Large Deal Origination Lead

West Monroe Partners-posted 3 months ago
Senior
Chicago, IL
Professional, Scientific, and Technical Services
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The Large Deals Origination Leader is a strategic leadership role responsible for driving growth, profitability, and client satisfaction across target accounts. This position plays a critical role in achieving West Monroe's firmwide revenue growth objectives by developing and executing account strategies, leading large deal origination, fostering inter-practice collaboration, and building long-term client relationships.

  • Establishes and communicates annual growth expectations for their target accounts.
  • Ensures these expectations are captured in Account Plans and reflected in individual goal-setting for the year.
  • Creates and executes account strategies that achieve revenue growth, profitability, and client satisfaction while deepening relationships with key client stakeholders, including C-suite executives.
  • Partners with Account teams to deliver on growth objectives for their target accounts, ensuring alignment with firmwide revenue targets.
  • Proactively identifies sales opportunities and ensures teams deliver profitably, enabling the firm to achieve its overall growth goals.
  • Leads and achieves profitability targets for the target accounts by ensuring efficient delivery of services and effective cost management.
  • Proactively identifies and mitigates risks within the target accounts to ensure sustainable growth and profitability.
  • Develops and communicates a strategic sales plan and strategy to achieve assigned large deal origination goals.
  • Acts as the large deal champion for a subset of clients, establishing a clear strategy for large deal origination across current and target accounts (>$3M).
  • Maintains a consistent pipeline of opportunities to meet the revenue target ($250M).
  • Consistently originates large deals by positioning West Monroe's offerings and leveraging the firm's capabilities to address client challenges.
  • Works with advisory and private equity firms to cultivate channel/advisory relationships and originate deals.
  • Facilitates collaboration between industries and functions to enable revenue growth and deliver exceptional client outcomes.
  • Works with other Account Segment Leaders to drive a consistent and seamless experience for Account Teams across segments.
  • Serves as the large deal advisor to internal teams, helping to position West Monroe's value proposition effectively.
  • Constructs and tells a compelling and clear story around the value proposition to win large deals.
  • Collaborates with Sales Excellence Lead to address issues, risks, or challenges within the target accounts.
  • Partners with Practice or Geo Leaders to redistribute practice or geo-level responsibilities as needed to support account growth objectives.
  • Frequently gives and receives feedback to Account Teams serving accounts within the segment, fostering a culture of continuous improvement.
  • Delivers a fulfilling employee experience that attracts, develops, and retains top talent within the Practice.
  • Provides mentorship and guidance to team members, empowering them to achieve their professional goals and contribute to the firm's success.
  • Serves as the primary point of contact for accounts, ensuring that partnerships evolve in alignment with client goals and West Monroe's strategic priorities.
  • Leverages existing executive-level relationships to enhance West Monroe's brand and position the firm as a trusted advisor.
  • Builds and maintains strong, long-term client relationships by delivering exceptional value and aligning services with client needs.
  • Identifies opportunities for cross-selling and upselling services to deepen client relationships and expand West Monroe's footprint.
  • Minimum of 15+ years of experience in consulting, account management, or a related field.
  • Track record of driving revenue growth, originating large deals, and managing large client accounts.
  • Proven leadership experience, including managing cross-functional teams and mentoring employees.
  • Demonstrated success in originating and closing large deals (>$3M).
  • Strong ability to build and maintain relationships with senior client stakeholders, including C-suite executives.
  • Demonstrated ability to develop and execute account strategies that align with organizational goals.
  • Skilled at driving collaboration across teams, practices, and geographies.
  • Committed to continuous learning, feedback, and improvement for both self and others.
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