Business Development Executive
Digital Product & Engineering
Posted on 9/15/2023
West Monroe

1,001-5,000 employees

Digital management consulting services
Company Overview
West Monroe's mission is to partner with companies in transformative industries to deliver quantifiable financial value. The company functions in multidisciplinary teams that blend management consulting, digital design, and product engineering to move companies from traditional ways of working to digital operating models—and create experiences that transcend the digital and physical worlds.
United States
Experience Level
Desired Skills
Business & Strategy
  • Proven success in consultative selling of software engineering and experience design services/solutions
  • 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
  • Outstanding verbal and written communication skills
  • Strong interpersonal skills
  • Energetic self-starter who can also orchestrate collaborative pursuit strategies
  • Effective time management and organization skills
  • Ability to travel as required
  • Membership and participation in business / community associations
  • Bachelor's degree or equivalent experience
  • A commitment to inclusion and diversity, and openness to new ideas and perspectives
  • Leverage your personal network of digital and product executive relationships (Chief Product Officers, Chief Digital Officers, Chief Information Officers, Product Engineering Leads, etc.) to secure executive-level introduction meetings to generate new business at target accounts
  • Bring product engineering market sales experience in one or more of the Healthcare & Life Sciences, Financial Services, Energy & Utilities, High-Tech & Software, and Consumer & Industrial Products industries
  • Research new prospects, new contacts, and map/segment the digital product marketplace
  • Attend industry and alliance conferences in the U.S. to introduce West Monroe to new prospects and understand the latest industry trends
  • Collaborate in team sales model with various practice members, modeling enterprise account sales of engineered products
  • Demonstrated experience in exceeding $20M + in annual sales, negotiating contracts of $5-10M+
  • Knowledge and experience navigating complex procurement at enterprise accounts for multi-year Managed Application Development contracts
  • Domain expertise in digital product engineering functions
  • Experience and ability to coach and lead other BD executives, as well as line consulting partners on how to sell large scale and complex end-to-end product engineering work, leveraging global delivery teams
  • Demonstrated experience selling into Fortune 1000, enterprise, and upper mid-market clients
  • 5+ years of selling digital product management, user experience design, engineering and advisory services to executive-level corporate strategic buyers with a focus on scaled engineering and Managed Application Development
  • Familiarity with selling in the product engineering business model: SOWs, pricing, team structure, pursuit strategy, cross-team collaboration, and contract term negotiations (SLAs, rates, etc.)
  • “Hunter Mentality” approach to field sales
  • Team closely with West Monroe's Marketing department to develop new client case studies/project summaries and execute Marketing campaigns and follow up into new prospects and existing accounts for opportunity identification and qualification
  • Lead and/or collaborate on key account planning, and execute those plans for account growth