Principal Consultant - Partnerships & Accounts

About White Space

White Space helps clients radically improve their ability to navigate complex decisions. We develop AI-powered, custom-built applications that enable better and faster decision-making, with use cases spanning energy, manufacturing, logistics and health. We are a fast-growing scale-up (~€6M revenue, ~30 people) with an international, diverse team based in The Hague. We are direct and transparent in how we work, no black boxes, in our software or in our numbers.

The Principal Consultant - Partnerships & Accounts owns White Space's growth beyond oil & gas: the alliances and introductions that open the door, the clients worth approaching directly, and the accounts that follow from all of it. This is a role built to build, not just to run - land the work, own the relationships, and grow them.

You report to the Innovation & Account Lead and work alongside the Sales Lead and the Tech Lead. You stay close enough to delivery to be credible in the room and honest about what we can build, and you can turn what a client means into something our developers can deliver.

• Turn our existing warm introductions into a managed channel with named targets, agreed goals, and a joint pipeline.
• Build and hold the alliance relationships outside oil & gas, starting from the alliance already in motion.
• Shape joint propositions and joint delivery models with partners.

• Own the relationship side of non-oil & gas accounts and be the trusted voice a client calls first.
• Drive adoption, expand scope, and keep churn at zero.
• Bring the client-facing consultants on the account close to the relationship, so it never depends on you alone.

• Own pricing, scope, and margin on the accounts and partnerships you hold.
• See where a client would get more from what we do, and shape the follow-on work.
• Judge which opportunities are repeatable and worth pursuing, and which turn into a bespoke rebuild every time.

• Turn what a client means into something our developers can build correctly, and turn what the team delivers back into language the client recognises.
• Bring our consultants and developers up the curve on client engagement and commercial judgement.

• Partners & clients: You own these relationships. The partner alliances and the client accounts outside oil & gas are yours to build, hold, and grow.
• Innovation & Account Lead: Your manager. Sets the direction for the account portfolio and gives you the technical and delivery support behind every engagement.
• Sales Lead: Runs new-logo sales for oil & gas and the associated commercial engine. Non-oil & gas is a separate track that sits with you.
• Tech Lead: Signs off on proposals before they reach a client. You bring the scope; the Tech Lead validates feasibility, team, and timing.

To succeed in this role, candidates should demonstrate:

• A carried commercial mandate - you have owned client relationships and carried a revenue target, accountable for winning work, keeping it, and growing it.
• Experience turning early-stage partner introductions into a structured channel with real pipeline behind it.

• You can sit with a client, understand their problem, and judge whether it is work we can repeat - not just whether we can do it, but whether it scales.
• Beyond oil & gas we win on repeatability and recurring revenue, not by chasing the deepest, most specialised problem in the room.

• At home in AI and software delivery teams, without needing to build software yourself.
• Exposure to planning and optimisation challenges in sectors such as utilities and grids, mining, renewables, or supply chain is highly valued.

We are looking for someone who is:

• Humble yet confident - grounded, but not afraid to take a stand for the client's benefit.
• Comfortable building - in year one you have one strong partner and an initial pipeline, and you get energised by rapidly expanding beyond that.
• Politically astute - you read the room and the politics behind…