Client Growth Leader-Consulting- Quebec/Le responsable du développement de la clientèle (CGL)

Introduction

A career in IBM Consulting is built on long-term client relationships and close collaboration worldwide. You’ll work with leading companies across industries, helping them shape their hybrid cloud and AI journeys. With support from our strategic partners, robust IBM technology, and Red Hat, you’ll have the tools to drive meaningful change and accelerate client impact. At IBM Consulting, curiosity fuels success. You’ll be encouraged to challenge the norm, explore new ideas, and create innovative solutions that deliver real results. Our culture of growth and empathy focuses on your long-term career development while valuing your unique skills and experiences.

Your role and responsibilities

The Client Growth Leader (CGL) at IBM Consulting is accountable for the overall performance, growth, and client satisfaction of a defined portfolio of strategic accounts. This role combines executive relationship management, sales leadership, and delivery oversight—mobilizing cross-functional teams to shape opportunities, drive revenue, and deliver end-to-end transformation aligned to client business priorities.

Required technical and professional expertise

1. Technical Expertise

Industry & Domain Knowledge

• Deep understanding of the client’s industry (e.g., Retail, CPG, Distribution).

• Knowledge of value chains, market dynamics, and competitive landscape.

• Familiarity with regulatory and operational constraints.

Business & Technology Integration

• Strong grasp of digital transformation levers:

• Cloud (Hybrid Cloud, hyperscalers)

• Data & AI (analytics, GenAI use cases)

• Enterprise platforms (SAP, Salesforce, Oracle, etc.)

• Ability to connect business strategy to technology execution.

Financial & Commercial Acumen

• Pricing strategies and deal structuring.

• Margin optimization and cost levers.

• Understanding of contracts (MSA, SOW, SLAs, risk-sharing).

1. Professional Expertise

Executive Relationship Management

• Trusted advisor to C-suite (CIO, CFO, COO, CDO).

• Ability to influence senior stakeholders and shape agendas.

• Strong communication and storytelling skills.

Sales & Growth Leadership

• Pipeline creation and deal orchestration.

• Opportunity shaping and win strategy.

• Ecosystem engagement (partners like SAP, AWS, Microsoft, etc.)

Strategic Thinking

• Ability to define long-term account strategy.

• Align IBM capabilities with client transformation priorities.

• Identify white space and growth opportunities.

Leadership & Team Orchestration

• Lead cross-functional teams (consulting, tech, delivery, partners)

• Coach senior practitioners and account teams.

• Drive accountability and performance across the portfolio.

Stakeholder & Change Management

• Navigate complex stakeholder environments.

• Manage client expectations and internal alignment.

• Drive change adoption in large organizations.

Operational Excellence

• Portfolio governance (revenue, margin, utilization).

• Forecasting accuracy and performance tracking.

• Quality assurance and client satisfaction.

1. Personal Attributes (often expected but less explicit)

• Executive presence and credibility.

• High resilience and decision-making under pressure.

• Strong negotiation and conflict resolution skills.

• Collaborative and ecosystem-oriented mindset.

Preferred technical and professional experience

Solutioning & Architecture Awareness

• High-level understanding of:

• Enterprise architecture

• Integration patterns

• Platform modernization

• Ability to challenge and shape solution designs (without being hands-on technical)

Delivery Oversight

• Knowledge of delivery methodologies:

• Agile / Hybrid delivery models

• Large program governance

• Risk management and mitigation strategies

Language Requirement (Bilingualism)

This position requires proficiency in both French and English. Due to the project-based nature of this consulting work, you may be assigned to a variety of client engagements based on business needs. These assignments often involve collaboration with clients, partners, and internal teams located both within and outside Québec. As a result, the ability to communicate effectively in English is necessary for certain mandates. The variability of assignments and the need to ensure continuity of service across projects make bilingualism necessary for this role.

IBM is committed to creating a diverse environment and is proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.