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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. WHAT YOU WILL DO: 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. WHAT YOU BRING - 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 ab