TM Philippines - Growth

PH - Relationship Manager Lead

Preferable Location(s): Metro Manila, Philippines
Work Type: Full Time

Working at Thinking Machines

Thinking Machines is a technology consultancy building AI & data platforms to solve high-impact problems for our clients. Our vision is a future where data-driven decision-making is a norm and where AI is used to support humans in making excellent decisions. To do that, we create data cultures, one organization at a time.

We’re a company made up of intellectually curious, civic-minded, forever-learning individuals. We believe that great data science products are built with care for people, and that the best way to drive inclusive innovation is to start with a diverse team.

Our field of work is incredibly dynamic, so we want to work with people who are committed to growing with us. We want to hire people who can demonstrate an ability to learn, then provide them with personalized coaching, growth opportunities, and a great working environment to get them to world-class.

Role Context

As a technology consultancy, our success is driven by building deep and ongoing relationships with our customers. As part of an entrepreneurial team in this rapidly growing business, Relationship Managers serve as the face of Thinking Machines and handle client acquisition, account growth, and account management for their portfolio/industry teams.

Relationship Managers are responsible for the full client life cycle from leads qualification, managing the relationship, identifying solutions that match customers needs, and closing the sale. They are pivotal in managing the client relationships post-initial sale, ensuring satisfaction, and pursuing upsell opportunities to grow the account.

Relationship Managers  do this through proactively developing a deep understanding of the client – from their business goals and priorities, technology and data needs, and organizational structure. They build and maintain relationships with executives and business and technical decision makers at high levels of the customer's organization through consultative engagement to highlight the value of the Thinking Machines solutions and subsequent ROI. The Relationship Managers then identify opportunities to drive optimizations and new business and technology solutions based on the customer's strategies. They present solutions and ideas, as well as develop a long-term opportunity roadmap based on customer insights.

Relationship Managers understand the critical role of good relationships with stakeholders in the success of a project. As owners of the loyalty phase in the client relationship journey, they are motivated by customer service and satisfaction.

Role Description

The Relationship Manager Lead's main job is to oversee and mentor a team of Relationship Managers (RMs) who introduce and advocate for the company’s capabilities to clients new and existing.

Key Responsibilities

  • Team Leadership

    • Team Performance Management: As the RM Lead, you are responsible for elevating the effectiveness and efficiency of the RMs through technical mentorship and developing L&D (learning & development) initiatives that will further develop the RM team’s sales and account management competencies and their mastery of TM’s solutions. This includes training, coaching, and mentorship, as well as instilling good routines that enforce best practices of a high-performing sales organization. The Lead must systematically assess their performance as a team, and report found insights and recommendations for further development efforts to the leadership team.

    • Deal Coaching: The Lead is responsible for coaching RMs on individual deals, guiding them through every stage of the sales process. This involves providing strategic insights and hands-on support for deal planning, negotiation, and closure. The Lead is expected to help the team to analyze their performance, identify opportunities for improvement, and share best practices. This includes offering constructive feedback on proposals and pitches, as well as advising on pricing strategies and customer engagement techniques.

    • Sales & Account Management System Development: The Lead is responsible for developing best practice sales framework for lead scoring and processing and encouraging the adoption of appropriate sales tools such as CRM systems.

    • Individual Career Development: Establishing a culture with a strong growth mindset is of utmost importance for Thinking Machines. As such, the RM lead is expected to co-manage development goals for each individual relationship manager and identify opportunities for their further upskilling.

    • Team Dynamics & Culture: The RM lead is in charge of cultivating a team culture that balances both professional excellence with interpersonal relationships, fostering an environment where collaboration and innovation thrive alongside team bonding and mutual support. By setting standards for both work ethics and interpersonal relationships, you will ensure the team operates efficiently while maintaining a strong sense of unity and camaraderie.

  • Account Growth

    • Portfolio Management: The RM Lead is responsible for acquiring, managing, and expanding an individual portfolio of key accounts, allowing you to have your own accounts for direct insights into client feedback and market trends.

