Leader, Sales Excellence bei West Monroe
West Monroe · Chicago, Vereinigte Staaten Von Amerika · Onsite
- Senior
- Optionales Büro in Chicago
Are you ready to make an impact?
Job Summary:
We are seeking a dynamic and results-driven professional to lead Sales Enablement & Excellence for the organization. This role will be instrumental in identifying investment opportunities, driving strategic focus, and optimizing our business development efforts through data-driven decision-making. The ideal candidate is passionate about sales excellence, fostering relationships, and preparing teams to stay ahead of market trends.
Key Responsibilities:
Portfolio Growth – 10% of role
- Analyze the business portfolio to identify areas of growth, stagnation, or decline, and develop actionable recommendations in partnership with GTM team.
- Develop strategies to penetrate new markets by selecting sub-sectors and functional capabilities to address demand.
- Foster an Account Mindset culture of accountability for our account portfolio by setting clear expectations and measuring progress.
Sales Excellence – 90% of role
Talent Development & Upskilling Sales Talent:
- Lead & drive investments related to sales and account management training, helping foster and develop a collaborative selling mindset across our portfolio.
- Develop and implement a “Sales & Account Mindset” framework, ensuring employees understand what they are selling, to whom, and how to nurture and evolve sales and account relationships.
- Drive engagement to enhance sales and business acumen.
- Lead sales enablement initiatives by partnering with internal Learning & Development team to deliver foundational sales training, including relationship mapping, mock client account meetings and role-playing exercises, sales conversation contests, etc.
- Define roles and responsibilities in partnership with talent management – BDE, Account Director, Account Manager, etc.
Account Planning:
- Manage the annual account planning process and liaison with GTM and Finance teams to drive bottoms up financial plan across our Strategic, Foundational, Opportunistic and PE/Portfolio.
- Mature existing account planning framework, enabling deeper understanding and planning for our Strategic & Foundational account portfolio, share of wallet potential, cross-sell objectives, and Opportunistic portfolio (existing & prospects).
- Accountability and preparation for all board level materials on account plans and penetration strategies
Targeting the Right Opportunities:
- Run internal “Deal Desk”, maturing existing processes, stage gates for client acceptance, deal acceptance, and investment.
- Ensure teams focus on the right clients and opportunities by deeply understanding the business problems clients face.
- Collaborate closely with marketing to maintain alignment on industry POV, target audience, lead / demand generation, and market positioning
- Partner with pursuit COE to develop sales materials and potential sales assets
Client Relationship Strategy:
- Define and assign ownership of key client relationships
- Strengthen existing client relationships and expand buying centers by designing and executing account plans for strategic and foundational account portfolio
- Ensure alignment and accountability to executing account plans and deliver annual revenue targets
Data-Driven Insights:
- Translate market research into actionable insights that address client challenges, identify big bets, and inform wallet share analysis.
- Leverage data to analyze wins and losses, embedding those insights into process improvements and future strategies.
- Leverage data and analytics to qualify business development opportunities and focus on high-probability wins.
- Oversee Voice of the Customer program to understand client sentiment, unlock opportunities with key accounts, and drive growth. Inclusive but not limited to – executive outreach, VOC survey, win/loss interviews, etc.
Optimization: Continuously refine processes to optimize efficiency and effectiveness in business development efforts.
Qualifications:
Core Skills & Experience:
- Proven track record of driving portfolio growth and sales enablement in a senior leadership role.
- Strong expertise in business development, sales strategy, and data-driven decision-making.
- Exceptional leadership and team-building skills, with a focus on talent development.
- Expertise in creating and executing sales enablement programs, including onboarding, training, and ongoing coaching.
- Strong understanding of sales methodologies (e.g., SPIN, Challenger, MEDDIC) and their application in real-world scenarios.
- Experience implementing and optimizing CRM systems and sales enablement tools.
- Ability to create and deliver compelling sales content and tools to support the sales team’s success.
- Strong analytical and problem-solving skills, with the ability to translate data into actionable insights.
- Knowledge of Go-to-Market (GTM) best practices and market research application.
- Excellent communication, presentation, and relationship-building abilities.
Preferred Skills:
- Experience in coaching senior leadership and teams for client-facing presentations.
- Familiarity with competitive intelligence and analytics tools.
- Background in consulting, professional services, or technology sales is a plus.
Why Join Us?
This is an exciting opportunity to shape the strategic direction of the organization, drive growth, and develop high-performing teams. If you are a visionary leader with a passion for sales excellence and strategic impact, we want to hear from you!
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. Eligibility for ten weeks of paid parental leave will also be available upon hire date.
Other consultancies talk at you.
At West Monroe, we work with you.
We’re a global business and technology consulting firm passionate about creating measurable value for our clients, delivering real-world solutions.
The combination of business and technology is not new, but how we bring them together is unique. We’re fluent in both. We know that technology alone is not the answer, but how we apply it is. We rely on data to constantly adapt and solve new challenges. Actions that work today with outcomes that generate value for years to come.
At West Monroe, we zero in on the heart of the opportunity, getting to results faster and preparing people for what’s next.
You’ll feel the difference in how we work. We show up personally. We’re right there in the room with you, co-creating through the challenges. With West Monroe, collaboration isn’t a lofty promise, but a daily action. We work together with you to turn vision into clear action with lasting impact.
West Monroe is 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 diversity, equity and inclusion at West Monroe, visit www.westmonroe.com/inclusion. If you require a reasonable accommodation to participate in our recruiting process, please inquire by sending an email to [email protected].
Please review our current policy regarding use of generative artificial intelligence during the application process.
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.
