Client Development Manager, NA Technology, Media and Telecommunications Practice (TMT) bei Spencer Stuart

The Role

The Client Development Manager leads key business development support and operations, facilitating the creation of insightful, differentiating pitch content and market insights and enabling a firmwide culture of knowledge sharing and collaboration. The primary role of the TMT Client Development Manager (CDM) is to partner with the TMT Practice Director, TMT NA Practice Leader and the Sector Leaders on strategic ‘hands on’ business development and content-creation.  The CDM works in close collaboration with consulting teams as well as other client development colleagues and cross-functional teams to enable world-class business development and opportunity pursuit.

Key Relationships

Reports to: TMT Global Practice Director, Marija Popovic

Team members:

• TMT Global Practice Director

• NA Client Development Senior Analyst

• EMEA Client Development Manager

• EMEA Client Development Senior Analyst

• APAC Client Development Manager

Partners with:

• TMT North America Practice Leader

• TMT Analysts

• Client Development Managers and Analysts across Industry and Functional Practices and Regions

Other key relationships:

• Other Client Development Managers across Practices and Regions

• Global Knowledge Leader

• TMT Consultants, Associates and Executive Engagement Administrators

• Marketing Team

Position Location: North America, preferably any city with a Spencer Stuart office

Key Responsibilities:

Go-to-Market Strategy & Execution

• Design and implement go-to-market strategies and materials for TMT and sector specific search and advisory offerings.

• Analyze overall TMT market trends, client needs, and competitive positioning to inform strategic priorities and messaging.

• In partnership with Practice Leadership, refine and continuously improve the TMT go-to-market narrative – incorporating new service lines and evolving solutions.

• Coordinate with Leadership Advisory Solutions (LAS) to align TMT search with broader advisory offerings.

Business Development & Commercial Enablement

• Act as the primary client development lead for TMT North America opportunities, partnering with Practice and Sector Leaders, consultants and client development colleagues to win potential new business and drive growth.

• Partner closely with Practice Leader, Sector Leader and TMT consultants, to drive preparation and shape messaging for must-win CEO and other high stakes quals, including pitch strategy, meeting planning, and content development.

• Evolve quals by taking insights from existing intellectual capital and adding Firm and practice perspectives.

• Create and maintain insightful, customized qualifications packs and pitch materials for new business development opportunities and orchestrate regular updates of key materials and ensure the best-in-class slides are stored on Content Hub.

• Develop and leverage case studies that show our impact.

• Support pricing strategies, proposal development, and client targeting efforts.

• Leverage data and insights to identify and support new business opportunities.

• Partner closely with TMT Consultants to develop content/material for specific Managed and Growth Client situations/meetings (e.g., pitch, annual/quarterly review, relationship-building).

• Manage the workflow and quality of deliverables of the TMT Analysts leading and/or contributing to quals development.

Thought Leadership & Knowledge Management

• Translate and tailor firm-level intellectual capital strategy/themes being driven by Marketing, ensuring dots are connected.

• Gather learnings from pitches and business development to share internally to ensure we are continuously refining and improving our processes, responsiveness, and pitch effectiveness.

• Actively contribute and participate in the global community, by sharing insights, ideas and best practices with fellow CDMs.

• Create approach, and direct analyst team to maintain, curate, and regularly update pitch content/materials and load to Content Hub, and keep Connect and Sharepoint sites updated.

• Create and identify best-practice pitch content/materials to regularly share with Practice and Firm.

• In close collaboration with Global Practice Director, develop communication strategy for syndicating pitch content to/across Practice and Firm.

Practice Operations & Team Leadership

• Develop approaches, leveraging Quest tools as possible, to assess and analyze win/loss outcomes and stats on a regular basis, and recommend adjustments to improve conversion and impact.

• Track TMT CEO pipelines and follow on work.

• Track frequency of bundling solutions in engagements.

• Work with initiative teams to leverage new technologies and evolve processes.

• Provide oversight of and develop TMT Analysts when partnering with them on tasks and/or projects.

• Guide Analysts as needed on creation of BD deliverables, including training and quality control.

• Direct Analysts in creating and maintaining current data/statistics in the areas of relevant engagements lists/case studies, BD target lists, win rates and other key BD related KPIs.

Desired outcomes

Desired outcomes will be developed and refined in partnership with TMT and Client Development Leadership. Some initial priorities for the first 12 months include:

• Establish fluency in writing complex proposal decks, bringing the firm’s breadth of offering to client situations.