    • Business Development: The lead must be able to represent the company at events and with our sales partners focusing on networking and account growth to drive client expansion.

  • Growth Strategy

    • Team-wide Sales Strategy: Alongside the RMs and VP of Growth, the RM Lead must be able to tune in to both client feedback and market insights to ultimately co-assess the overall sales pipeline health. The RM Lead must offer actionable next steps and go-to-market strategies tailored to target industries and sub-team priorities based on data-driven assessments. In collaboration with cross-functional stakeholders outside the RM team, the RM lead is responsible for both strategy design and team-wide execution.

    • Solutions Insights: Provide market feedback and sales insights to the Solutions teams so they can continuously prioritize new features and tech builds for maximum saleability.

Growth Path

This role may lead to an eventual Sales Director or VP for Business Development position. At Thinking Machines, this role is in the unique intersection of business and technology:

  • Exposure to the Southeast Asia market and technology players. See how the regional ecosystem, composed of large data firms, start-ups, conglomerates and small to medium enterprises, government and development sectors, is shaping up in terms of Data Transformation and Artificial intelligence. We serve a broad range of industries spanning across telecommunications, financial services, healthcare, retail and transportation.
  • Opportunity to develop your tech industry knowledge. You will have several opportunities to understand major and up-and-coming players in the technology space. Learn from our internal teams on the innovations in Artificial Intelligence, Data Visualization, Data and Software Engineering, and UX/UI Design. There are technologies you will not use hands-on, but you can expect to gain a conceptual understanding of these technological possibilities and limitations to properly match them with client needs.


Minimum requirements

  • At least 5 years of relevant experience in B2B account executive, account management, or relationship management role/s: Your role will focus on cultivating inbound and outbound client engagement, including generating and nurturing leads. We’re looking for someone with a demonstrated ability to identify and capitalize on outbound opportunities for growth, including strategic client acquisition.
  • At least 2 years of which is a team leadership role for a B2B (tech) sales team: Your main focus will be on scaling up the relationship management team, through L&D (learning & development) initiatives and proper mentorship. We need someone with the demonstrated ability to coach fellow RMs and develop systems that foster true career development in sales and client relationship management.
  • Business acumen: Business knowledge is a key skill. You need a strong understanding of different business models, processes, and industries to effectively identify the value of how our services can support our clients. You must also have a good understanding of momentum and drivers that can further a lead, grow an account, and expand TM’s current portfolio of clients.
  • Comfortable with external, executive communications: Your main job will be to communicate Thinking Machines' suite of products and services to a business-minded audience, so you'll need executive-level spoken and written communication skills. You also need to be comfortable and confident in communicating to a C-suite audience.
  • Quick learning agility: You're not expected to know everything, but we expect you to fill in the gaps quickly, with guidance from our leadership team and an open ear to feedback from various stakeholders.
  •  Strong sense of initiative: There are many things to do from all sides! We want someone who is highly collaborative with an entrepreneurial, roll-up-your-sleeves attitude.

Preferred qualifications / nice-to-haves

  • Have previous coaching and mentorship experience, even outside of your team leadership role
  • Have previous experience at a professional consulting firm, cloud platform, tech services company, or systems integrator
  • Have regional (SEA) sales experience
  • Have previous experience in marketing-related competencies
  • Have domain experience in a non-data field. Are you experienced in Telecommunications? Airlines? E-commerce? Finance? Development Sector?

Benefits and Perks

We offer the following compensation and benefits:

  • Competitive salary — the compensation amount is positively correlated with the difficulty of the job, relevant experience, fit, and skill factors.

  • Remote First — due to the global pandemic, we have shifted to a remote-first company for the foreseeable future while we monitor the situation. 

  • Individual professional development budget— an annual budget for conferences, training courses, books, and software is available to sharpen your skills and build new ones to help you grow in your role.

  • Full health benefits — generous health insurance package

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