TPS EMEA Consulting Lead Generation

Summary

The role focuses on upstream opportunity generation — identifying target organisations and senior decision-makers, establishing credible entry points, and securing qualified initial meetings. These meetings are then handed over to Consulting Directors, who lead discovery, proposition shaping, and conversion into consulting engagements. The objective is to increase both the volume and quality of consulting opportunities, enabling Consulting leadership to spend more time in value-add discovery conversations and less time on fragmented or opportunistic market entry activity.

Description

Key Responsibilities

Opportunity Identification & Targeting

• Identify and prioritise target accounts, sectors, and buyer personas aligned to TPS EMEA Consulting strengths

• Work closely with Consulting Directors to understand propositions, reference cases, and ideal client profiles

• Maintain a forward-looking view of market trends, client challenges, and potential demand signals

Early-Stage Client Engagement

• Create credible entry points with prospective clients through structured outreach, tailored messaging, and market insight

• Engage confidently with C-suite executives and senior leaders to secure initial exploratory meetings

• Qualify opportunities to ensure relevance, senior sponsorship, and alignment with consulting capabilities

Pipeline Generation & Handover

• Secure and qualify first meetings, then hand over to Consulting Directors at the point where discovery and solutioning begins

• Prepare Directors with context, hypotheses, and objectives ahead of meetings to maintain momentum and maximise conversion

• Ensure clear handover points between commercial initiation and consulting discovery, respecting ownership while avoiding gaps

Commercial Enablement & Ways of Working

• Contribute to the development of repeatable, scalable commercial playbooks rather than ad-hoc outreach

• Support consistent and pragmatic use of CRM to ensure early-stage activity is visible, tracked, and forecastable

• Participate in lightweight but regular knowledge-sharing with Consulting and Commercial leadership on market insights, client activity, and emerging opportunities

Skills, Experience & Attributes

Essential

• Strong understanding of consulting or professional-services sales cycles

• Proven ability to engage credibly with C-suite executives and senior leaders

• Highly engaging, persuasive, and confident communicator

• Strong organisational skills with the ability to manage multiple parallel opportunities

• Comfortable operating in ambiguity and shaping conversations rather than selling predefined products

Desirable

• Experience supporting business transformation, digital, or advisory-led consulting services

• Familiarity with CRM-enabled opportunity tracking and early-stage pipeline management

• Experience working alongside consulting or advisory teams rather than transactional sales functions

Ways of Working & Support

To be effective, the role requires:

• Clear visibility of priority consulting offerings, reference cases, and target client profiles

• Regular touchpoints with Consulting leadership to refine focus and messaging

• Alignment on CRM usage and early-stage pipeline governance

• Access to basic enablement materials and support to ensure consistency in client-facing conversations

The role operates with lightweight process, but benefits from clear sponsorship and shared ownership across Consulting and Commercial leadership.

Performance Expectations

• First 30 days: Immersion in consulting propositions, stakeholders, and target markets

• 30–90 days: Consistent generation of qualified senior-level meetings and early pipeline contribution

• Beyond 90 days: Refined approach, repeatable patterns of conversion, and measurable uplift in pipeline health and quality