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Alliances Lead

  • Beijing
  • Hong Kong
  • Shanghai
  • Shenzhen
  • Taipei

Qualifications

  • University degree, MBA preferred
  • 15+ years of experience in alliance management or technical and/or business consulting
  • Alliance strategy and alliance program implementation and execution expertise
  • Superior problem solving and critical reasoning skills; ability to quickly grasp range of complex business issues and develop recommendations and solutions to address these issues
  • Exceptional communication skills and presence
  • Ability to apply risk analysis and risk management processes to new and/or evolving business initiatives
  • Operational alliance management experience across a range of KPIs (e.g. design and operationalize an alliance as a business versus just managing a relationship with revenue objective)

Who You'll Work With

You will be based in Beijing, Hong Kong, Shanghai, Shenzhen or Taipei and will work with our Alliances and Growth & Strategy teams in the Asia Pacific (APAC) region, with a particular focus on building capability for inorganic growth in Greater China.

The Alliances & Acquisitions team is tasked with establishing and growing third-party relationships – through acquisition or partnering – to enhance our ability to serve our clients. This group has four functionally-oriented teams that are distributed across North America, Europe, and Asia:

The Growth & Strategy team is responsible for working with practices to identify, develop, foster, and implement their inorganic growth strategies. Team members are actively involved in shaping and enabling both acquisitions and alliances.

The Acquisitions team works closely with Growth & Strategy, practice area sponsors and Firm functions, and is responsible for sourcing, negotiating, executing and integrating deals for the Firm.

The Alliances team is responsible for executing partnering strategies and relationship management at scale. The Alliances team leads our collaborative ecosystem framework and operating model, engages with practices to identify and define combined offerings and joint value propositions that address key client use cases, and manages the portfolio of the Firm’s technology and service provider relationships.

The Partnering Operations team is responsible for implementing and managing the McKinsey Collaboration Network and the related partnering program and processes.

The McKinsey Collaboration Network is an end-to-end program that facilitates McKinsey’s broad and deep relationships with a growing set of distinctive technology related providers to enable McKinsey’s ability to drive operational impact at scale.

What You'll Do

You will serve as the team’s foremost partnering resource in Greater China to drive incremental client impact through alliances.

In this role you will serve as the go-to person for partnering-related efforts in Greater China, leading the effort to bring our relevant priority global alliances to bear and helping regional colleagues establish alliances with local firms. This requires close collaboration with the global alliance managers of those priority alliances to assess which alliances are relevant in Greater China, educate local leadership and client teams on the alliance’s capabilities, and lead efforts to establish the alliance relationships in the region.

In this capacity, you will engage with regional firm leaders and client service teams, representatives from the third-party firms, and colleagues from Alliances & Acquisitions. You will work closely with an alliances colleague in Asia-Pacific who will provide similar services in APAC outside of Greater China.

You should be prepared to work independently in a fast moving, continuously evolving environment and be a strong internal collaborator who leverages internal firm resources and adopts the firm’s operating norms. You must be able to represent the firm’s perspective, the regional stakeholders’ perspective, and the perspective of the partner firm in that region and quickly establish credibility as a trusted resource, whose judgment, strategic capabilities and business insights produce substantial impact. 

In this role you will be expected to drive stakeholder alignment and work across client-serving partners/senior partners, technology leads, and practice and regional leadership to align viewpoints and establish a cohesive alliances approach. You will focus on joint value proposition development, collaborating with various McKinsey practices to evaluate client use cases. 

You will lead the thinking and establishment of a successful working relationship, management and governance model for ongoing alliance management. You will develop and execute the alliance plan as well as design and manage a scorecard and business targets. You will drive joint client development with partner firms, identifying and launching joint value propositions where relevant.

You will lead the development of alliance term sheets and conclude alliance agreements with named partner firms in China. This will include guiding sponsors through the firm-internal approval process, preparing alliance investment business cases, proposal materials, and working with legal, finance, and other supporting firm functions with assistance from Partnering Operations.

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