Managing Director, Go-to Market Strategy and Revenue Operations

Managing Director, Go-to Market Strategy and Revenue Operations

West Monroe is currently seeking a Managing Director with prior experience and passion for the High-Tech & Software   industry, nationally. This leader will serve High-Tech & Software clients and Private Equity investors with a focus on software, and tech-enabled services businesses.  Engagements range across growth strategy, technology innovation, product design and build, operational improvement, cost optimization, diligence, and merger integrations / carve-outs.  This leader will lead the Revenue Growth Team with a mandate to drive consistent organic growth and more predictable revenue. Our Revenue Growth team is collaborative, strategic, cross functional, innovative, and driven to create scalable, repeatable, and frictionless mechanisms for West Monroe’s sales and business development teams to achieve their goals.

What will you be doing?

As a member of the practice leadership team, you will have responsibility for driving all aspects of growing this capability including client delivery, business development (hunting new clients and building relationship with existing), developing thought leadership, and talent acquisition and development. As a Managing Directors within West Monroe, you are responsible for:

Business Development

• Support opportunities to provide prospects and clients with advisory services for High-Tech & Software businesses and Private Equity Investors; collaborate with practice partners to support these opportunities
• Understand client investment needs/constraints and help tailor proposals appropriately to meet their needs
• Develop go-to-market (GTM) messaging and sales materials to support business development for prospects and clients
• Create work plans, pricing estimates, and risk assessments for potential engagements
• Actively participate in Software / Technology and M&A industry events
• Attend networking events and actively build and leverage a professional network and affiliate network in the local community

Relationship Management

• Partner with business development executives, consulting line operators, and marketers to ensure our sales and pursuits teams have the relevant sales skills, methodologies, trainings, and sales enablement resources available
• Drive continuous improvement and optimize the firm’s sales processes, methodologies, planning, forecasting, and training with the focus on incentivizing behaviors to enable organic growth
• Build executive level relationships with key line operators to enhance the adoption of sales process, methodology, and incentivized behaviors
• Co-develop, champion, evolve, and rollout KPIs to track progress against our firm’s commercial offerings launches and other GTM efforts  

Client Delivery

• Manage teams serving High-Tech & Software and Private Equity clients while demonstrating advisory capabilities with high level client counterparts such as C-level executives, Business Unit GMs, and Private Equity Deal and Operating Partners
• Execute strategy and operations improvement engagements for High-Tech & Software companies.
• Play a key role in complex transactions within the High-Tech & Software sector (e.g., post-merger integration, carve-out/divestitures, operating model transformation) focused on initiatives such as product strategy, target operating model development, post-sales operations and retention improvement, and transaction program advisory.
• Contribute to fast-paced due diligence engagements for Private Equity and Corporate Strategic clients investing in High-Tech & Software, with an ability to evaluate the market opportunity, product technology, operating model, and their effects on margins, revenue, and growth risks.

Practice Development

• Build data-driven methodologies and assets for evaluating High-Tech & Software businesses and manage related internal initiatives
• Enhance analysis and presentation frameworks used in High-Tech & Software advisory
• Collaborate with a team of High-Tech & Software industry, technology, and operational consulting teams to develop and enhance delivery capabilities across West Monroe’s practice areas
• Actively participate in the performance management process
• Actively participate in recruiting and retaining top quality consultants
• Assist with company campus and experienced recruiting 

Qualifications:

• 15+ years of work experience including at least one of the following:
• Management, technology, or strategy consulting for Software and/or High-Tech clients in a team-based, client-facing capacity
• Operational role within the High-Tech & Software sector
• M&A experience at a High-Tech & Software strategic acquirer
• Experienced in specific High-Tech & Software sub-sectors (e.g. FinTech, Healthcare IT, Marketing Tech, etc.) preferred, but not mandatory
• Knowledge of go-to-market practices in a technology business (e.g., sales effectiveness, pricing, sales operations) and/or product delivery (e.g., product management, software development)
• Excellent organizational, verbal and written communication skills
• Experience managing client relationships
• Strong analytical, problem solving, and quality assurance experience
• Strong communication skills to be able to work with C-level clients
• Ability to travel up to 50%; Travel is short term (2-3 days on-site per diligence engagement, 50-75% during longer-term engagements)
• 15+ years or more experience at a high growth technology environment / or leading management consulting firm with expertise within sales strategy, business development, pricing, account management, sales operations, sales enablement, and bringing new products and services to market  
• History of developing and leading GTM strategies including managing multiple launches of commercial offerings and products to market
• Strong program management skills with experience managing the programmatic end-to-end execution of new product and service offerings launches and sales and services transformations cross-functionally
• Experience scaling and improving sales strategies, operations, and technologies within high growth companies

 Based on pay transparency guidelines, a reasonable expectation for the salary range for this role is $290- $370k. Information on our competitive total rewards package, including our bonus structure and benefits is here.  Individual salaries are determined by evaluating a variety of factors including geography, cost of labor, experience, skills, education, and internal equity.

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