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, Great Place to Work, Consulting Magazine, BuiltIn, 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.