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

IBM
IBM

Sales & Business Development

Montreal, QC, Canada

Posted on Jun 18, 2026
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 education
Associate's Degree/College Diploma
Preferred education
Bachelor's Degree
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).


2. 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.

3. 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.

ABOUT BUSINESS UNIT

IBM Consulting is IBM’s consulting and global professional services business, with market leading capabilities in business and technology transformation. With deep expertise in many industries, we offer strategy, experience, technology, and operations services to many of the most innovative and valuable companies in the world. Our people are focused on accelerating our clients’ businesses through the power of collaboration. We believe in the power of technology responsibly used to help people, partners and the planet.

YOUR LIFE @ IBM

In a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.

Being an IBMer means you’ll be able to learn and develop yourself and your career, you’ll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.

Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.

Are you ready to be an IBMer?

ABOUT IBM

IBM’s greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.

Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we’re also one of the biggest technology and consulting employers, with many of the Fortune 500 companies relying on the IBM Cloud to run their business.

At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it’s time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.

IBM 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, genetics, pregnancy, disability, neurodivergence, age, or other characteristics protected by the applicable law. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

OTHER RELEVANT JOB DETAILS

Must have the ability to work in Canada without sponsorship. For additional information about location requirements, please discuss with the recruiter following submission of your application.

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