As a Managing Consultant at Spotlight, you are a strategic architect and a cross-functional orchestrator. You will lead the design and delivery of complex customer advocacy and marketing programs, navigating high-stakes client environments with confidence. This role sits at the intersection of Strategic Services and Cross-Functional Enablement, requiring a professional who can synchronize external client goals with Spotlight’s delivery powerhouses: our AR-focused Client Teams and our Research & Intelligence (R&I) division.
You are responsible for ensuring that advocacy isn't a silo, but a strategic asset that informs—and is informed by—Analyst Relations and market insights.
Strategic Design & Advisory
Portfolio & Program Architecture: Lead the end-to-end design of Advocacy, Reference, and Customer Evidence programs for Spotlight clients, ensuring they drive measurable impact across the customer lifecycle.
Diagnostic Research: Develop sophisticated research plans and data collection approaches (qualitative and quantitative) to understand client challenges and inform strategic recommendations.
Senior-Level Advisory: Provide ongoing counsel to client leadership, ensuring they have the strategic "air cover" and roadmap needed to successfully execute and scale.
Internal & External Collaboration
Internal Client Team Integration: Partner deeply with Spotlight’s Client Teams (AR focus) to identify overlapping opportunities where customer advocacy can bolster Analyst Relations (e.g., sourcing references for MQ/Wave evaluations).
R&I Synergy: Collaborate with the Research & Intelligence team to infuse advocacy programs with market data and, conversely, use customer evidence to validate R&I findings.
External Education: Design and facilitate market-facing educational workshops and certifications related to Customer Engagement as a key GTM tactic in Influence Orchestration category creation.
External Stakeholder Management: Serve as the primary strategic lead for client stakeholders, aligning their corporate objectives with the tactical output of Spotlight’s delivery teams.
External Facilitation & Alignment: Lead workshops and focus groups to bridge gaps between a client’s Marketing, Product, and Sales functions, ensuring a unified GTM approach.
Project & Team Leadership
Engagement Management: Identify, define, and negotiate project schedules, milestones, and required resources to ensure high-quality delivery across internal and external teams.
Team Mentorship: Manage and coach project teams, including Consultants and Analysts, fostering a culture of accountability and professional growth.
Business Development & Growth
Strategic Expansion: Identify opportunities for add-on sales and scope expansion by recognizing where advocacy services can further support a client’s broader GTM or AR goals.
Proposal Partnership: Partner with Spotlight leadership to develop business proposals, SOWs, and presentations that showcase the full power of Spotlight’s integrated service model.
Extensive Experience: 8+ years in customer advocacy, customer marketing, or B2B customer advocacy consulting, with a proven ability to lead multi-stakeholder engagements.
The "Bridge Builder" Mindset: Exceptional ability to collaborate across different internal disciplines (like AR and Research) to create a cohesive client experience.
Facilitation Mastery: Expert presentation and "room-reading" skills; you are comfortable leading workshops for C-suite audiences and navigating complex internal team dynamics.
Strategic & Analytical Rigor: Ability to turn raw data and Spotlight Intelligence into clear, persuasive executive narratives.
Ownership & Adaptability: Comfortable operating under pressure and taking full ownership of project outcomes in a fast-moving, small-team environment.
Tech Ecosystem: Deep familiarity with HubSpot, Salesforce, and advocacy platforms (e.g., UserEvidence, SlapFive, RO Innovation).
AR Awareness: General understanding of the Analyst Relations landscape and how customer evidence impacts analyst evaluations (MQ, Wave, etc.).
AI Integration: Deep understanding of AI’s evolution, AEO use cases, and ultimate role in informing and influencing buying decisions in the B2B space.
Design & Tools: Proficiency in Google Workspace and creative tools like Canva for high-end executive deliverables.
This role offers a hybrid-style work opportunity based in our Kansas City, MO office, and some in-office attendance is required. While we strongly prefer local candidates, we are open to hiring a remote candidate for the right individual who possesses the technical skills and experience required for this role.
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