• Propose improvements of process design and technology tools and identify best practices for opportunity identification, work intake and assignment, and content development/management.

• Enable the team’s capacity and capability to support TMT specific projects and pursuits to keep pace with the practice’s current and growing volume and scope of work.

• Develop and lead Analysts who are able to meaningfully contribute to deliverables and initiatives.

• Develop a broad, strong cross-functional firmwide network.

Candidate Profile

Successful candidates will be self-directed, collaborative, comfortable with ambiguity, highly organized, and detail oriented. In addition, they will demonstrate the ability to communicate clearly, exhibit grace under pressure and balance multiple priorities effectively. They will have a proven track record of creating compelling, insightful content and the ability to imagine new and innovative ways of approaching the market. They will be a strong relationship builder with a relentless client service orientation and the confidence, maturity and resilience to be a credible trusted partner to a sophisticated internal client base to drive greater business performance.

Ideal Experience:

• Approximately 5-10 years of work experience in a corporate environment, ideally within executive search, management consulting, other professional services, or market research.

• The role involves significant client service and the management of multiple projects toward tight timelines in a fast-paced environment where competing demands are the norm.

• Experience with researching and organizing information from databases and/or internet resources. Ability to analyze and synthesize data into other formats. Familiar with business reference resources such as Capital IQ, LinkedIn, BoardEx, etc. Comfort level with AI tools.

• Strong verbal and written communication skills in English.

• Strong business acumen and commitment to exceptional client service with internal and external audiences.

• Advanced research, analysis, and synthesis skills and experience.

• Proficiency with MS Office applications (Excel, PowerPoint, and Word), with ability to create client-ready presentations in PowerPoint.

• Undergraduate degree required, master’s degree a plus.

CRITICAL CAPABILITIES FOR SUCCESS

Project Managing for Results

• Drives results through structured planning, ensuring timely project delivery.

• Manages business development goals while navigating challenges and planning for contingencies.

• Takes a hands-on approach and thrives in both independent and team-based execution.

• Maintains urgency and quality across deliverables, integrating feedback constructively.

Collaborating and Influencing

• Builds strong relationships across teams and senior leadership.

• Listens actively and incorporates diverse perspectives and best practices to shape direction.

• Influences effectively, balancing assertiveness with diplomacy.

• Credible and mature with the ability to support their point with both factual evidence and experience-based opinion

• Engages team members in a dialogue to gain commitment and bring them “on board” to business development initiatives, linking their perspective to the intent

• Adapts communication style to audience and context, using strong client-service orientation to resolve conflicts constructively.

Leading People

• Develops and mentors Analysts, linking tasks to long-term goals.

• Sets clear objectives and tracks progress with practice leadership.

• other personal characteristics

• Excellent communication skills including presentation and writing

• PowerPoint and Excel skills

• Culturally agile

• Innovative mindset

• Fluent in English (spoken and written)

• Delegates thoughtfully, ensuring stretch opportunities and quality oversight.

• Fosters a high-performance, development-focused team culture.

The base compensation range for this position is $115k –$130k per year. The actual base compensation offered within this range will be dependent on the individual’s skills, experiences, and qualifications. This position will be eligible to participate in our annual discretionary bonus program.

Spencer Stuart also offers a competitive benefits package, which includes:

• Retirement savings plan with discretionary profit sharing contribution and employer match;

• PTO (minimum 15 days per year, increases with tenure), paid sick time (10 days per year), company holidays (12 days per year), and paid leaves of absence when applicable;

• Comprehensive health benefits, including medical, dental, and vision insurance, and healthcare flexible spending account;

• Life Insurance, and short-term and long-term disability insurance;

• Wellness benefits, including an employee assistance program, virtual mental health program, and mindfulness program; and

• Voluntary benefit options, including supplemental life insurance, identity theft protection, and whole life insurance with long-term care and critical illness coverage.

Spencer Stuart is a proud equal opportunity and affirmative action employer. We are committed to non-discrimination without regard to actual or perceived race, ethnicity, creed, color, religion, gender (including pregnancy, childbirth or related medical conditions), national origin, immigration status, ancestry, age, marital status, protected veteran status, physical or mental disability, medical condition, genetic information, sexual orientation, gender identity, or any basis prohibited under applicable federal, state or local law.