Business Development Executive, Digital Product & Engineering

West Monroe builds world-class digital products. We seek a Business Development Executive to join our growing team, generating business across the firm in our exciting Product Experience and Engineering Lab (PXEL). Specifically, you will drive new opportunities for product strategy, design, and engineering of digital products and software. You will also help educate and coach partners and other BD across the firm on how to sell this type of large-scale work. This is an outstanding role for a sales and account management leader that has successfully been a lead contributor at other digital product sales organizations and helped sell large and complex product work from end to end, with a focus on scaled engineering and ongoing Managed Application Development. We offer highly competitive Compensation and Benefits packages.

What will you be doing?

Relationship Management

• Leverage your personal network of digital and product executive relationships (Chief Product Officers, Chief Digital Officers, Chief Information Officers, Product Engineering Leads, etc.) to secure executive-level introduction meetings to generate new business at target accounts
• Bring product engineering market sales experience in one or more of the Healthcare & Life Sciences, Financial Services, Energy & Utilities, High-Tech & Software, and Consumer & Industrial Products industries
• Research new prospects, new contacts, and map/segment the digital product marketplace
• Attend industry and alliance conferences in the U.S. to introduce West Monroe to new prospects and understand the latest industry trends
• Collaborate in team sales model with various practice members, modeling enterprise account sales of engineered products

Sales Performance & Leadership

• Demonstrated experience in exceeding $20M + in annual sales, negotiating contracts of $5-10M+
• Knowledge and experience navigating complex procurement at enterprise accounts for multi-year Managed Application Development contracts
• Domain expertise in digital product engineering functions
• Experience and ability to coach and lead other BD executives, as well as line consulting partners on how to sell large scale and complex end-to-end product engineering work, leveraging global delivery teams
• Demonstrated experience selling into Fortune 1000, enterprise, and upper mid-market clients
• 5+ years of selling digital product management, user experience design, engineering and advisory services to executive-level corporate strategic buyers with a focus on scaled engineering and Managed Application Development
• Familiarity with selling in the product engineering business model: SOWs, pricing, team structure, pursuit strategy, cross-team collaboration, and contract term negotiations (SLAs, rates, etc.)
• “Hunter Mentality” approach to field sales
• Team closely with West Monroe’s Marketing department to develop new client case studies/project summaries and execute Marketing campaigns and follow up into new prospects and existing accounts for opportunity identification and qualification
• Lead and/or collaborate on key account planning, and execute those plans for account growth

Alliance Development 

• Identify and develop unique, industry specific alliance partners that can help drive leads to West Monroe

We need someone who can bring the following to the table:

• Proven success in consultative selling of software engineering and experience design services/solutions
• Demonstrated experience hunting, farming, and closing large scale product engineering opportunities leveraging on-shore and near-shore delivery models
• Demonstrated ability to influence decision makers and develop followership among colleagues and clients
• Able to work independently and as a team player in coordinating and driving sales processes
• Outstanding verbal and written communication skills
• Strong interpersonal skills
• Energetic self-starter who can also orchestrate collaborative pursuit strategies
• Effective time management and organization skills
• Ability to travel as required
• Membership and participation in business / community associations
• Bachelor’s degree or equivalent experience
• A commitment to inclusion and diversity, and openness to new ideas and perspectives

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