Client Engagement Manager - C&M - Product Innovation - US

PA Consulting•Boston, MA

21h•Hybrid

About The Position

The Client Engagement Manager at PA Consulting is a pivotal role focused on driving growth in the High-Tech market within the Consumer & Manufacturing (C&M) sector. This individual acts as a sales leader, hunter, and relationship architect, responsible for identifying, qualifying, and accelerating high-potential product innovation opportunities. The role involves close collaboration with visionary product design and engineering teams to translate client ideas into compelling market solutions and bring novel concepts to life. Key responsibilities include leveraging an established industry network to engage decision-makers, charting new routes to market, and positioning PA Consulting as a leading partner for organizations pioneering next-generation products and technology. A primary focus is on identifying and initiating contact with product innovation leaders such as Chief Innovation Officers, CTOs, VPs of Design, and Product Marketing teams across top global high-tech companies and well-funded startups.

Requirements

Solid understanding of the industry needs, trends, and solution spaces.
Ability to speak with confidence and conviction to what PA sees in the market to build trust and rapport with prospective clients.
Ability to present PA in an articulate positive light with a polished approachable manner.
Having an existing network to tap into for outreach as a source of potential work for the firm.
A personal work ethic driven by the attainment of a realistic with stretch sales goal evaluated on a quarterly basis.
Ability to plan, execute, and manage conversations on a daily basis with the flexibility and understanding that pivots are needed and failure to connect with clients is a reality.
Extensive network in Consumer Products, Industrial & Manufacturing, and/or High Tech.
Experience in business development with strong track record of driving business growth and building trusted client relationships.
Track record of developing and implementing a strategic sales plan that takes into account the changing needs of the consumer industry and the competitive landscape.
Understanding of the industry, including the current regulatory environment, policies, and trends.
Experience of selling technology consultancy and product development services.
Experience and understanding of the development process for product innovation and internal transformation initiatives.

Responsibilities

Define and develop account plans for target “Foundation Accounts” to focus sales effort.
Incubate, develop, and maintain client engagement plans to map existing, and grow new, relationships with senior prospective clients and buyers.
Create “leads” (named clients) to manage through PA’s CRM platform.
Work with marketing colleagues to successfully co-develop market material to drive further sales and pursue industry recognition of PA as an ingenious technology solutions leader within Consumer Products, Industrials & Manufacturing, and High-Tech sectors.
Deliver capability presentations about PA's offerings across DES and wider consulting capabilities.
Continuously monitor and analyze competitor activities within the market and our customers.
Provide market intelligence and clearly defined customer needs to Design and Engineering teams to support associated product and proposition development.
Lead the qualification of “early opportunities” and manage early stages of sales processes within the CRM tool and sales network.
Progress a qualified sales pipeline that underpins revenue and profit targets within the Foundation Accounts and the industry.
Support the setup of bid and pursuit teams, leveraging wider PA capabilities to progress sales opportunities into proposals.
Support the introduction of PA SMEs to clients where and when appropriate to carry discussions forwards to further consolidate relationships and bid opportunities.
Deliver business growth by mastering focus area value propositions and transitioning expected Contacts into Types for bid.
Supply CRM content in notes for populating Executive Summary for a bid.
Build and maintain strong relationships with Contacts through discovery calls and meaningful engagements.
Find and share new ways of using CRM to make us more efficient and sales tactics to get to decision makers faster.
Own new TR creation with marketing to ensure a constantly growing pipeline year in and year out.
Manage own pipeline and contribute to the upskilling of PA.
Own a facet of the commercial process and develop best in class playbooks to deliver on this in C&M.
Teach commercial process playbooks to others in C&M to raise the overall tide.