Client Development Manager, NA Technology, Media and Telecommunications Practice (TMT)

The Role

The Client Development Manager leads key business development support and operations, facilitating the creation of insightful, differentiating pitch content and market insights and enabling a firmwide culture of knowledge sharing and collaboration. The primary role of the TMT Client Development Manager (CDM) is to partner with the TMT Practice Director, TMT NA Practice Leader and the Sector Leaders on strategic ‘hands on’ business development and content-creation.  The CDM works in close collaboration with consulting teams as well as other client development colleagues and cross-functional teams to enable world-class business development and opportunity pursuit.

Key Relationships

Reports to: TMT Global Practice Director, Marija Popovic

Team members:

• TMT Global Practice Director

• NA Client Development Senior Analyst

• EMEA Client Development Manager

• EMEA Client Development Senior Analyst

• APAC Client Development Manager

Partners with:

• TMT North America Practice Leader

• TMT Analysts

• Client Development Managers and Analysts across Industry and Functional Practices and Regions

Other key relationships:

• Other Client Development Managers across Practices and Regions

• Global Knowledge Leader

• TMT Consultants, Associates and Executive Engagement Administrators

• Marketing Team

Position Location: North America, preferably any city with a Spencer Stuart office

Key Responsibilities:

Go-to-Market Strategy & Execution

• Design and implement go-to-market strategies and materials for TMT and sector specific search and advisory offerings.

• Analyze overall TMT market trends, client needs, and competitive positioning to inform strategic priorities and messaging.

• In partnership with Practice Leadership, refine and continuously improve the TMT go-to-market narrative – incorporating new service lines and evolving solutions.

• Coordinate with Leadership Advisory Solutions (LAS) to align TMT search with broader advisory offerings.

Business Development & Commercial Enablement

• Act as the primary client development lead for TMT North America opportunities, partnering with Practice and Sector Leaders, consultants and client development colleagues to win potential new business and drive growth.

• Partner closely with Practice Leader, Sector Leader and TMT consultants, to drive preparation and shape messaging for must-win CEO and other high stakes quals, including pitch strategy, meeting planning, and content development.

• Evolve quals by taking insights from existing intellectual capital and adding Firm and practice perspectives.

• Create and maintain insightful, customized qualifications packs and pitch materials for new business development opportunities and orchestrate regular updates of key materials and ensure the best-in-class slides are stored on Content Hub.

• Develop and leverage case studies that show our impact.

• Support pricing strategies, proposal development, and client targeting efforts.

• Leverage data and insights to identify and support new business opportunities.

• Partner closely with TMT Consultants to develop content/material for specific Managed and Growth Client situations/meetings (e.g., pitch, annual/quarterly review, relationship-building).

• Manage the workflow and quality of deliverables of the TMT Analysts leading and/or contributing to quals development.

Thought Leadership & Knowledge Management

• Translate and tailor firm-level intellectual capital strategy/themes being driven by Marketing, ensuring dots are connected.

• Gather learnings from pitches and business development to share internally to ensure we are continuously refining and improving our processes, responsiveness, and pitch effectiveness.

• Actively contribute and participate in the global community, by sharing insights, ideas and best practices with fellow CDMs.

• Create approach, and direct analyst team to maintain, curate, and regularly update pitch content/materials and load to Content Hub, and keep Connect and Sharepoint sites updated.

• Create and identify best-practice pitch content/materials to regularly share with Practice and Firm.

• In close collaboration with Global Practice Director, develop communication strategy for syndi