Point B is a consulting firm that is trusted by the world’s leading organizations and specializes in business transformation and technology services. We are committed to making an impact for our customers and leveraging technology to unlock human potential. We help accelerate our customers' progress toward meaningful outcomes by bringing together cross-industry expertise, proven processes, and transformative technology to activate shared potential.
Our diverse set of experts spans 13 U.S. locations, with international reach via our partnership with Nextcontinent. We're united by our desire to help our customers succeed, wherever they do business.
Point B has been consistently recognized as one of the best places to work by Fortune magazine, The Wall Street Journal, Consulting magazine, BuiltIn, Vault.com, and many others.
The Customer Director (CD) is responsible for working closely with the Customer Executive to drive Point B’s success and impact at a strategic customer. The CD is responsible for growing and managing revenue and profitability for a customer with a team of Client Delivery Managers, Strategic Account Coordinators, and others to ensure quality client service delivery.
The CD will bring leading edge client, strategic, commercial, and operational skill sets to a critical customer. The CD is a proven leader in the industry of their customer, brings C-suite relationships and cutting-edge industry depth, and is an advisor to senior leaders about trends, challenges, and business opportunities. The CD internalizes, upholds, and models our leadership and culture tenets in all interactions internally and externally. The CD will have likely contributed to a large client relationship across business consulting service lines, selling to C-suite buyers and growing a significant business to the scale of $3-5m+ annual revenue.
WHAT YOU’LL GET TO DO:
- Partners with seasoned Customer Executive(s) to develop one strategic client, shaping the customer development strategy, account strategy, and sales strategy.
- Grows revenue and profitability of the assigned customer within a strategic account across diversified revenue streams of Point B’s offerings.
- Understands customer’s strategic roadmap and long-term vision and supports sales efforts to appropriately match business needs.
- Shares the customer’s most strategic challenges and opportunities across Point B’s businesses to co-create engagements, solutions, and offerings both in responses to RFPs and to proactively drive solution-led work.
- Maintains deep industry perspective and eminence in the market and utilizes that perspective to drive customer’s thinking and strategies.
- Actively engages in community and industry organizations relevant to the customer.
- Ultimately accountable for signing SOWs, overseeing customer quality, and driving overall client satisfaction for their customers, working with delivery team leadership from all Point B businesses.
- Builds and nurtures employees on the Point B Team in line with our Point B values.
- Serves as escalation point for customers and account leaders on their account.
- Delivers advisory-level, billable CSD up to 50% utilization.
- Encourages and develops associates on their customer accounts with skills in delivery, account growth, and solution selling.
- Provides associate and peer support, review, and feedback.
- Coaches, develops, and supports Account Leaders and others, engages in Point B people processes, including performance management, compensation decisions, promotions, etc.
- Actively engages in Point B’s Diversity, Equity, and Inclusion (DEI) efforts.
WHAT WE OFFER:
- The ability to chart your career path based on your expertise and passions.
- An environment that encourages you to identify new opportunities and supports you in reaching your goals.
- The opportunity to build and be part of a fun and collaborative culture with teams that are as passionate about their communities as they are about their clients.
- A comprehensive, flexible Total Rewards program that supports and recognizes each’s unique needs and contributions to the firm.
WHAT WE EXPECT YOU’VE ALREADY DONE:
- B.A. or B.S. degree required. MBA encouraged.
- 15+ years of experience in a senior consulting and Client leadership role.
- Minimum of 8 years in relevant industry.
- Deep knowledge of a customer or industry segment proven strong networking ability.
- Exceptional delivery and proven strong networking ability.
- Existing relationship with the strategic customer/target, with a focus on C-level and SVP relationships at the client.
- Proven track record in business development, community development, and associate culture experience at a customer of $3-5m+ revenue per year.
- Proven ability to design and sell solution-oriented engagements, including the development of pricing models of deals $1m+.
- Business management experience, including growing and managing a large customer with profit/loss responsibility, and strategic planning at the customer level.
- Provided expertise and strategic insight to solving complex business problems, transformational initiatives, and executive leadership.
- Worked as an effective leader across multiple industries and business areas.
- Experience developing others.
- Strong business community relationships specific to a Point B, Inc strategic customer/target.
- Demonstrated leadership in one of Point B, Inc’s services.
- Solid working knowledge of strategic, budgeting, and sales planning.
- Demonstrates strong ability in deal shaping and negotiation.
- Experience providing delivery oversight.
THE KIND OF PEOPLE WE LOOK FOR:
- Innate problem solvers who want to grow in a flexible, collaborative culture.
- Those who have a growth mindset regarding training, practice, and evolving their skills.
- Versatile people who thrive on variety and challenge.
- Successful in ambiguous environments.
- Desire to and ability to learn.
- Passion for Point B’s Mission, Vision, Values & Culture.
- Gets it done brand and attitude.
- Ability to travel 80% of time.
- Ability to work from home.
- Ability to work non-standard work hours as necessary.
COMPENSATION AND BENEFITS:
The estimated base salary range for this role is $205,000 - $260,000 USD per year with a target incentive of 45% of base salary with significant upside potential. This salary range is provided as required by local and state law as applicable. Individual salaries vary on a number of factors including but not limited to geography, skills, education, experience, and unique qualifications where applicable.
Bonuses are awarded at Point B’s discretion and are based upon individual contributions and overall firm performance.
INTRIGUED TO LEARN MORE?
When you apply for this role, your information will be personally reviewed by our talent acquisition team (not by a robot). You can expect to hear back from us with feedback if we think there could be a fit and what next steps look like.
WHAT MAKES POINT B DIFFERENT?
Our Founding Purpose and Values. Because our teams help organizations solve their greatest challenges, we've created an inclusive culture that attracts and retains the world’s best talent. Be part of a collaborative culture where we build lasting relationships with each other, our customers, and our communities.
Benefits – Point B rewards high performance with a total rewards approach that includes competitive base pay, benefits, and short-and long-term incentives — as well as flexibility, leadership development opportunities, and a culture designed to help our diverse team of individuals flourish.
Employee Ownership – We give employees a voice in directing their careers and the growth of our firm. Our Employee Stock Ownership Plan is a non-contributory retirement vehicle that grows over time from annual allocations (based on individual compensation) and the value of our company.
Award winning – We are proud to be named a Best Workplace in the US by Fortune magazine, Best Workplaces for Millennials, and Best Workplaces for Women in addition to other awards regarding our workplace inclusivity.
Point B is an equal-opportunity employer committed to a diverse workforce. We provide equal employment opportunities to all employees and applicants for employment and prohibit discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws. You can read more about our commitment to diversity on our website.
Point B is committed to providing equal opportunities for persons with disabilities or religious observances, which includes providing reasonable accommodation for individuals with disabilities or for religious purposes. Applicants with disabilities may contact our Accommodations team at applicantaccommodations@pointb.com or 206-517-5000 to request and arrange for accommodations through the application and/or recruiting process. If you need assistance to accommodate a disability or religious observance, you may request an accommodation at any time. Please note: This mailbox is only for accommodation requests or questions. Please use the Contact Us form for any recruiting inquiries.
Legal Information for Job Seekers can be accessed on our Careers Website.
Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.
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