Client Partner/ Head of Sales (New Business & Account Growth)

Client Partner/ Head of Sales (New Business & Account Growth)

Warszawa · Hybrid · B2B

About the opportunity

Our client is a US-headquartered technology services group — approx. USD 1.2 billion in revenue, 12,000+ specialists worldwide — with operations across the UK, the Netherlands and Hungary, and an established delivery organisation in Central and Eastern Europe. The company is now building its commercial presence in Poland, and this is the first senior sales hire on this market.

You will own the Polish market and sell the full portfolio: solution engagements and managed services, value-added services, and team extension into enterprise clients. You will work side by side with the Managing Director for Poland and CEE — a small, fast, hands-on team where decisions take days, not quarters.

This is a build role, not a maintenance role. There is no inherited account base and no local structure yet. What there is: a defined strategy, a real delivery organisation behind you in Poland and Hungary, global framework agreements you can activate locally — and the expectation that you bring your own market.

What you will do

• Own the annual revenue and margin target for Poland — the full cycle, from first conversation to signed contract.

• Win new enterprise clients. We expect the first one or two inside your first three to six months.

• Turn technology partnerships into pipeline. Work with hyperscalers and platform vendors (AWS, Microsoft, Google Cloud, ServiceNow, Salesforce) on co-sell motions, registered opportunities and joint accounts. This is a core part of the role, not an add-on.

• Activate the group's global client agreements on the Polish market, including international companies with technology and shared services centres here.

• Co-create proposals with the delivery teams in Poland and Hungary, with clear ownership of deal margin.

• Build the company's market presence: industry events, associations, chambers of commerce, and a personal network of IT and business decision makers.

• Keep pipeline, forecast and account data current in CRM.

• Travel across Poland to meet clients, with occasional trips to Hungary and selected EU industry events.

What we are looking for

Essential:

• 10+ years of B2B sales on the Polish market, with a verifiable record of winning new logos directly — not through intermediaries or inherited framework agreements.

• Experience selling IT services: cloud, data, AI, managed services, solution and project work. Selling software licences, SaaS or a packaged platform is a different motion and does not translate into this role.

• Genuine fluency in at least one major partner ecosystem — AWS, Microsoft, Google Cloud, ServiceNow or Salesforce — gained within the last few years, from the vendor side or from a partner. You understand how co-sell works in practice, and the people you would need to call already take your calls.

• An active network of IT and business decision makers in Poland spanning more than one sector. Depth in finance, energy, manufacturing or retail is welcome; exclusivity in one of them is not.

• A hunter's mentality and real comfort with autonomy — no inbound, no marketing hand-over, no structure to hide behind.

• Full professional fluency in Polish and English.

Welcome:

• Relationships in the SSC/GBS and technology centre community.

• Experience selling both services and staffing — this market still buys both.

• Experience building a sales team, for the stage when this role grows into a structure.

This role is probably not for you if

• Your track record is in selling a product or a platform rather than services.

• You are at your strongest developing an existing portfolio and prefer that to a blank page.

• You want the security of an established local organisation — for the first period this is a one-person operation.

What we offer

• Real influence over how this business is built in Poland, from the first client onwards.

• Base salary plus bonus, B2B contract.

• Realistically set targets, so the bonus is achievable already in the first year.

• Significant negotiating latitude on margin, and flexibility in how you organise travel.

• Direct access to leadership — you work with the Managing Director for Poland and CEE, not through layers.

• The backing of a large international organisation with a long-term commitment to Europe, growing both organically and through acquisition, combined with real autonomy locally.