Portfolio Account Leader - Technology, Bay Area

DESCRIPTION:

The Bay Area Portfolio Account Leader (PAL) - Technology is responsible for leading all aspects of Point B's engagement at a portfolio of clients to drive client specific business objectives and success measurements. The PAL is responsible for growing and managing a healthy portfolio for revenue and profitability growth and providing and ensuring quality customer service delivery for their individual projects and those in their portfolio. The PAL is a client-supporting leadership role within the Technology sector. The PAL internalizes, upholds and models our leadership and culture tenets in all interactions.

PRIORITIES:

  • Grow the Technology client portfolio in size and profitability, collaborating with relevant Industry and Service Line leaders
  • Develop Account Leader skills and capabilities in others
  • Deliver quality Client Service Delivery
  • Cultivate strong culture and communities within the market
  • Oversight, Quality Management and People Development

RESPONSIBILITIES:

Growing Our Business and Selling Solutions

  • Develop client relationships within the Technology portfolio. Direct and lead overall sales and delivery of team-based solutions for a portfolio of clients
  • Develop strong relationships at the executive level and serve as the executive contact for clients
  • Evaluate the roadmap for a client's long-term vision, leading the team to sell solutions that appropriately match business needs
  • Collaborate with Market Practice Director and Industry/Services leadership teams within their portfolio to architect and deliver team-based solutions
  • Lead by example by generating, closing, and managing team-based solution engagements and growing a book of business
  • Make strategic staffing decisions to resolve resource contention and support client and firm goals
  • Continuously evaluate portfolio, assessing portfolio balance and services and making changes and recommendations as necessary
  • Develop and execute a portfolio growth plan defining expectations for sales and execution and communicate through effective messaging and positioning
  • Engage in community and industry organizations to drive growth for Point B

Client Service Delivery

  • Deliver exceptional service and strategic value to our clients at 20% billable time
  • Connect clients within their portfolios and within the market
  • Be accountable for quality CSD and for overall client satisfaction within their portfolio
  • Gather client feedback and determine actions resulting from client facing service delivery check ins
  • Act as trusted client advisor and earn loyalty through superior service and responsiveness; actively share Point B's expertise
  • Serve as escalation point for clients and account leaders in their portfolio

Developing Others

  • Develop Account Leader skills in all key areas by providing feedback, identifying gaps and actively guiding progress in closing gaps
  • Provide associate and peer support, review and feedback
  • Support Account Leaders in account planning and Account Leader succession planning

Running the Business

  • Set the overall strategic direction for client relationships, long-term planning and new business development for accounts in the portfolio.
  • Drive profitability of market portfolio, managing the levers of the business to deliver financial results
  • Own pricing strategies for individual portfolios in collaboration with Market, Industry and Service Line input
  • Connect associates within their portfolio and market through culture and community building activities
  • Conduct interviews; Collaborate with market leadership on hiring decisions

KNOWLEDGE, SKILLS AND BEHAVIORS:

  • Demonstrated expertise in business development, community development and associate culture experience
  • Demonstrated ability to sell team-based solutions
  • Demonstrated ability to innovate
  • Demonstrated ability to provide potentially challenging viewpoints
  • Proven delivery track record
  • Executive presence
  • Effective public speaking and organizational promotion (both internal and external)
  • Ability to work effectively with internal leadership groups and client executives
  • Ability to build and develop high-performing teams
  • Ability to generate respect and trust from Associates and external constituencies
  • Effective teaming and collaboration with peers, with directs, across functional areas, with Associates
  • Strong communication / interpersonal skills
  • Demonstrated ability to provide Associate support and development
  • Strategic thinker
  • Ability to lead through ambiguity

REQUIRED EXPERIENCE:

  • B.A. or B.S. degree required. MBA encouraged
  • Minimum of 7 years of business experience (combined internal or external to Point B)
  • Minimum of 5 years consulting experience
  • Minimum of 2 years of managing and developing people in a delivery or business development capacity
  • Strong client and business community relationships in the Bay Area
  • Experience in technology and communications
  • Demonstrated project management or leadership
  • Strong track record of client relationship management in delivery capacity, business development and account leadership
  • Excellent interpersonal, communications, public speaking, and presentation skills
  • Solid working knowledge of budgeting, and strategic planning

ADDITIONAL REQUIREMENTS:

  • Ability to travel to and work at client sites
  • Ability to work from home
  • Ability to work non-standard work hours as necessary

What makes Point B different? An employee-ownership model that gives you a voice in directing your career and building our firm. Diverse leadership opportunities to expand your skills, along with the support needed to deliver great results. A unique culture that recognizes the importance of flexibility and collaboration.

It's no wonder that publications like The Wall Street Journal, Consulting® magazine, and many others consistently rank Point B as one of the best places to work.

Equal Opportunity Employer/Protected Veteran/Disability


See Inside the Office of Point B

Point B is a 100% employee-owned firm that helps organizations form, execute, and thrive. With an integrated set of businesses that include management consulting, venture investment and advisory services, and property development, this pioneering approach delivers insights, knowledge, and follow-through at every scale. Point B’s values-based culture is recognized as the best in the industry—a culture based on open communication, transparency, and a strong ownership mentality.


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