15+ years of experience across technology, account management, sales, sales support, and service delivery management, preferably with an outsourcing service provider or large consulting firm
10+ years of strategy consulting with hands-on experience implementing large-scale digital transformation programs
Deep manufacturing industry experience with digital technologies (cloud, analytics, automation) and knowledge of manufacturing business processes and IT transformation
Proven track record in manufacturing business development, including cold calling/outbound prospecting, opening net-new clients, lead qualification, and closing consulting engagements; strong leadership and delivery management
Requirements:
Utilize ISG's AI tools for new manufacturing business development, proactively originating net-new opportunities and maintaining a robust pipeline
Open and develop new client relationships from first contact through signed engagements, with emphasis on self-sourced deals
Lead early-stage sales conversations, identify and qualify opportunities, interact with senior client and service-provider executives, and develop financial models, SOWs, SLAs, and contract terms for RFPs
Demonstrate delivery leadership within client engagements and ISG, taking initiative to support broader firm objectives and multi-project delivery
Job description
Description
Business Development Executive, Manufacturing
Position Overview
ISG is seeking a world-class Industry Lead/Business Development focused consultant with digital acumen to help lead and expand its Manufacturing Industry and Strategy practice. The Director will provide leadership and client delivery on multiple dimensions: digital strategy, senior client leadership, thought leadership/IP development, business development (must have deep client relationships), and account management.
The Director will have a demonstrated track record in digital reinvention in the Manufacturing industry including the adoption of cloud computing, automation, IoT strategies, customer experience and integrating analytics into the industry sector in addition to providing overall project guidance and leadership of delivery with client executives. The candidate will be recognized for their ability to develop major client relationships through professional networking, client delivery successes, and domain expertise in Manufacturing business process and IT transformation.
This position is expected to operate independently but will report to the Partner in charge of the Manufacturing vertical group.
Responsibilities
Utilizing ISG's cutting edge AI tools for new business development
Proactively originate net new Manufacturing client opportunities through cold calling, outbound prospecting, and targeted executive outreach and tapping into existing network
Open and develop new client relationships from first contact through signed engagement, with a strong emphasis on self-sourced deals
Build and maintain a robust pipeline of new logos aligned to annual revenue and growth objectives
Lead first meeting and early-stage sales conversations without reliance on existing ISG relationships
Identify, qualify, and advance opportunities in whitespace and competitive accounts
Interact directly with senior client and service provider executives
Develop medium to large, complex financial models with a strong understanding of IS budgets and corporate finance
Develop financial, statement of work, service level, and contract terms for RFPs (preferred but not required)
Lead evaluation of proposals and identify strengths and weaknesses
Be recognized as a leader within both client engagements and ISG, taking initiative to support broader firm objectives
Required Skillsets
Remote position based in the United States; travel up to 25–50% required
15+ years of experience, preferably with an outsourcing service provider or large consulting firm, across roles including technology, account management, sales, sales support, and service delivery management
Strong knowledge of information technology, service delivery, outsourcing contracts, operating models, and service provider management
Leadership experience managing small to mid-sized teams
5+ years in a senior leadership role with Manufacturing industry experience and deep understanding of digital technologies (cloud, analytics, automation, etc.)
10+ years of strategy consulting with hands-on experience implementing large-scale digital transformation programs
Significant delivery management experience with a proven track record in client relationship management and multi-project oversight
Deep knowledge of sourcing contract terms and conditions
Recognized subject matter expert in relevant technology, sourcing, and Manufacturing industry topics
Demonstrated Manufacturing business development success, including cold calling, outbound prospecting, opening net-new clients, lead qualification, and closing consulting/advisory engagements
Experience with practice development, including sales collateral, IP development, and solution creation
Exceptional presentation, verbal, and written communication skills, with the ability to translate complex concepts for senior executives
Active professional presence on platforms such as LinkedIn
Proficiency with Microsoft Word, Excel, PowerPoint, Project, and Outlook
Education
Bachelor’s Degree in Business, Technology or Science
MBA or another advanced degree (s) desirable
At ISG, we don’t just accept difference we celebrate it, we support it, and we thrive on it for the benefit of our employees, our clients, and our communities. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. ISG is proud to be an equal opportunity workplace and we are committed to creating an inclusive environment for all employees. The more diverse and inclusive we are, the better our work will be.
The duties and responsibilities described in this job description may not be a comprehensive list. Additional tasks may be assigned to the employee from time to time and/or the scope of the job may change as necessitated by business demands.
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