Managing Director, Product Experience & Engineering Lab- Go-to-market

Managing Director, Product Experience & Engineering Lab  

We invent, build, and scale digital products for product-led businesses within industries that have tremendous impact on peoples’ lives. We are shippers, makers, and craftspeople that come together to help organizations build human-centered products that people love using, every single day.  

As a Managing Director/Partner in our Product Experience and Engineering Lab you will join a leadership team focused on cultivating teams that help companies become digital in every part of their business, while mentoring the next generation of leaders at West Monroe. You will have significant responsibility in helping deliver our team’s vision. You will drive new opportunities for service and experience design, product strategy, design, and engineering of digital products, and high-performing product organization engagements. You should be passionate about delivering products that are grounded in the human experience and be prepared to embrace West Monroe’s fast-growing and entrepreneurial environment.  

What will you be doing?  

As a senior member of the practice, you will have responsibility for driving all aspects of growing this capability including business development (hunting new clients and building relationships with existing), leading engagements/client delivery and ensuring a high level of client satisfaction and successful project outcomes. As a Managing Director within West Monroe, you are responsible for:  

Business Development  

• Lead and/or collaborate with industry segment teams and key accounts on account planning, and execute those plans for account growth 
• Leverage your personal network of digital and product executive relationships (Chief Product Officers, Chief Digital Officers, Chief Experience Officers, Chief Information Officers, SVP – Product and Experience, Product Engineering Leads, etc.) to secure executive-level introduction meetings to generate new business at target accounts 
• Identify and drive business development activities by assessing opportunities, designing solutions, developing proposals/SOWs, leveraging on-shore and near-shore delivery models, establishing relationships with clients and prospective clients, and helping to close new deals; collaborate with partners within Product Experience and Engineering Lab practice and across the firm 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 
• Contribute to thought leadership to strengthen marketing efforts 
• Attend networking events and actively build and leverage a professional network and affiliate network in the local community 

Client Leadership  

• Lead teams serving clients across industries while demonstrating executive presence with high level client counterparts.
• Provide quality assurance and conduct frequent touch bases with client executives to ensure value is realized and understood from our engagements 
• Work with program and project leadership to implement processes and technology that support business value and process efficiency across business and technical functions 
• Manage and influence multi-disciplinary teams to translate client business objectives into Product Experience and Engineering Lab engagement types and offerings 
• Identify, develop and leverage accelerators focused on addressing industry-specific challenges 

Practice Development  

• Collaborate with national Go-to-Market and Specialty leadership within Product Experience and Engineering Lab practice and across West Monroe’s industry and functional practices, to evangelize, develop and deliver multi-disciplinary, data-driven engagement types and offerings 
• Partner with Go-to-Market leadership, 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 
• Build executive level relationships with key line operators to enhance the adoption of sales process, methodology, and incentivized behaviors 
• 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
• Collaborate with multidisciplinary teams across the firm to develop and enhance delivery capabilities across West Monroe’s practice areas 

Qualifications:  

• 15+ years of work experience within a high growth, team-based, client facing Digital Services firm including direct experience selling and delivering digital product management, user experience design, engineering and advisory services to executive-level corporate strategic buyers 
• Domain expertise in digital product experience and engineering functions 
• Demonstrated experience selling into Fortune 1000, enterprise, and upper mid-market clients
• 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 
• Bring product experience and engineering market sales experience in one or more of these industries: Healthcare & Life Sciences, Financial Services, Energy & Utilities, High-Tech and Software, Private Equity and Consumer & Industrial Products 
• Expertise within sales strategy, business development, pricing, account management, sales operations, sales enablement, and bringing new products and services to market
• Ability to combine technical experience with other strong management and leadership skills, specifically expertise in client relationship management, and business case development of go-to-market practices (e.g., sales effectiveness, pricing, sales operations) and/or product delivery (e.g., product management, user experience, software development)
• Experience scaling and improving sales strategies, operations, and digital solutions within high growth companies
• Strong communication skills and ability to work with C-level clients 
• History of developing and leading GTM strategies including managing multiple launches of commercial offerings to market
• A Bachelor’s degree or equivalent professional experience
• Ability to Travel, as required based on client and practice demands 
• Ability to be in-person three days a week is required

Managing Directors at West Monroe are expected to be in-person three days a week. This can include being present at client sites, in the market, or in-office for internal collaboration. There is flexibility and an understanding that schedules ebb and flow, but a core belief is that when we are together with our people and our clients, we build stronger relationships and are better equipped to sell and deliver value. 

#LI-HYBRID