Business Development Executive

Digital Product & Engineering

Posted on 9/15/2023

1,001-5,000 employees

Website

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.

Locations

United States

Experience Level

Entry

Junior

Mid

Senior

Expert

Desired Skills

Marketing

Sales

Segment

Communications

CategoriesNew

Business & Strategy

Requirements

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

Responsibilities

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

Are you ready to make an impact?

West Monroe builds world-class digital products. We seek a Business Development Executive to join our growing team, generating business across the firm in our exciting Product Experience and Engineering Lab (PXEL). Specifically, you will drive new opportunities for product strategy, design, and engineering of digital products and software. You will also help educate and coach partners and other BD across the firm on how to sell this type of large-scale work. This is an outstanding role for a sales and account management leader that has successfully been a lead contributor at other digital product sales organizations and helped sell large and complex product work from end to end, with a focus on scaled engineering and ongoing Managed Application Development. We offer highly competitive Compensation and Benefits packages.

What will you be doing?

Relationship Management

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

Sales Performance & Leadership

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

Alliance Development

Identify and develop unique, industry specific alliance partners that can help drive leads to West Monroe

We need someone who can bring the following to the table:

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

#LI-REMOTE

Based on pay transparency guidelines, a reasonable expectation for the salary range for this role is listed below. Information on our competitive total rewards package, including our bonus structure and benefits is here. Individual salaries are determined by evaluating a variety of factors including geography, experience, skills, education, and internal equity. Employees in proximity of our Seattle, Washington DC, Los Angeles, New York, and San Francisco offices will have a geographic premium applied to this salary scale.

Employees (and their families) are covered by medical, dental, vision, and basic life insurance. Employees are able to enroll in our company’s 401k plan, purchase shares from our employee stock ownership program and be eligible to receive annual bonuses. Employees will also receive unlimited flexible time off and ten paid holidays throughout the calendar year. Ten weeks of paid parental leave will also be available for use after successful completion of one year of employment.

National

$185,000—$225,000 USD

West Monroe is a digital services firm that partners with companies in transformative industries to deliver quantifiable financial value. We believe that digital is a mindset and it’s something companies become, not something they do. We bring together diverse, multidisciplinary teams that use their expertise to develop and execute new ideas and ways of working.

At West Monroe, we invest in our people and care in a big way. We are growing the next generation of leaders who lead with inclusion, enabling us to address our clients’ most complex challenges. If you’re looking for a place where you’ll feel supported, our team will help you grow. We believe that growth breeds opportunity for all. And know that when we come together, we can do what’s never been done.

Our fast-paced culture and collaborative teams bring the energy and expertise needed to make an impact and deliver beyond expectations. If you are ready to set big goals with us, join us on our journey of building what matters for our clients, our people, and our communities.

West Monroeis an Equal Employment Opportunity Employer 
We believe in treating each employee and applicant for employment fairly and with dignity. We base our employment decisions on merit, experience, and potential, without regard to race, color, national origin, sex, sexual orientation, gender identity, marital status, age, religion, disability, veteran status, or any other characteristic prohibited by federal, state or local law. To learn more about inclusion and diversity at West Monroe, visit www.westmonroe.com/inclusion.

If you are based in California, we encourage you to read West Monroe’s Notice at Collection for California residents, provided pursuant to the California Consumer Privacy Act (CCPA) and linked here. 