Bain & Company Inc

  • Head of Business Development, 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
    Job ID
    2019-3731
    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 57 offices in 36 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 Head of Business Development, Commercial Excellence, is responsible for developing, scaling and delivering a portfolio of Commercial Excellence partnerships that enables Bain clients and teams to get better results faster.  Working as part of the Commercial Excellence solution team, this role sets the agenda for priority partnerships in the domain (e.g., Lattice Engines, Anaplan, DiscoverOrg, Microsoft Workplace Analytics), creates a full potential vision and road map for each priority partnership and oversees delivery of the initiatives in each road map.

     

    In addition to overseeing and personally leading partner relationships day-to-day, this role forges executive level relationships with the Alliance Partners.  The Head of Business Development is a trusted advisor to Bain solution and product leaders in the Commercial Excellence domain, as an expert on the “why and how” of integrating these Alliance Partners into our case work and products.  

     

    This individual leads a team to deliver these objectives and will be responsible for managing and mentoring that team.  The team will include partnership leads responsible for commercial processes and client delivery as well as specialists tasked with embedding the partnerships in Bain solutions and products, codifying repeatable selling and delivery models and measuring results.  This individual should plan on 20-30% travel, including some international travel.

     

    Essential Functions

    • Develop and scale a portfolio of Commercial Excellence partnerships that enables Bain clients and teams to get better results faster
      • Develop top priority emerging partnerships
        • Create a full potential vision and road map for each partnership
        • Identify opportunities for Alliance Partners to create differentiated Bain solutions & products
        • Identify and pursue valuable IP collaboration opportunities with Alliance Partners (e.g., joint publications, Bain Certified assets, custom technology, etc.); proactively surface potential Alliance Partner contributions to practice leadership teams
        • Quarterback partnership negotiations across all dimensions of the relationship
      • Scale partnerships with highest potential for client and commercial impact
        • Champion governance and management processes across Bain and Alliance Partners (e.g., Steering Committee membership and content; Working Team/Group cadence and process, etc.)
        • Forge enduring executive level relationships with Alliance Partners (e.g., serve as guardian)
        • Diplomatically address partnership concerns with Alliance Partner executive team and Bain stakeholders, as necessary
        • Lead execution of Bain’s third party risk management policies and processes
      • Personally lead day-to-day activities with a subset of partners and oversee the team for all other partners
    • Ensure successful delivery of Commercial Excellence partnerships in Bain case work
      • Become the expert on the “why and how” of integrating Commercial Excellence partnerships in Bain case work
      • Own end-to-end integration of Alliance Partners with Bain solutions, products and service delivery
      • Help commercialize partnerships through working directly with account teams to embed partnerships into proposals, attend high stakes proposal meetings, and proactively identify opportunities to deploy partner solutions
      • Create successful client outcomes, working closely with solution, product and client teams
        • Ensure swift and complete knowledge transfer to front-line teams collaborating with Alliance Partners
        • Ensure tools, methods, processes and materials to deploy Alliance Partners are developed
        • Provide ongoing coaching to joint client teams, as projects are scoped and delivered
        • Proactively identify and resolve client-specific issues, in collaboration with joint client teams
      • Extend impact by enabling team members to support joint client teams
    • Serve as a trusted advisor to senior Bain stakeholders
      • Understand the competitive landscape and partnership strategy employed by Bain’s competitors in the Commercial Excellence domain to define gaps, differentiated capabilities and inform roadmap
      • Advise solution, product and business development leaders on opportunities to accelerate client and commercial impact via partnerships
      • Contribute to enhancing Bain’s repeatable partnership playbook: knowledge capture and synthesis
    • Lead and develop a team of resources to deliver these objectives
      • Provide daily management and direction to assigned staff
      • Contribute to team members’ professional development through coaching and performance feedback
      • Cultivate strong collaboration and teamwork across team and group
      • Strike the right balance and sustainable pace: prioritize activity, matches demand to resources
      • Coach team to adopt a strong service orientation in everything they do: create promoters within Bain, among Alliance Partners and at clients
      • Lead and develop team members to ensure high quality results and processes
      • Inspire and lead by example
    •  

    Qualifications

     

    Required

    • Bachelor’s degree
    • 10+ years work experience
    • Strategic, entrepreneurial thinker – able to innovate and develop new products & services that leverage unique strengths of our Alliance Partners and meet the needs of our Bain clients and employees
      • Familiar with external go-to-market and partnering norms
      • Able to learn and understand Bain Commercial Excellence IP
      • Able to quickly understand diverse business issues and design credible solutions
    • Creative negotiator – comfortable working with senior executives to identify compelling win/win business opportunities; able to manage risk/reward across new and evolving business initiatives
    • Exceptional communicator - excellent written and verbal communication skills, able to advise and influence CxO/SVP level executives at Partner organizations, Bain partners, senior clients (as needed), builds excitement and support for new ideas and ways of working
    • Successful relationship manager - able to understand diverse motivations and influences and identify ways to build win/win partnerships
    • Strong organizational skills – able to project manage multiple work streams across a fluid environment, and provide leverage to Bain partners
    • Strong collaborator - able to build internal consensus with Bain partners, practice and product leaders in a matrix structure
    • Team leader – able to inspire teams and drive joint results

    Preferred

    • MBA
    • At least 3 years of Bain or similar management consulting experience
    • Experience in Commercial Excellence domain, especially knowledge of the key players in the B2B sales and marketing technology stack
    • Partnership management experience – previous experience leading partnerships

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