A Formula.Monks Engagement Director (ED) holds a key role within an organization, responsible for growing accounts and partnering with our software practitioners to ensure the successful delivery of large scale programs and services. They are ultimately accountable for the client's overall satisfaction, and the account's success and growth. They work closely with the account leadership (discipline leads, program leadership, EMs, product leads) to maintain a clear understanding of goals, drive strategy and ensure good execution.
By virtue of their foundation in growth strategy and depth in software, ED's build and maintain strong relations with the client, setting expectations, surfacing and qualifying new opportunities, and enabling good delivery by positively influencing the client's sponsors and senior management.
They become knowledgeable about the client's business and challenges, advising them at different stages on industry practices and standards. They are excellent at applying software and engineering strategy to the client's business. ED's maintain a broad contact surface with the client's senior leadership - up to and including the C-suite.
YOU
You are a seasoned growth focused enterprise account leader who has successfully created positive impact through year-on-year business expansion with Fortune 500 corporations. You have a proven track record of developing relationships with key buyers and decision-makers at various business units. You are able to utilize Formula.Monks and Media.Monks capabilities to create offerings that accelerate your client's business.
You are confident, curious and comfortable being candid with your peers. You understand the value of earning trust by helping your teammates solve problems together.
Responsibilities- Growth: You play a pivotal role in the development of business strategies and plans to achieve business goals and revenue targets.
- Relationship connector and door opener: You build and expand relationships with our enterprise clients. You own the relationship map, lead meetings and interactions; establish connections. You identify potential opportunities in new business units through research and networking. You attend client events, conduct on-site visits and are great at facilitating group exercises.
- Deal closer: You like to pitch and you love to win. You craft compelling value propositions and presentations. You design the scope for new engagements in partnership with our practitioners. You pitch with integrity, making promises that we can successfully deliver on.
- Leadership: You lead and motivate the teams responsible for the delivery of software solutions and similar services to our clients. This goes far beyond project management; you're responsible for creating navigating team structures and fostering a culture of success. You're comfortable leading teams in matrixed reporting structures.
- Client management: You act as a key point of contact for clients or stakeholders, managing relationships, expectations, and communications throughout the lifecycle of a project or service delivery. You work to manage client expectations, ensuring our commitments and promises communicated in our contracts or roadmaps are achievable.
- Reporting and observability: You ensure that Formula's executive team - including both business leadership and FP&A - have a clear understanding of what's happening on your account. You likely have some strong opinions on how to do this without creating burdensome overhead.
Who you are- You are pragmatic, biased to action and easy to understand.
- You effortlessly distill complex topics into a narrative easily understood by different audiences.
- You value writing as a way of thinking as well as communicating. You enjoy the challenge of writing compelling, publishable content.
- You know the craft of both software development and consulting.
- You can develop growth strategies with prospective/current clients, during sales conversations, and in external communications (e.g., blog articles).
- You show grace under pressure and are cheerful in the face of the impossible because those are the moments that allow great teams to shine.
- You recognize the importance of providing good processes but you are allergic to creating bad bureaucracy.
- You don't use words like "align" and "leverage" unless you are literally lining things up in a row or using a lever to amplify force.
What you need- Minimum of 5 years' business development, sales or engagement leadership experience, managing a quota of $5M+
- Proven track record of success in sales or business development roles in the services industry.
- Fluency with cutting edge software technologies and delivery practices. You don't need to know everything, but should know one vertical very well and be able to quickly learn others.
- Strong verbal and written communication skills to effectively engage with clients, present proposals, and negotiate deals.
- Ability to analyze market trends, identify opportunities, and develop strategic plans to capitalize on them.
- Experience with C-Level client relationship building and relationship management.
- Bonus points for experience in financial services and insurance.
Location- Candidates for this role must be located in the Greater Los Angeles area. You are comfortable traveling periodically, typically around twice per quarter within the UCAN area.
Who we hope you become- the ultimate escalation path should your client need it;
- a high performance revenue growth leader;
- a representative of Formula's organization's leadership and its standards;
- an expert in your client's industry/domains;
- one of the most strategic and visionary thinkers in the company;
- beloved and trusted by your team because you have their best interests at heart. This, above all else, matters the most.
$150,000 - $300,000 a year Compensation range stated is composed of Base (50%): $150K USD depending on seniority + On-Target Earnings Bonus (50%): $150K depending on outcome. Bonus is not capped and can exceed this amount in certain scenarios.