Client Success Manager – Wave, McKinsey Transformation

You will be based in our Atlanta, Dallas, Chicago or New York office as part of our Wave teams across the Americas.

Wave is part of the McKinsey Transformation practice.

Wave equips clients to successfully manage improvement programs and transformations.

Focused on business impact, Wave allows clients to track the impact of individual initiatives and understand how they affect longer term goals.

It is a mix of an intuitive interface and McKinsey business expertise that gives clients a simple and insightful picture of what can otherwise be a complex process by allowing them to track the progress and performance of initiatives against business goals, budget and time frames.

You will collaborate with international teams of colleagues and clients across industries to gain a broader penetration of Wave’s services.

You will work closely with the regional management team to identify improvement opportunities with key clients and initiate deeper conversations around diagnostics, transformations and internal operational processes.

You will also work closely with the Wave product team on relaying client feedback, our Wave information security team in the execution of client vendor security requirements and legal groups on client contracts.

You will use your expertise in program and change management and a consultative selling approach to educate and partner with McKinsey consultants, leadership and client decision makers.

In this role, you will work on growing the business externally to large enterprises in all sectors and continuously expand client user groups on a multi-year subscription model.

You will be involved in enhancing our contract management process and pre-qualification lead management.

The scope of your role will span client development, proposal management, relationship management, client experience and thought leadership.

You will identify and cultivate new internal and external prospects, develop and maintain a client pipeline with input from the global Wave team as well as write letters of proposals for clients.

You will also present and lead fee discussions through to execution.

You will own lead management reporting for the Americas region, ensuring proper lead tracking through the pipeline and drive weekly calls.

You will also engage and support McKinsey client service teams whose clients may have interest in leveraging Wave and partner with the Wave operations team, the client and their teams for seamless implementations in complex and international environments.

You will also drive and support direct go-to-market business development efforts by conducting on-site and remote product presentations to educate prospective clients and representing Wave at industry events and client roadshows.

You will participate in business needs assessment, prototyping and configuration efforts and promote industry specific verticals and special methodologies supported by Wave.

You will also ensure overall client satisfaction, conduct regular performance reviews and continuously identify and generate opportunities to expand Wave usage at clients.

Additionally, you will actively contribute ideas for new product development, marketing and communication initiatives, and operational improvements as well as maintain knowledge of industry trends and competitor offerings in order to act as key adviser, both internally and externally.
Undergraduate degree preferably in management (business administration) or IT; MBA is a plus7-10 years of business development, account management or consulting experienceExperience in a tech, business intelligence or consultancy/advisory firm is preferred; experience with large scale change management, transformation programs is a plusExperience in SaaS solutions and understanding the end-to-end sales, customer relationship and client experience lifecycle for software companies is a plusDesire to be a critical team member in a rapidly growing, dynamic business environment; ability to be stand-alone in senior client settingsAbility to develop client and consultant relationships; outstanding networking ability with clients and colleagues at all levelsEntrepreneurial spirit; ability to drive adoption and proactively build the user base of Wave and new value propositions via a consultative selling approachExcellent ability to problem solve multiple complex situations; ability to effectively engage with clients to understand business need and adapt to themClear oral and written communication skills to present complex value propositions to client senior executives or McKinsey colleaguesWillingness to travel up to 25% of the time