Bain & Company Inc

  • Partnership Lead, Commercial Excellence

    Job Location US-MA-Boston | US-WA-Seattle | US-CA-San Francisco | US-CA-Palo Alto | US-CA-Los Angeles | US-IL-Chicago | US-TX-Houston | US-TX-Dallas | US-DC-Washington | US-NY-New York | US-GA-Atlanta...
    Job ID
    2019-3730
    Posted Date
    8/11/2019
    Category
    Business Development/Strategy
    Type
    Regular Full-Time
    Location : Location
    US-MA-Boston
  • Company Overview

    Bain & Company is the management consulting firm that the world’s business leaders come to when they want results. Bain advises clients on strategy, operations, information technology, organization, private equity, digital transformation and strategy, and mergers and acquisition, developing practical insights that clients act on and transferring skills that make change stick.  The firm aligns its incentives with clients by linking its fees to their results. Bain clients have outperformed the stock market 4 to 1. Founded in 1973, Bain has 58offices in 37 countries, and its deep expertise and client roster cross every industry and economic sector.

     

    Department and Team Overview

    Bain’s Business Development (BD) team leads development of the Bain Alliance Ecosystem (BAE), a curated network of partnerships that helps Bain clients and teams get better results faster.  The BD team defines the firm’s repeatable model for partnership development and delivery, infusing the model with best practices distilled from all business development activity at Bain.  The BD team advises and supports partnership development and delivery by practice, solution and product teams.  The BD team leads development and delivery of strategic partnerships with potential to transform Bain’s offering across multiple practices, solutions and/or products.

     

    Bain’s Business Development team was founded in 2017 to support launch of the Bain Alliance Ecosystem.  The BD team and Bain’s broader business development community are growing rapidly, as the firm scales its curated network of partnerships across all practices, solutions and products.

     

    Bain’s Commercial Excellence practice is the company’s B2B go-to-market strategy group.  It helps clients sell more—or more profitably—by putting the right offers in front of customers at the right price and time in the most effective sales channels.  Representative types of case work include defining a client’s full potential market opportunity, identifying high potential customers to target and enabling frontline sales performance improvements through digital tools.

     

    Position Summary

    The Partnership Lead delivers Alliance Partner capabilities into Bain case work and product solutions.  The role is responsible for the day-to-day relationship management of a portfolio of Alliance Partners, including selling & delivery support, pipeline management, IP development as well as education & training of Bain and Alliance Partner audiences.  The Partnership Lead ensures that the integration of Alliance Partner capabilities into Bain case work is efficient, valuable and repeatable.  This role also provides guidance and training for junior team members, where appropriate.  The Partnership Lead travels 10-20% of the time.

    Essential Functions

    • Responsible for delivering valuable Alliance Partnership relationships in the Commercial Excellence domain
      • Manage day-to-day relationships with a portfolio of Alliance Partners, in support of full potential opportunities
      • Run annual full potential review process, in collaboration with internal Bain champions and external Alliance partner leadership teams
      • Lead ongoing pipeline reviews, in collaboration with practice team
      • Educate & train Bain and Alliance Partner audiences
      • Assist in building and developing new Alliance Partner relationships
      • Manage multiple projects under tight deadlines across multiple time zones/geographies
      • Contribute to BD program assets and repeatable model improvements
    • Integrate Alliance Partners’ unique capabilities into Bain case work and solutions
      • Support ongoing deployment of selected Alliance Partners in proposals and cases, working closely with relevant practice areas and client teams (e.g., run case team kickoff, track progress, escalate challenges, etc.)
        • Ensure swift and complete knowledge transfer to front-line teams collaborating with the Alliance Partnership
        • Provide ongoing coaching to joint teams (Bain and Alliance colleagues), as projects are delivered
        • Support resolution of client-specific issues, in collaboration with front-line teams and BD team leadership
        • Codify and create artifacts to support deployment processes
      • Build broad knowledge of BD team content and gain emerging personal expertise for deploying and developing high-impact Alliance Partnership opportunities
    • Oversee & provide input to domain ecosystem landscape POV
    • Provide guidance and training for junior members of the team, where appropriate
    • Other duties and special projects as required

    Qualifications

     

    Required

    • Bachelor’s degree
    • Minimum of 5 years work experience
    • Outstanding interpersonal & client management skills
      • Able to interact successfully with Bain Partner/Managers and 3rd party partner executives
      • Ability to understand and manage differing priorities and objectives of diverse stakeholders
      • Capable of building consensus and direction with a diverse team of stakeholders
    • Excellent organization and time management capabilities
      • Ability to meet deadlines, prioritize assignments, juggle multiple tasks simultaneously and deal with highly confidential information
      • Can juggle multiple partner relationships seamlessly
      • Able to triage and prioritize inbound requests
      • Self-starter
    • Superior written, organizational and verbal communication skills
    • Go getter attitude – drives assigned projects independently with complete ownership
    • Team player – pitches in to meet the team goals
    • Experience working in a matrix/global environment where collaboration is key to exceptional results

    Preferred

    • MBA
    • Experience managing, sourcing or developing partnerships / alliances
    • Experience in Commercial Excellence domain, especially knowledge of the key players in the B2B sales and marketing technology stack

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