Client Manager - Middle East

About the Role
We are looking for an exceptional Client Manager to own and grow our Sustainability Business client portfolio across the Middle East. Based in Dubai, our regional hub for delivery and global expertise, you will take full ownership of the Client Management accounts in the region: protecting and renewing our recurring revenue base, deepening executive relationships, and converting trusted client partnerships into sustained, profitable growth.

This is a dual-mandate role. Seventy percent of your time is spent as the client leader: retention, renewals, cross-sell, account strategy, and the critical interface between the client and our delivery teams. The remaining thirty percent is techno-commercial - leading the technical development of proposals, tenders, and RFI/RFP responses across our full portfolio, ensuring that what we promise is credible, differentiated, and deliverable.

As part of the company Advisory Services, an international consultancy with over 30 years of experience and over 4,000 consultants globally, you will be at the forefront of our sustainability proposition to some of the Middle East’s most important enterprises, government entities, and national champions.

The Opportunity
The Middle East is our most established sustainability advisory market in MEA, with a robust installed base of recurring clients and a maturing regulatory and Net Zero agenda driving demand for trusted advisory. Your mandate is to make that base compound.

• Retain and renew: Secure our high-ARR client base through early, well-planned renewal strategies and flawless client experience.
• Cross-sell and expand: Grow scope within existing accounts across advisory, software, energy efficiency, and climate risk/nature-based solutions.
• Elevate the relationship: Move from vendor to strategic partner by building executive-level sponsorship across every priority account.
• Raise our win rate: Bring technical rigor and solutioning credibility to every proposal, tender, and RFP we pursue in the region.

Key Responsibilities
1. Client Management & Account Growth (70%)
Retention & Renewals

• Own the retention and renewal outcome for all Client Management accounts in the Middle East, carrying a clear ARR retention target.
• Build and implement renewal plans well ahead of expiry, anticipating challenges and using each renewal as an opportunity to grow scope.
• Partner with the sales team to expand scope within the renewal process rather than simply re-contracting the status quo.

Cross-Sell & Revenue Growth

• Drive a targeted cross-sell strategy across the portfolio - identifying, qualifying, and converting opportunities across all service lines, with clear value targets.
• Seek and engage pull-through opportunities for our technology, software, and services, working closely with Key Account Managers on shared clients.
• Manage commercial discussions with clients end to end, with support from legal on terms and conditions.

Account Strategy & Planning

• Conduct sales prospectivity mapping for every client - positioning each account in a strategic matrix (retention, growth, developing, transactional) against commercial opportunity and relationship strength.
• Produce a Helicopter Summary for each client covering top growth plays, key triggers, and catalysts.
• Build an Opportunity Blueprint - a rolling 12-month account plan for each strategic growth client, with quarterly actions and the outcomes they will drive.
• Be deliberate about where you invest your time: focus, sequence, and pursue with intent, and self-assess performance against plan each quarter.

Executive Relationships & Client Experience

• Serve as the primary point of contact and trusted advisor for assigned clients, building durable relationships with decision-makers and influencers at the C-suite level.
• Own the holistic client experience across multi-service-line delivery.
• Run a disciplined engagement cadence: monthly meetings, QBRs, and structured executive touchpoints.
• Take the lead on dispute and satisfaction management, owning issue resolution and ensuring clients understand scope and how it is delivered.

Delivery Interface & Governance

• Act as the translator between client language and internal delivery language - bringing the external voice of the client back into the delivery team and ensuring delivery understands each client’s relationship tier.
• Maintain a close, regular working rhythm with the Project Management team to ensure services are delivered per the SOW and program health is protected.
• Support risk management reviews and monitor financial performance and program health across the portfolio.

2. Pre-Sales & Techno-Commercial Solutioning (30%)

• Lead the technical development of proposals, tenders, scopes of work, and RFI/RFP responses across all service lines - ensuring accuracy, credibility, and alignment to client needs.
• Shape and structure techno-commercial solutions, working with delivery SMEs to define scope, approach, effort, resourcing, and pricing that are both competitive and deliverable.
• Translate complex technical content into clear business cases, investment roadmaps, and decarbonization-linked recommendations that resonate with CFOs, CSOs, and boards.
• Ensure alignment to national regulatory drivers and international frameworks (e.g., GRI, SBTi, ISSB/IFRS S1 & S2) so that every submission is technically defensible.
• Drive bid discipline - compliance with tender requirements, submission timelines, quality review, and win-theme development.
• Build and maintain a reusable library of proposal content, credentials, case studies, and solution narratives to raise speed and quality across the region.

Who You Are
Background

• Client leadership pedigree. Proven experience owning and growing enterprise client relationships - ideally from a consultancy, advisory firm, or a solutions business with a recurring-revenue model. Internal business unit experience is a distinct advantage.
• Sustainability at the core. A genuine sustainability background - you understand decarbonization, ESG reporting, the energy transition, and the commercial logic behind them.
• Techno-commercial credibility. Demonstrated experience leading proposals, tenders, and RFP responses, and shaping technical scopes that win.
• Commercial track record. Evidence of retaining, renewing, and expanding accounts - with numbers to back it up.

Skills & Experience

• Strong understanding of Sustainability Business capability across sustainability strategy, decarbonization, ESG software (e.g., Resource Advisor), emissions management, mandatory reporting, energy efficiency, and renewables.
• Ability to build a structured account strategy - segmentation, prioritization, account planning, and disciplined execution against it.
• Skilled at translating complex technical findings into clear, board-ready business cases and investment roadmaps.
• Excellent written skills - proposal writing, scope definition, and executive communication.
• Comfortable orchestrating cross-functional teams: delivery, PMO, legal, finance, and global subject-matter experts.

What Sets You Apart

• Deep knowledge of Middle East markets - clients, regulatory landscapes, and commercial dynamics.
• Fluent in both the boardroom and the technical detail - credible with CFOs, CSOs, and engineers alike.
• Entrepreneurial and self-starting, comfortable managing multiple accounts, proposals, and deadlines simultaneously.
• Thrives in a high-pressure, fast-paced environment - resilient, committed, and able to deliver against tight deadlines.
• A collaborative team player who enhances the delivery team by bringing the client’s voice inside.
• Strong existing network across Middle East enterprises, government entities, and national champions is a plus.
• Willingness to travel across the Middle East.

Rewards Designed for You
Our Total Rewards is our way of saying: We see you and we value you. It is more than just pay and benefits—it is a meaningful investment in you. It is designed to help you perform, grow, feel safe, and elevate your potential. The package helps you care for yourself and your family, plan your future, grow your skills and career, collaborate in an inclusive workplace, and contribute to your community. We’re here for what matters most to you. Discover more at our Career Page.