Job Description
Client Executive – Digital Supply Chain (Manufacturing & High Tech): The Client Executive for Supply Chain is responsible for owning the client relationship, driving growth, delivering measurable business outcomes, and serving as a trusted advisor on end-to-end supply chain transformation and innovation.
Role summary
The Client Executive will own growth & P&L for key accounts across Supply Chain practice within Manufacturing and High Tech accounts—building pipeline, leading complex pursuits, and closing transformation programs spanning strategy, process, technology enablement, and managed services. This leader will run a multi-channel GTM motion across direct enterprise selling , partner/alliance co-sell , and ecosystem channels , while shaping industry plays tailored to Hi-Tech manufacturing and discrete industries.
Key responsibilities
Client Relationship & Account Ownership
- Act as the primary senior relationship owner for supply chain clients (COO, CSCO, VP Supply Chain, Operations leaders).
- Build long-term trusted-advisor relationships by understanding the client’s business strategy, operating model, and supply chain maturity.
- Serve as the single point of accountability for overall account health, satisfaction, and value realization.
Business Development & Growth
- Own revenue growth targets for the account across supply chain offerings (strategy, transformation, digital, AI, ERP, analytics, managed services).
- Identify and shape new opportunities across the end-to-end supply chain:
- Plan (S&OP / IBP)
- Source / Procure
- Make / Manufacturing
- Deliver / Logistics
- Return / Sustainability
- Drive cross-sell and up-sell by aligning supply chain initiatives with broader enterprise programs (ERP, cloud, AI, data, finance).Industry led consultative selling (Manufacturing + High Tech)
Supply Chain Thought Leadership & Advisory
- Bring industry and supply chain thought leadership to client conversations (resilience, agility, cost-to-serve, service-level optimization).
- Advise clients on emerging trends:
- AI / GenAI / Agentic AI in supply chain
- Process mining and value realization
- Network optimization, risk sensing, and resilience
- Sustainability, ESG, and regulatory readiness
- Help clients translate strategy into executable roadmaps with measurable value.
- Position digital capabilities as outcome-based transformations, including:
- Control towers and real-time visibility
- AI/ML for forecasting, inventory, and production optimization
- Digital twins and scenario simulation
- Data platforms and supply chain analytics
- Automation/robotics and connected operations (edge/IoT)
- Shape and lead value engineering: build ROI cases, define business outcomes, structure phasing (quick wins → scale), and align to exec KPIs.
Value Realization & Outcomes
- Build and leverage senior relationships across key technology ecosystems and channel partners to generate pipeline and accelerate wins (hyperscalers, ERP/SCM suites, planning platforms, WMS/TMS, data/AI platforms).
- Drive joint GTM motions: shared account plans, co-sell pursuits, joint solution plays for Manufacturing/Hi-Tech, co-funded campaigns, and partner field enablement.
- Create a “partner flywheel” with measurable partner-sourced and partner-influenced bookings.
- Be accountable for business outcomes, not just delivery:
- Cost reduction
- Working capital improvement
- Service-level performance
- Inventory optimization
- Cycle time reduction
Pursuit leadership & deal orchestration
- Lead the full pursuit lifecycle: qualification, win strategy, team mobilization, solutioning, pricing, proposal governance, negotiations, and closure.
- Orchestrate internal teams (solutions, delivery, SMEs, legal, finance) and partner stakeholders to execute high-quality pursuits on time.
- Ensure CRM discipline, deal reviews, and governance practices that scale.
Thought leadership & GTM play development
- Package repeatable Manufacturing/Hi-Tech plays (e.g., “Resilient Semiconductor Supply Network,” “NPI Acceleration + Digital Thread,” “AI-Driven Planning & Inventory,” “Smart Factory/MES Modernization,” “Control Tower in 12 Weeks”).
- Represent the practice in industry forums/events and with partner communities; collaborate with marketing on industry campaigns.
Qualifications (required)
- 12–18+ years enterprise sales experience; 7–10+ years selling Supply Chain / Manufacturing transformation consulting services .
- Strong track record closing complex, multi-stakeholder services deals in Manufacturing/High Tech (typical deal sizes $1M–$10M+; multi-year programs).
- Demonstrated ability to generate net-new pipeline, expand key accounts, and lead high-performing pursuits.
- Proven partner/alliance selling experience and ability to co-sell effectively across ecosystems and channels.
- Executive presence with ability to engage COO/CIO/CDO/CSCO/VP Ops/VP Supply Chain/Manufacturing leaders.
- Strong commercial acumen: pricing, margin, deal structuring, contracting, and value-based selling.
Preferred qualifications
- Deep familiarity with discrete/Hi-Tech manufacturing patterns: ETO/CTO/ATO, contract manufacturing/ODM, multi-tier BOM complexity, NPI/NPD, product lifecycle complexity, quality/yield constraints.
- Experience selling transformations involving planning platforms, control towers, MES modernization, WMS/TMS, and data/AI platforms.
- Exposure to global delivery models and managed services constructs.
- Bachelor’s required; MBA and/or ASCM/APICS certifications (CSCP/CPIM) a plus.
Leadership & competency profile
- Industry storyteller with strong POV for Manufacturing/Hi-Tech supply chains
- Builder mindset: pipeline engine + partner flywheel + repeatable plays
- Deal quarterback: disciplined pursuit leadership and governance
- Cross-functional orchestration and stakeholder management
- Strong coaching ability (if role includes team leadership) and ability to scale GTM motions
Performance measures (KPIs)
- Annual bookings and gross margin
- Pipeline coverage and conversion ( X coverage; win rate on qualified pursuits)
- Partner sourced and partner influenced pipeline/bookings
- Account penetration (expansion) and new logo acquisition
- Forecast accuracy and CRM hygiene
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