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McKinsey Solutions - Wave - Client Development Manager - AP - Singapore
Who you’ll work with

You will work in Singapore with our Wave, McKinsey Solutions team. McKinsey Solutions, a fast-growing start-up organization within McKinsey & Company, developing new service models and innovative business applications as Software as a Service. McKinsey Solutions is looking for a passionate and consulting-driven Client Development Specialist for WAVE, a successful Program Management and Impact Tracking software. This is an excellent opportunity to work directly with the leadership of the Solution to support the growth of this successful business. McKinsey Solutions provides a unique chance to take on an entrepreneurial challenge, have clear impact on a business, while benefiting from being part of a world-class consultancy. Innovation and smart client service practices are at the heart of McKinsey Solutions, where we are dedicated to creating an outstanding organization. To help us achieve this, we need talented and ambitious people who inspire and deliver change.

McKinsey & Company is a global management consulting firm that helps leading corporations and organizations make distinctive, lasting and substantial improvements in their performance. Over more than eight decades, the Firm's primary objective has remained constant: to serve senior leaders as their most trusted external advisor on critical issues facing their organizations.  With ~9,000 consultants deployed from over 100 locations in more than 60 countries, McKinsey advises companies, governments and non-profit organizations on a full spectrum of challenges and opportunities. McKinsey has extensive experience in 19 major industry sectors and 8 primary functional areas as well as in-depth expertise in high-priority areas for today's leaders, such as growth, globalization and the new economy.

Backed by an internal venture-capital fund, McKinsey Solutions is a fast-growing office that operates with the same innovative culture, operational discipline, and strategic ambition of standalone software start-up companies, while drawing upon McKinsey’s distinctive intellectual property and unrivaled access to senior executives at nearly all of the world’s leading companies. Since 2010, McKinsey has developed and deployed over 30 solutions, the highest performing of which consistently grow revenue over 50% annually. The dynamic team has doubled its size every year, and now comprises more than 500 full-time professionals. McKinsey Solutions is dedicated to creating an outstanding organization with innovation, smart client service practices, and the attractive characteristics of technology-based business models at the heart of all operations. To help us achieve this, we need talented and ambitious people who inspire and deliver change.


WAVE is a web-based program management platform that supports large scale transformation and change programs by tracking initiatives and milestones and measuring their impact. WAVE serves as a collaboration platform that connects executives, work stream leaders, and individuals across an organization. For more information on WAVE, take a look at our website: http://solutions.mckinsey.com/wave/solution/

What you’ll do

As Client Development Specialist, you will work closely with the WAVE management team to identify improvement opportunities with key clients and initiate deeper conversations around diagnostics and transformations. You will use your expertise in program and change management and a consultative selling approach to educate and partner with McKinsey consultants and leadership, and sell to client decision makers. You will also work on growing the business externally to large enterprises in all sectors and continuously expand client user groups on a multi-year subscription model. As part of the WAVE team, you will cooperate with international teams of colleagues and clients across industries to gain broader penetration of WAVE’s services.

Responsibilities focus on the following main areas: Client Development, Client Relationship Management, Proposal Management, and Thought Leadership: Identify and cultivate new internal and external prospects, develop and maintain client pipeline with input from global Wave team; Write Letters of Proposals for clients, present and lead commercial discussions until deal closure, in close collaboration with McKinsey’s and the Solutions’ leadership; Engage and support McKinsey consultants’ efforts to serve clients with Wave; Help drive and support direct go-to-market business development efforts; Partner with the Wave operations team, the client and McKinsey consultants for seamless implementations in complex and international environments; Conduct on-site and remote product presentations to educate prospective clients. Represent Wave at industry events and client roadshows. 

The client development specialist will participate in business needs assessment, prototyping and configuration efforts. Promote industry specific verticals and special methodologies supported by Wave. Ensure overall client satisfaction and conduct regular performance reviews. Constantly identify and generate opportunities to expand Wave usage at client. Meet client development needs, be the first point of contact for all client/McKinsey proposal needs. Actively contribute ideas for new product development, marketing and communication initiatives, operational improvement. Maintain knowledge of industry trends and competitor offerings, in order to act as key adviser both internally and externally. 

Qualifications
 
  • A track record as a proven performer with minimum 3-5 years of experience
  • Client development and account management experience in a consultative sales environment or with a business consulting firm or in a program management position. Experience with large scale change-management or transformation programs or prior consulting experience would be a real plus
  • Fierce desire to be a critical team member in a rapidly growing, dynamic business, intellectual curiosity, a desire to push themselves and learn
  • Ability to be “stand-alone” in senior client settings and to manage clients up and down throughout client organization
  • Clear oral and written communication skills to present complex value propositions to client senior executives
  • Entrepreneurial spirit and a keen interest in proactively building the subscriber base of Wave
  • Process understanding: knowledge of key client service processes - data management, solution support, training
  • Clear interest for the software world, more precisely the functional side and the business value of the key functionalities of the application
  • Fluency in/or passion for - the IT industry and familiarity with the market landscape and corresponding information needs
  • An undergraduate degree with an excellent academic record, graduate degree is a plus

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