West Monroe has an opportunity for a Director to join our Sales Strategy team within our Technology & Experience practice. This leader will structure, lead, support, drive, and grow West Monroe’s Sales Strategy team and associated offerings in collaboration with other leaders across the company. This leader will be responsible for key client account ownership, scoping, selling, and acting as the engagement lead for Sales Strategy projects.

Responsibilities:  

Client Delivery:

• Sell and lead transformational projects with a scope of services that includes diagnostics and business cases, channel strategy, sales strategy, sales model and go-to market (GTM) design, sales through service process optimization, sales performance measurement & rewards, sales tool and enablement, and sales culture  
• Support and lead teams serving clients across industries while demonstrating executive presence with client executives
• Manage and influence multi-disciplinary teams to achieve client business objectives; collaborate with private equity technology teams to deliver impactful results for our clients
• Provide quality assurance and nurture relationships with client executives to ensure value is realized and understood from our engagements
• Understand and support the underlying business processes and technologies within an organization to make recommendations to achieve long-term value creation, scalability, reduce operational cost, or improve business processes
• Ensure management of project economics including: project budgets, invoicing, and the collection process

Practice Development:

• Be a leader in growing and developing the Sales Strategy team
• Collaborate with national and local leadership within the Technology & Experience practice and across West Monroe (WM) industry and functional practices, to develop and deliver multi-disciplinary, data-driven offerings
• Develop knowledge of emerging sales strategy techniques and processes
• Actively participate in recruiting and retaining top quality candidates
• Lead and collaborate in growing capabilities in sale strategy, approach, offerings, staffing, skill development, methodology, and new account development
• Collaborate with local office leadership to ensure alignment with the office culture, define the strategic direction of the Technology & Experience team, and actively lead entrepreneurial activities to expand offerings and the skills of the team. 
• Coach and manage other consultants and actively participate in the performance management process

Business Development:

• Track record of selling and delivering $5m in annual sales
• Cultivate new and existing client opportunities related to Sales Strategy
• Understand client needs to translate challenges and objectives into proposals
• Attend conferences and networking events to further WM’s brand and market perception
• Hunt new strategic clients – using relationships and other proven business development skills
• Initiate and lead business development meetings with prospective clients
• Create work plans, pricing estimates, and risk assessments for prospects

Qualifications:

• 13+ years of experience working for a consulting firm or as a Sales Operations leader on the industry side
• 10+ years of experience leading teams of professional
• Demonstrates proven extensive skills driving improvements in sales efficiency and productivity, including sales channel design, partner management, coverage model design, go-to-market planning, and sales methodology design/deployment (including sales compensation design).
• Extensive industry sales and management consulting abilities in sales front office (e.g., sales effectiveness, channel design & partner management, sales process design, organizational design and coverage models, compensation, selling methodologies)
• Experience leading and building a consulting group or practice
• Strong business development and an active professional network of contacts in the local market
• Entrepreneurial spirit and willingness to innovate on new and emerging solutions
• Experience farming new business from existing clients and managing client relationships
• Strong project management methodology background, including schedule, scope, issue and risk management experience, change management, strategic planning and analysis
• Proven leader with extensive ability to build solid and collaborative relationships with team members, foster a productive team environment, and coach staff with timely meaningful written and verbal feedback
• Ability to Travel, as required based on client and practice demands (expected to be 30 to 50%)