"Head of Client Portfolio"

Job Description:

• Employment Type: Full-time, continuing
• Remuneration: Competitive total package
• Location: Kensington, NSW (Hybrid working model)

About UNSW

At UNSW, we pride ourselves on being a workplace where the best people come to do their best work. We aspire to be Australia’s global university, improving and transforming lives through excellence in research, outstanding education and a commitment to advancing a just society.

Why your role matters

The Head of Client Portfolio is a senior strategic leader tasked with driving commercial growth and strengthening enterprise engagement across a portfolio of clients. Acting as a trusted advisor to C-suite executives and senior leaders, this role oversees the full client lifecycle—building strong, value-driven relationships, co-developing impactful learning solutions, and turning opportunities into lasting strategic partnerships.

Managing a portfolio worth around $5 million, the Head of Client Portfolio ensures sustainable revenue growth through strategic pipeline development, client retention, and expansion. Drawing on extensive industry networks, commercial expertise, and insights into market and learning trends, they design and deliver innovative, client-focused solutions aligned with AGSM/UNSW’s lifelong learning strategy and evolving enterprise needs. This role manages complex, multi-stakeholder projects from conception to delivery, growing initial engagements into enduring partnerships. In addition to revenue leadership, the Head of Client Portfolio enhances AGSM’s market influence by contributing as a thought leader through industry forums, executive briefings, and strategic discussions that highlight AGSM’s relevance, impact, and innovation in executive education.

The position reports to the Head of Enterprise Relationships and has no direct reports.

About the Role

Accountabilities for this role include:

• Lead the development and expansion of AGSM’s footprint across a defined portfolio of enterprise clients aligned with AGSM’s ideal client profile, with a focus on executive learning and leadership capability development.
• Oversee a portfolio of enterprise learning projects, ensuring timely, high-quality delivery aligned with both client objectives and commercial outcomes. Work closely with internal teams to manage execution and ensure a seamless client experience.
• Take ownership of strategic account planning, sales pipeline development, opportunity qualification, proposal development, and the commercial negotiation of complex learning engagements.
• Partner with delivery, product, and marketing teams to maximise opportunity conversion and support sustainable account growth.
• Provide strategic input into market segmentation, client targeting, and value proposition refinement to inform enterprise engagement strategies and accelerate business growth.
• Contribute to product innovation and co-create customised learning solutions that reflect client strategy, business challenges, and emerging learning needs.
• Build and maintain trusted relationships with senior stakeholders, including C-suite executives, to ensure enduring, high-impact partnerships that deliver measurable value for clients and AGSM.
• Stay current with industry, business, and learning trends, providing insight-led advice to clients and helping position AGSM as a trusted partner in executive learning and capability development.
• Represent AGSM and UNSW at industry events, conferences, and client forums, acting as a visible leader and ambassador to strengthen the brand and its influence in market.
• Collaborate across internal teams to share insights, improve practices, and continuously enhance AGSM’s enterprise engagement and client development capability.

About You

You are a commercially driven leader with a proven ability to deliver strong revenue results. You combine strategic thinking with hands-on execution, building meaningful client partnerships across corporate and government sectors. You bring deep expertise in sophisticated sales methodologies, CRM-enabled pipeline management, and data-led decision making. A natural coach and performance leader, you thrive in fast-paced environments and are passionate about developing people, optimising sales processes, and unlocking new growth opportunities.

• Relevant tertiary qualification with subsequent relevant experience or equivalent competence gained through any combination of education, training and experience.
• Extensive experience (10+ years) in senior client-facing roles, preferably in executive education, consulting, or professional services.
• Proven track record of generating significant revenue through strategic business development, with the ability to build and convert a robust pipeline of high-value opportunities in complex, consultative sales environments.
• Proven ability to build and sustain relationships with senior stakeholders to uncover strategic needs and shape tailored learning solutions.
• Demonstrated success in growing key accounts and leading large-scale, complex sales pursuits with commercial acumen and strategic insight.
• Strong understanding of learning and development methodologies, and the ability to apply this to real-world business challenges.
• Commercial mindset with a track record of achieving revenue and growth targets in consultative selling environments.
• Exceptional communication, presentation, and interpersonal skills, with the ability to influence senior audiences and drive client decision-making.
• Strong analytical thinking with the ability to translate complex client data into actionable insights and compelling proposals.
• Demonstrated ability to lead cross-functional teams, manage competing priorities, and deliver high-quality client outcomes under tight timelines.

How to Apply:

Applicants are asked to provide a CV and cover letter addressing the pertinent points of the Position Description. The application process will close on Sunday 31 August at 11:55pm. Please note: Sponsorship is not available for this role, valid Australian working rights are required on application.