Large Deal Origination Lead

Position Overview

The Large Deals Origination Leader is a strategic leadership role responsible for driving growth, profitability, and client satisfaction across target accounts. This position plays a critical role in achieving West Monroe's firmwide revenue growth objectives by developing and executing account strategies, leading large deal origination, fostering inter-practice collaboration, and building long-term client relationships.

Key Responsibilities

Account Growth & Large Deal Origination

• Establishes and communicates annual growth expectations for their target accounts. Ensures these expectations are captured in Account Plans and reflected in individual goal-setting for the year. Creates and executes account strategies that achieve revenue growth, profitability, and client satisfaction while deepening relationships with key client stakeholders, including C-suite executives.
• Partners with Account teams to deliver on growth objectives for their target accounts, ensuring alignment with firmwide revenue targets. Proactively identifies sales opportunities and ensures teams deliver profitably, enabling the firm to achieve its overall growth goals.
• Leads and achieves profitability targets for the target accounts by ensuring efficient delivery of services and effective cost management.
• Proactively identifies and mitigates risks within the target accounts to ensure sustainable growth and profitability.
• Develops and communicates a strategic sales plan and strategy to achieve assigned large deal origination goals.
• Acts as the large deal champion for a subset of clients, establishing a clear strategy for large deal origination across current and target accounts (>$3M).
• Maintains a consistent pipeline of opportunities to meet the revenue target ($250M).
• Consistently originates large deals by positioning West Monroe's offerings and leveraging the firm's capabilities to address client challenges.
• Works with advisory and private equity firms to cultivate channel/advisory relationships and originate deals.

Leadership & Collaboration

• Facilitates collaboration between industries and functions to enable revenue growth and deliver exceptional client outcomes.
• Works with other Account Segment Leaders to drive a consistent and seamless experience for Account Teams across segments. Serves as the large deal advisor to internal teams, helping to position West Monroe's value proposition effectively. Constructs and tells a compelling and clear story around the value proposition to win large deals.
• Collaborates with Sales Excellence Lead to address issues, risks, or challenges within the target accounts
• Partners with Practice or Geo Leaders to redistribute practice or geo-level responsibilities as needed to support account growth objectives.
• Frequently gives and receives feedback to Account Teams serving accounts within the segment, fostering a culture of continuous improvement.
• Delivers a fulfilling employee experience that attracts, develops, and retains top talent within the Practice.
• Provides mentorship and guidance to team members, empowering them to achieve their professional goals and contribute to the firm's success.

Client Relationship Management

• Serves as the primary point of contact for accounts, ensuring that partnerships evolve in alignment with client goals and West Monroe's strategic priorities.
• Leverages existing executive-level relationships to enhance West Monroe's brand and position the firm as a trusted advisor. Builds and maintains strong, long-term client relationships by delivering exceptional value and aligning services with client needs.
• Identifies opportunities for cross-selling and upselling services to deepen client relationships and expand West Monroe's footprint.

Key Performance Expectations (KPEs)

• Achieves or exceeds annual revenue growth targets for the account segment and large deal origination.
• Maintains a robust pipeline of large deal opportunities, meeting the firmwide goal of $250M.
• Ensures delivery of services meets or exceeds profitability expectations.
• Maintains high levels of client satisfaction through exceptional service delivery and relationship management.
• Drives successful collaboration across teams, practices, and geographies.
• Contributes to high employee engagement and retention by fostering a supportive and growth-oriented environment.

Qualifications

• Minimum of 15+ years of experience in consulting, account management, or a related field, with a track record of driving revenue growth, originating large deals, and managing large client accounts.
• Proven leadership experience, including managing cross-functional teams and mentoring employees.
• Demonstrated success in originating and closing large deals (>$3M), with the ability to articulate and position a compelling value proposition.
• Strong ability to build and maintain relationships with senior client stakeholders, including C-suite executives.
• Demonstrated ability to develop and execute account strategies that align with organizational goals.
• Skilled at driving collaboration across teams, practices, and geographies.
• Committed to continuous learning, feedback, and improvement for both self and others.