Senior Partner (Growth)

at  TPXimpact

DELIVERING GROWTH (60%)

• You’ll hold specific revenue generation targets that contribute to the successful delivery of your cluster / sector. These will be aligned to the cluster strategy and the wider business plan, measured and reviewed at least quarterly. As such, you’ll make a significant, tangible contribution to the growth expectations for Client Services, in line with the wider business plan.
• You’ll support effective mobilisation and workforce planning; by proactively communicating the future pipeline of work being generated and work with capability and resourcing leads across the business to feed into their longer term workforce development plans, and ensure they can make rapid and planful resourcing decisions for new/upcoming client engagements.
• You’ll take a lead role in progressing and overseeing opportunities through to successful completion and outcome, maintaining a sector leading win/conversion rate.
• You’ll work closely with colleagues across Client Services: routinely seeking opportunities to extend our work with clients/partners, being proactive around following up conversations and putting together proposals to keep those conversations warm.
• You will frequently lead pitches, including mid to large-sized (£1-10m) and priority deals owning narrative thread, determining winning thresholds.
• You’ll be actively involved in market shaping, market competition and proposition shaping, listening, learning from and influencing clients to shape new market opportunities or being ahead of market changes.
• You’ll prepare commercials and sign off if the proposal falls within agreed criteria and at your delegated authority level, escalate to Sector MP if it is beyond your delegated authority.
• You’ll enable real-time reporting and business intelligence through a ruthless commitment to record-keeping and data directly and through your teams/line reports. You’ll produce regular and ad-hoc reports which show the value of work in the pipeline and progress against our goals and proactively identify opportunities for improvement - be that around future pipeline; resourcing of teams to close capacity gaps, or informing workforce development/partnership plans.
• You’ll advocate for new opportunities through the qualification process to achieve our targets, to secure investment of time from colleagues in the bid team and capability areas.
• You’ll provide knowledge and insight needed to inform how we win new work by staying abreast of emerging policy and local trends in delivery, leveraging your networks to provide a thorough and holistic understanding of the sector.
• You’ll advocate for TPX, our value proposition and capabilities: representing TPXimpact and our work externally through thought-leadership, blog posts, hosting and speaking at events. You’ll champion our internal and external work, ensuring our value proposition and offer are distilled and understood by clients and collaborators.
• You’ll work with the marketing, comms and events teams to develop thought leadership and targeted campaigns regularly.
• Alongside our Principle Partners you’ll provide leadership across all growth activities, e.g. marketing, networking, events, bidding, pitches, strategic account management, thought leadership, and campaigns

ABOUT THE ROLE

Senior Partners ensure that we can develop new business to create meaningful impact, revenue and profitability in the cluster or sector you are part of by owning significant client relationships and winning new work. You’ll hold a specific individual target for new business development (the identification and conversion of opportunities into live delivery) aligned to our Cluster, Sector and wider Growth Strategies. Success will be measured by having identified and realised opportunities for TPX to create meaningful impact in your cluster; substantially growing our footprint, profile and credibility, particularly with leadership and key decision-makers. You will also play an active and lead role around critical clients. You’ll make a tangible contribution to the achievement of our growth ambitions through:

• Your networks - the relationships you build and leverage
• Your ability to identify and realise opportunities to solve client problems
• The narratives, expertise and specialism you use to build confidence and trust in clients, collaborators and commissioners.
• Your track record of successfully leading teams, portfolios and/or accounts with significant levels of scale.

You’ll bring an existing enviable network of contacts who understand the role and potential impact of digital transformation. Ideally, you’ll have direct experience selling and/or delivering digital, design and tech consultancy propositions, demonstrating a track record of leading teams that have successfully met and exceeded client expectations. As a result, you’ll understand the challenges being faced by our clients specifically; and, you’ll take an empathetic and entrepreneurial approach to translating those needs for colleagues across our internal teams and calibrating appropriate TPX-shaped solutions in response. Those solutions will be closely linked to an ever-evolving range of propositions, meaning this isn’t a ‘pure sales’ role, it’s a problem-solving role, where you’ll rely on existing cluster and sector knowledge and credentials to influence and creatively develop opportunities for digital transformation, new business and delivering on our missions.
You know and deeply understand the policy areas, spaces and markets for which you focus (whether that’s an emergent space or an existing market). You bring an equivalent range of pre-existing senior relationships in those spaces (CEOs, Directors, senior civil servants), particular in our current and target accounts.
Whilst you’ll bring deep expertise in particular areas, you’ll also be comfortable positioning our full-service offering that spans technology, product, digital transformation, design, delivery, digital experience and automation. You’ll build a solid personal network with colleagues across TPX to ensure you understand that offer; work with capability leads and other divisions to inform and influence capability area/divisional strategies to align to market/client needs.

ADDITIONAL RESPONSIBILITIES (20%)

As well as your sector leadership and personal target, you’ll be expected to take on at least one element of cross-cutting/corporate leadership which could take up to one day per week. This could include:

• Cluster leadership of a group of CS (Growth) team members to ensure that the cluster has strong strategic direction, well aligned propositions and client strategies, the skills and budget that it needs (including planning and executing on the marketing and business development budget) and that the group is able to develop new business opportunities based on this strategy - or knowing when to close it if the time is right.
• Practice leadership on behalf of the client services (growth) team including setting the standards and levels of performance and behaviours expected from the group, advocating for and presenting growth team internally to capability areas and Client Services (delivery). Leading the growth practice to ensure everyone has a say in the improvement and development of our growth practice. Acting as a point of escalation or contact when these standards are not being met. Coaching individuals who would benefit from expert practice leadership.