to influence roadmaps and drive decisions at the senior level.
Results Driven: Proven track record of growing enterprise accounts with direct accountability for multi-million-dollar revenue targets.
Entrepreneurial: Comfortable building a function in a high-growth environment; you thrive in ambiguity and are willing to help define processes.
Strategic & Hands-On: You can shape a long-term vision but are equally willing to dive into the details to solve immediate client challenges.
Collaborative Orchestrator: You excel at aligning cross-functional teams (Delivery, Sales, Solutions) around clear outcomes.
Bachelor's degree is preferred; MBA or equivalent preferred.
Willing and able to travel up to 50%, depending on client and partner engagement needs.
Health Insurance: Employees and their eligible family members, including spouses, domestic partners, and children, are eligible for coverage from the first day of employment.
Paid Time Off: Start your career at SunnyData with a minimum of 15 days Paid Time Off annually, plus nine paid company Holidays.
An opportunity to grow your technical and people skills, lead teams on complex customer projects that are highly innovative and cutting-edge. Great opportunity to grow in your career with the right level of focus, innovation, and customer centricity with a high-growth consulting company dedicated to Databricks.
The annual base salary range provided for this position is a nationwide market range and represents a broad range of salaries for this role across the country. The actual salary for this position will be determined by a number of factors, including the scope, complexity, and location of the role; the skills, education, training, credentials, and experience of the candidate; and other conditions of employment. As part of our comprehensive compensation and benefits program, employees are also eligible for performance-based cash incentive awards.
Our Commitment to Diversity and Inclusion:
SunnyData is dedicated to building a workforce that reflects the world around us. We are an equal opportunity employer committed to unbiased hiring practices. All qualified applicants will receive consideration for employment without regard to race, religion, gender identity, disability, veteran status, or any other protected characteristic.
Innovative Environment. Work with cutting-edge technologies and industry leaders in data engineering and AI.
Customer Impact. Make a real difference in how businesses leverage data for strategic decision-making.
Career Growth. Opportunities for professional development and career advancement.
Collaborative Culture. Join a supportive team that values collaboration and knowledge sharing.
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