About Faculty

At Faculty, we transform organisational performance through safe, impactful and human-centric AI.

With a decade of experience, we provide over 300 global customers with software, bespoke AI consultancy, and Fellows from our award winning Fellowship programme.

Our expert team brings together leaders from across government, academia and global tech giants to solve the biggest challenges in applied AI.

Should you join us, you’ll have the chance to work with, and learn from, some of the brilliant minds who are bringing Frontier AI to the frontlines of the world.

About Frontier

Frontier is Faculty’s AI as a service product - an AI-powered simulation technology which improves the speed, quality and execution of decisions across enterprise. Using a computational twin framework, it goes beyond business intelligence and data science to connect AI models and siloed data from across organisations, and enable decision intelligence on a new scale. 

In line with our conviction that AI should be human-led, Frontier enables the best combination of human and machine intelligence by making AI models interactive so business users can test future scenarios, understand impact, and make optimal decisions.

About this role

This role is an exciting addition to the Frontier team, which reflects our pace of growth. 

The Senior Manager will be a dedicated lead to drive growth on Frontier accounts, focusing on expanding existing accounts, acquiring new business, and aligning delivery efforts to long-term customer objectives.  This individual will articulate the account vision and strategy, secure stakeholder buy-in, and build trusted relationships to position Frontier as a critical technology for driving strategic transformation across organisations. 

What the role involves

The role will continue to evolve as Frontier grows, but will initially be focused on: 

New account development (15%): 

• Lead generation and initial positioning: Identifying and pursuing new business opportunities where Frontier can deliver transformative impact; conducting workshops to engage new stakeholders and generate interest

• Packaging up propositions: Developing compelling proposition narratives that can be re-packaged from one account and sold to other accounts; working with product team to align on distinction between ‘Cartridge’ and ‘Console’ propositions 

Growth within existing accounts (60%):

• Vision and roadmap articulation: Defining a roadmap of interconnected use cases and incremental functionality that delivers visionary outcomes 

• Value case development: Crafting robust business cases tied to account roadmaps; articulating how incremental value is realised over time and how it advances customers’ strategic priorities 

• Stakeholder buy-in: Building a coalition of support across distributed stakeholders, ensuring a broad network of champions at different organizational levels who advocate for the vision

• Value-add activities: Identifying areas not currently in scope for delivery that would help generate further demand for Frontier and support growth efforts 

Strategic positioning and sales (15%):

• Contracting / closing sales: Negotiating a viable commercial / ARR position and overseeing the contracting process to signature, with support from commercial leadership if required

• Senior leadership engagement: Engaging Faculty senior leadership where needed to drive exec-level relationship building with the customer and momentum with closing a sale

• Partner alignment: Leveraging our partnerships (Accenture, AWS) where needed to complement / augment the longer term vision and help secure customer buy-in

• Commercial framework definition: Shaping viable commercial agreement templates for enterprise customers (e.g. how to structure in a way that incentivises expanding to more use cases) 

Delivery team alignment (5%):

• Delivery: Defining the processes (meetings, assets, roles) by which Delivery and BD work together to enable growth and working with Delivery Leads to embed this on the accounts 

• Delivery collaboration: Clearly communicating account growth strategies to delivery teams, ensuring activities are aligned with customer goals and positioning for future phases

• Identifying additional opportunities: Work closely with delivery teams to identify areas not currently in scope where Frontier can drive value, creating pathways for future engagement 

Product alignment and best practices (5%):

• Product alignment: Ensuring the vision being pitched to customers aligns with our product strategy; providing regular feedback to the product team to inform Frontier’s strategic direction

• Growth best practices: Actively share and refine best practice methods and assets for how we approach growth on Frontier accounts 

What we’ll look for:

• Evidence of senior, durable, relationships: Founded on your ability to understand what is important to your clients and credible interactions with technical and commercial stakeholders

• Exceptional written communication skills: Experience writing compelling proposals, presentations, and marketing content for a range of audiences

• Technical aptitude: Experience working with technical teams and products with an ML/AI component. An ability to quickly assimilate technical concepts and apply them effectively to customer problems

• Entrepreneurship: ability to identify new opportunities and work with technical and commercial teams to understand how we can execute on them

• Complex stakeholder management: Depth of experience working with a wide range of stakeholders and building a coalition of support at all levels

• New business development: Experience leading introductory conversations with new customer prospects. Accustomed to independently prepare for, and confidently participate in, a broad range of sales conversations

• Business case development: Experience developing robust business cases across a range of domains, rooted in your ability to understand and articulate what ‘value’ means to your customers

• Leadership: Experience leading cross-functional teams to successful outcomes.

• Commercial acumen: Good intuition for customers’ commercial expectations and requirements. Experience scoping and costing services and software initiatives and ability to drive the development of commercial proposals

What we can offer you:

The Faculty team is diverse and distinctive, and we all come from different personal, professional and organisational backgrounds. We all have one thing in common: we are driven by a deep intellectual curiosity that powers us forward each day.

Faculty is the professional challenge of a lifetime. You’ll be surrounded by an impressive group of brilliant minds working to achieve our collective goals.

Our consultants, product developers, business development specialists, operations professionals and more all bring something unique to Faculty, and you’ll learn something new from everyone you meet.