Senior Manager, Business Development - Vector Partnerships

Bain & Company•Chicago, IL

41d

About The Position

We are proud to be consistently recognized as one of the world's best places to work. We are currently the #1 ranked consulting firm on Glassdoor's Best Places to Work list and have maintained a spot in the top four on Glassdoor's list since its founding in 2009. Extraordinary teams are at the heart of our business strategy, but these don't happen by chance. They require intentional focus on bringing together a broad set of backgrounds, cultures, experiences, perspectives, and skills in a supportive and inclusive work environment. We hire people with exceptional talent and create an environment in which every individual can thrive professionally and personally. The Business Development department leads Bain's global partnership program, comprised of third-party firms that partner with case teams to deliver specialized tools and expertise to clients. Our team provides dedicated support to the strategic partnerships that help us deliver breakthrough results for our clients by providing access to capabilities that complement our expertise. These partnerships are embedded into Bain capability products, and support solutions throughout our capability and industry practice areas. The BD team also provides tailored guidance to teams internally to ensure that all partnerships are managed consistently and at full potential across the firm. The Senior Manager, Business Development (BD) is a critical member of the BD team, responsible for leading defined partnerships in collaboration with BD leadership and a sponsoring Practice or Product team. Responsibility can range from owning a portfolio of partnerships to a single multi-solutions partnership. Building a 'general manager' mindset will be essential for the Senior Manager in order to navigate all aspects of a successful partnership: managing the day-to-day relationships, helping to drive process improvement, working with leadership to align short and long term priorities, identifying high-impact activities, actively participating in/driving commercial activity, and achieving measurable results. The Senior Manager will demonstrate a growing expertise in sales management and negotiation, and an understanding of specific industry and/or capability practice. Additionally, the Senior Manager will possess strong interpersonal skills and will build relationships within Bain and with alliance stakeholders, collaborating directly with both. They must possess excellent written and verbal communication skills, including facilitation skills to lead discussions and help drive alignment and decision-making, and the ability to develop clear and compelling written materials. As an emerging BD leader, the Senior Manager will bring energy and enthusiasm, a can-do attitude, and value ownership, flexibility, and collaboration They will support BD leadership in fostering the growth and success of team members, and creating a positive team environment. 'Teams' may include direct reports, other members of cross-functional teams, junior resources in and outside of BD, and others.

Requirements

Bachelor's degree required
Minimum of 8 years' work experience, with at least 3-4 years of management consulting
Strong presentation skills with a high degree of comfort speaking with internal and external executives
Excellent written and verbal communication skills
Strong interpersonal skills; ability to build relationships with all levels throughout the organization
Strong stakeholder management skills, incl. internal and external senior leaders
Strong communication, influence, and negotiation skills
Ability to operate in ambiguous situations and quickly ramp up expertise in new areas
Flexibility to accommodate varying and complex demands
Strong project management skills with the ability to forge a cohesive team environment including both direct reports and resources from other teams
This is a global role that may require early morning and/or late evening calls.
May require occasional travel (10-20%)

Nice To Haves

MBA or other advanced degree preferred
Alliance and partnership development experience is a plus
Experience onboarding and managing strategic alliances
Experience negotiating legal and commercial agreements
Experience in sales management
Expertise within specific industry or capability

Responsibilities

Support Development of Partnership strategies, and drive to successful commercial outcomes based on understanding of commercial initiatives of both Bain and Alliance partner, as well as incentives, priorities, and culture of third party firm
Craft and communicate agreed upon metrics, including Bain's impact on Alliance partner goals, quantitative/qualitative results, etc. on all aspects of assigned partnerships to relevant stakeholders, Drive governance for assigned partnerships including stakeholder mapping, QBRs, account planning, workshops, etc.
Develop case studies, success stories, other materials for case teams and alliance teams to deliver and scale offerings, as applicable
Collaborate with BD leadership, Bain marketing, Solution team, and partner firm to establish external messaging and joint marketing agenda
Collaborate with BD leadership and Solution team to drive innovation and differentiation in the context of partnership and joint offering
Collaborate with Solution team to drive internal enablement efforts
Navigate the partner organization to identify and build new relationships, and develop and maintain relevant stakeholder maps
Broker relationships and proactively suggest and, where applicable, facilitate introductions between senior stakeholders at Bain & partner firm
Manage day-to-day relationships for assigned partnerships, directly and through team members within Bain and alliance teams, ensuring open communication with all parties
Identify and flag potential conflicts between Bain and partner firm, and effectively support applicable conflict management process
Collaborate with partnership champions and teams to drive commercial momentum
Build alignment with Practice/Solution/Product leadership by understanding Practice-specific priorities
Identify and support pipeline opportunities (including strategic pilots) to deploy partnerships
Ensure potential partner firm is in compliance with professional standards and risk management requirements; collaborate with Bain's Third Party Risk Management team for onboarding new Partner firms
Understand the commercial goals of new partnerships and any potential risk associated; identify ways to maximize likelihood of meeting commercial goals while mitigating risk
Work with Bain's legal organization to navigate, negotiate, and finalize legal agreements, including those with standard and non-standard terms
Drive thinking around innovative partnership agreement structures, including economic sharing
Develop, train and retain top talent in BD organization by driving an inclusive, positive, respectful environment, and play an active role in driving best in class NPS across team
Role model leadership and at-cause behaviors
Demonstrate strong thought leadership skills and be viewed as a trusted and sought after thought partner by Bain stakeholders and team members.
Demonstrate the ability to influence stakeholder decision-making around all aspects of partnership activity

Benefits

Compensation for this role includes base salary, annual discretionary performance bonus, 401(k) plan with an annual employer contribution based on years of service and Bain's best in class benefits package (details listed below).
Annual discretionary performance bonus
This role may also be eligible for other elements of discretionary compensation
4.5% 401(k) company contribution, which increases after 3 years of service and is 100% vested upon start date
Bain pays 100% individual employee premiums for medical, dental and vision programs, offering one of the most comprehensive medical plans for employees without impacting your paycheck
Generous paid time off, including parental leave, sick leave and paid holidays
Fully vested 401(k) company contribution
Paid Life and Long-Term Disability insurance
Annual fitness reimbursements

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