Client Engagement Principal - Microsoft

About us

Mantel is an Australian-owned technology consulting business with capabilities across Cloud, Digital, Data, Delivery & Security. Since our inception in November 2017, we have experienced remarkable growth across Australia & New Zealand and are honoured to be recognised as a Great Place to Work for 6 years in a row!

We hire smart and talented people and get out of their way. As a principle-based organisation, we have a flat structure with no hierarchy. By focusing on our five principles and not getting caught up in red tape, we trust you to get the job done!

Focused on long-standing and trusted relationships, the Client Experience team works closely with clients to truly understand their business needs and wants – in turn bringing the best of Mantel’s value propositions to add value above and beyond. From strategic account management to marketing and events to client investment, the Client Experience team is focused on delivering the best possible outcomes for our clients.

About the role

This role is for a strategic individual who is passionate about cultivating deep client partnerships and driving mutual success within the dynamic Microsoft ecosystem.

You'll be instrumental in forging and nurturing robust relationships with our clients, acting as the primary point of contact and trusted advisor. You'll lead the charge in defining and executing our client engagement strategy, expertly aligning Mantel's unique strengths with our clients' evolving needs to secure and expand significant programs and projects.

This pivotal role requires a blend of strategic thinking and commercial acumen. You'll creatively craft compelling propositions and navigate the full sales lifecycle, from initial prospecting and pre-sales to solution scoping and ensuring successful delivery and client satisfaction.

• Client Engagement & Development: Drive the acquisition of new clients and deepen relationships with existing ones, positioning Mantel as the preferred partner for Microsoft-based solutions.
• Presales & Solution Selling: Masterfully identify, translate, and synthesize complex client requirements, bridging the gap between their business challenges and our technology-driven solutions.
• Sales Operations Lifecycle: Take ownership of the sales cadence, meticulous reporting, and data accuracy within Salesforce for all leads and opportunities, providing critical customer insights.
• Microsoft Pipeline Management: Accountable for the entire Microsoft pipeline, including lead and opportunity management, customer insights, reporting, and overall sales/account management.
• Commercial Acumen: Prepare and negotiate commercial agreements, including detailed scoping and deliverables.
• Team & Client Satisfaction: Ensure high levels of client satisfaction through continuous relationship cadence, governance, and actively seeking "Voice of the Client" feedback on our performance. You'll also foster strong team engagement and satisfaction on your client projects.
• Strategic Growth: Develop and implement clear strategies to retain and significantly grow client partnerships, demonstrating expertise in stakeholder relationship development, opportunity management, and client health governance.
• Relationship Building: Forge strong, strategic relationships with key client stakeholders across business, technology, and executive levels, as well as with internal Mantel teams including peers, Partners, and capability/delivery teams.
• Client Understanding: Cultivate a deep understanding of client businesses, industry needs, challenges, and opportunities, including key players and relationship dynamics.

What you'll need to be successful

• Proven Relationship Building: Extensive experience in developing strong, long-lasting relationships with technical and business leaders at senior and executive levels.
• Client-Centric Mindset: A clear ability to identify, understand, and articulate complex client needs and wants.
• Problem-Solving Motivation: Driven by facilitating teams to solve client business problems and deliver impactful outcomes.
• Success Metrics: Success will be defined by exceptional client satisfaction, significant growth in client relationships, and the health and engagement of the project teams you'll work with on your client projects.
• Account Strategy Leadership: Extensive experience leading active, end-to-end account strategies and planning, ensuring all team members are aligned with client objectives.
• Full Lifecycle Expertise: A proven track record of leading the entire client engagement lifecycle, including presales, pitching, onboarding, delivery oversight, governance, offboarding, and ensuring client satisfaction.
• Industry Experience: Prior experience working within professional services consulting, with hyperscalers (e.g., Microsoft, AWS, Google), or in technical product sales environments.
• Partner Ecosystem Knowledge (Ideal): Ideally, you'll have experience working closely with partners such as Microsoft or AWS.

What you can expect from us

• You’ll get all the tools you need to hit the ground running including a new phone, laptop & swag.
• We believe in unique experiences for all. Our My Deal program allows you to tailor your yearly plan, with the support of your Leader, to decide on what’s most important to you. That might be extra professional development, extra annual leave, time to work on your side hustle, or something else completely different! One size does not fit all.
• You’ll be genuinely supported by an organisation that cares about not only you but your family as well, Mantel offers Flexible Personal Leave options for those unplanned moments in life.
• We support a flexible hybrid approach to working which is guided by our principles; we trust each other to “make good choices” about the best workplace locations for the requirements of the project, role and client. This can change based on our client needs.
• Mantel is a certified Family Inclusive Workplace, which means we are committed to improving your wellbeing at work through leading practices on flexible work, parental leave, family care and family wellbeing.
• We know you won’t have one job for life. At Mantel we believe in supporting our team to take their career in a direction that aligns with their passions. We have internal opportunities across Cloud, Data, Digital, Delivery & Security.

Click ‘Apply for this job’ to be considered for this role and our Talent team will be in touch.

We value a diverse workplace and strongly encourage people from all backgrounds and minority groups to apply.