Client Principal – Media & Entertainment

About Softwire

Softwire is one of the UK’s leading digital technology consultancies, offering services in software engineering, design, innovation, cloud, mobile and data. We were founded on one simple idea: If we create the best possible culture and working environment, then everything else will fall into place. This philosophy has proven successful – Softwire was recently voted the #1 company to work for in the UK by Best Companies.

We have a strong track record of delivering high-quality software solutions that make a real impact. In the Media & Entertainment sector, we’ve partnered with well-known organisations to build next-generation digital products and services. For example, we helped Channel 5 (part of ViacomCBS) accelerate innovation in their My5 video-on-demand platform, and we have delivered projects spanning streaming services, content management systems, and digital distribution for other leading media companies. We are a growing supplier in this space and plan to further expand our capabilities and team to serve the industry’s evolving needs.

When you work with Softwire, you’re joining a friendly and high-performing team in a high-trust environment. Our people are skilled, kind, and passionate about creating amazing digital products that solve real-world problems. We take a “one team” approach to everything we do, collaborating closely with each other and our clients. We also believe in continuous learning and innovation, keeping us at the cutting edge of technology.

We focus on maintaining a great culture and working environment, and look for people who share our core beliefs about what makes a great workplace: That if a job is worth doing, it’s worth doing properly; that work should be both fulfilling and fun; that kindness matters (to employees and clients alike); and that by being trusting and trustworthy, we can minimise bureaucracy and maximise autonomy.

The role

We are looking for a Client Principal to drive new business growth in our Media & Entertainment practice. In this role, you will be accountable for expanding Softwire’s presence in the media and entertainment industry by hunting for new clients and developing key accounts. This includes generating revenue through identifying new opportunities to work with clients and leading the resulting sales pursuits (bids and presales activities) to a successful close.

You’ll be expected to form strong relationships with senior stakeholders at major media and entertainment organisations (for example, broadcasters, studios, publishers, and streaming providers). By understanding their needs and the environment they operate in, you will shape Softwire’s propositions and proposals to meet both new and existing clients’ goals. You will also develop deep expertise in Softwire’s service offerings and how they can address industry-specific challenges.

You will be a senior member of the Media & Entertainment leadership team, reporting to the head of this vertical (and working closely with our Client Director). You’ll have the opportunity to contribute to the strategy for growing Softwire’s Media & Entertainment portfolio. Collectively, this team is responsible for driving significant revenue growth in the sector through well-managed client relationships and new business wins.

While this role supports a degree of remote working, you should be able to spend regular time with clients and prospects (approximately weekly in-person meetings) to build relationships and trust. Success in this role will be measured against new client acquisitions and revenue generation, growth and retention of accounts, and client satisfaction.

You will be responsible for:

• Relationship development and thought leadership: Building our network within target media and entertainment companies, up to C-level and senior directors. You will leverage this network and your industry contacts to raise Softwire’s profile, open doors to new opportunities, and ultimately win more work. This also involves keeping abreast of general market trends and client-specific drivers in Media & Entertainment and sharing these insights within Softwire (to guide our offerings and marketing efforts). You may represent Softwire at industry events and help position us as thought leaders in the Media & Entertainment technology space.

• Account management and growth: Taking ownership of senior client relationships at the accounts you win or manage, and being personally responsible for client satisfaction, loyalty and spend. You will nurture these accounts by identifying opportunities for cross-sell/upsell of additional services that deliver value to the client. Working alongside Delivery Principals, you’ll ensure our clients receive excellent service delivery and outcomes. You will act as a point of escalation for client concerns, coordinating internally to resolve any issues. You’ll also monitor account health including profitability and ensure we meet our commercial targets (for example, by setting appropriate rate cards and engagement terms).

• Sales strategy, pipeline and bid leadership: Defining and executing a sales strategy to achieve growth in the Media & Entertainment vertical. This includes managing a pipeline of prospective opportunities and ensuring a continuous flow of engagements. You will lead cross-functional bid and pitch teams for your opportunities – serving as the focal point for our sales strategy, win themes, proposal content and overall bid quality. You’ll make effective use of Softwire’s existing knowledge base and delivery experts to craft compelling, tailored proposals in response to client RFPs or briefs. A key part of the role is leading client presentations and pitches: articulating Softwire’s value proposition, answering client challenges, and convincingly demonstrating how our solutions will succeed.

About you

• You are an experienced sales/account leader with deep knowledge of the UK Media & Entertainment industry. This could have been gained as a client principal, account director, business development manager or similar role at a technology consultancy, or in a digital/technology role within a media organisation. You understand the trends, challenges and opportunities in areas such as broadcasting, streaming media, digital content delivery and entertainment technology.
• You have a proven track record of winning new business and growing major accounts in the Media & Entertainment sector. You can point to significant deals you’ve closed and accounts you’ve expanded, demonstrating your ability to generate revenue and build long-term partnerships.
• You excel at networking and relationship-building at a senior level. You have an extensive network of contacts (e.g. CTOs, Digital Directors, Product Heads) and a talent for forming new connections. Your credibility and industry insight enable you to operate as a trusted advisor to client executives, not just a salesperson.
• You possess strong commercial acumen and strategic thinking. You’re skilled at identifying business needs and aligning them with services for a win-win outcome. You can develop account plans and sales strategies that drive towards ambitious targets, while ensuring client value is front and center.
• You have prior experience in a consultancy or professional services environment (either working for a consultancy or as a client procuring consulting/software projects). You are very comfortable with outcome-based selling – scoping and selling solutions (as opposed to product sales or simple staff augmentation). You know how to work with multidisciplinary delivery teams (engineers, designers, etc.) to shape proposals that solve specific client problems.
• You are a strong leader and communicator in the sales process. You have led bids or pitching teams before, orchestrating contributions from various specialists. You know how to craft a compelling story for proposals and can present complex ideas clearly and persuasively to both technical and non-technical audiences.
• You are collaborative by nature and embrace a “One Team” mentality. You work well with colleagues across all departments, openly share information, and prioritise collective success over personal credit.
• You are proactive and hands-on. You take initiative to drive opportunities forward, and you’re willing to roll up your sleeves to get things done. Challenges and ambiguities don’t faze you – you take a positive, solutions-focused approach to overcome obstacles and keep momentum.
• You align with Softwire’s core values: You believe work should be done properly, while also being enjoyable; you value kindness and integrity, and you thrive in a high-trust, low-bureaucracy environment.

What we offer

Softwire operates transparent pay scales and a profit share scheme based on role and overall company performance.

• Base salary is based on experience and ranges from £90,700 – £102,200.
• You can expect to receive an average of between £15,000 and £28,750 in profit share depending on your experience and company performance.
• Pension: Additional 5% of salary (plus a salary sacrifice option)
• 25 days annual leave (with the option to buy and sell)
• Time off for company-wide morale events, time off for charitable activities.
• Free annual eye test, income protection, cycle to work, electric vehicle lease schemes, and payroll charity donations.

Flexibility

We are a flexible employer who understand that being committed to a job is not the same as sacrificing everything for it: holiday is holiday; if you need flexibility for life stuff that’s not a problem; and we don’t expect (or want) long hours – we believe in a good work/life balance.

Read here for further details on benefits