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Partner, Commercial Excellence

May 27, 2026

Job Family:Sales Support & Administration Travel Required:Up to 10% Clearance Required:NoneWhat You Will Do:At Guidehouse, we’re purpose built to help clients meet complex challenges across both commercial and public sectors. Our teams work closely with clients to imagine a new future, build resilient solutions, and then operate programs for our clients to ensure sustained value. The Guidehouse Growth Office team promotes a collaborative culture through enhanced strategy, leadership, innovation, sales and marketing best practices. We are high-energy experts who are passionate about what we do and want to make an impact.Lead operations of the Commercial Excellence Function<ul><li>Own and evolve the Commercial Excellence strategy and enterprise operating model</li><li>Provide oversight and guidance for senior leaders responsible for enabling sales capabilities and execution across all of Guidehosue</li><li>Drive integration, consistency, and continuous improvement across all sales activities and functions, including market and competitive intelligence, strategic teaming and market access, strategic pricing, sales operations, sales technology, sales enablement, and proposal development</li></ul>Enterprise Leadership and Accountability<ul><li>Own firm-wide performance management (e.g., bookings/revenue, margin, pipeline coverage, win rate, forecast accuracy) and drive corrective actions through an executive operating cadence</li><li>Chair and evolve governance for pipeline rigor, strategic pricing discipline, and pursuit investment decisions; set standards, decision rights, and escalation paths</li><li>Own the multi-year sales enablement and technology investment roadmap, including business cases, vendor strategy, and value realization</li><li>Build and lead senior talent across Commercial Excellence, including leadership development, succession planning, and performance expectations aligned to commercial outcomes</li></ul>Strengthen Sales Execution and Performance<ul><li>Partner closely with sales and segment leadership to evangelize our sales methodology to improve sales effectiveness and outcomes</li><li>Enhance opportunity management, pipeline rigor, forecasting accuracy, and pricing discipline</li><li>Develop and deploy firmwide graduated sales training curriculum at all levels</li><li>Leverage and expand strategic contract vehicles and teaming partners to ensure customers can access Guidehouse services</li><li>Use data, analytics, and insights to improve decision-making, win rates, and predictability</li></ul>Drive Enterprise Adoption and Change<ul><li>Build a sales culture across the organization through training and mentorship programs</li><li>Lead firm-wide adoption of sales processes, tools, and best practices</li><li>Champion behavior changes to ensure consistent execution across the sales lifecycle</li><li>Continuously identify gaps and introduce improvements that scale across the firm</li></ul>Own the Sales Technology Stack and Innovation Agenda<ul><li>Own and evolve the enterprise sales technology stack, including CRM and adjacent platforms</li><li>Lead the deployment and adoption of AI and automation tools across commercial workflows to fundamentally disrupt and accelerate our go-to-market sales motions</li><li>Ensure technology investments drive measurable value, efficiency, and performance improvement</li></ul>This role will be: <ul><li>A strategic doer: curious, analytical, creative, and action-oriented</li><li>Intensely customer-oriented with excellent communication skills</li><li>Strong collaborator across senior leaders and matrixed teams</li><li>Exceptional program and change management leader</li><li>Creative problem solver focused on continuous improvement</li><li>Eager to learn and leverage new systems, processes, and technologies</li><li>Detail-oriented with a strong commitment to quality and consistency</li><li>Comfortable leading through influence in complex environments</li></ul>What You Will Need:<ul><li>Senior leadership experience in sales or growth functions</li><li>Bachelor's degree required</li><li>15+ years of prior relevant experience</li><li>Track record of owning enterprise commercial outcomes (e.g., bookings/revenue growth, margin expansion, win rate improvement, forecast accuracy) and translating strategy into measurable results</li><li>Demonstrated ability to influence and align C-suite and segment leaders through governance, operating cadence, and decision-rights clarity</li><li>Experience stewarding investment decisions (commercial enablement, data, AI, and sales technology), including business cases, vendor strategy, and value realization</li><li>Proven ability to hire, develop, and lead senior leaders, including succession planning and performance expectations tied to commercial outcomes</li><li>Demonstrated ability to lead large, complex teams in matrixed organizations</li><li>Strong understanding of enterprise sales operations and performance management</li><li>Experience owning and modernizing CRM platforms and sales technology ecosystems</li><li>Proven program management and enterprise change leadership capabilities</li><li>Executive-level communication and stakeholder management skills</li><li>A bias for action, accountability, and continuous improvement</li></ul> What Would Be Nice To Have:<ul><li>Experience with AI transformation</li><li>MBA</li></ul>The annual salary range for this position is $209,600.00-$524,100.00. Compensation decisions depend on a wide range of factors, including but not limited to skill sets, experience and training, security clearances, licensure and certifications, and other business and organizational needs. What We Offer:Guidehouse offers a comprehensive, total rewards package that includes competitive compensation and a flexible benefits package that reflects our commitment to creating a diverse and supportive workplace.Benefits include:<ul><li>Medical, Rx, Dental & Vision Insurance</li><li>Personal and Family Sick Time & Company Paid Holidays</li><li>Position may be eligible for a discretionary variable incentive bonus</li><li>Parental Leave and Adoption Assistance</li><li>401(k) Retirement Plan</li><li>Basic Life & Supplemental Life</li><li>Health Savings Account, Dental/Vision & Dependent Care Flexible Spending Accounts</li><li>Short-Term & Long-Term Disability</li><li>Student Loan PayDown</li><li>Tuition Reimbursement, Personal Development & Learning Opportunities</li><li>Skills Development & Certifications</li><li>Employee Referral Program</li><li>Corporate Sponsored Events & Community Outreach</li><li>Emergency Back-Up Childcare Program</li><li>Mobility Stipend</li></ul>About GuidehouseGuidehouse is an Equal Opportunity Employer–Protected Veterans, Individuals with Disabilities or any other basis protected by law, ordinance, or regulation.Guidehouse will consider for employment qualified applicants with criminal histories in a manner consistent with the requirements of applicable law or ordinance including the Fair Chance Ordinance of Los Angeles and San Francisco.If you have visited our website for information about employment opportunities, or to apply for a position, and you require an accommodation, please contact Guidehouse Recruiting at 1-571-633-1711 or via email at <a href="mailto:RecruitingAccommodation@guidehouse.com" target="_blank" rel="noopener noreferrer">RecruitingAccommodation@guidehouse.com</a>. All information you provide will be kept confidential and will be used only to the extent required to provide needed reasonable accommodation.All communication regarding recruitment for a Guidehouse position will be sent from Guidehouse email domains including @guidehouse.com or <a href="mailto:guidehouse@myworkday.com" target="_blank" rel="noopener noreferrer">guidehouse@myworkday.com</a>. Correspondence received by an applicant from any other domain should be considered unauthorized and will not be honored by Guidehouse. Note that Guidehouse will never charge a fee or require a money transfer at any stage of the recruitment process and does not collect fees from educational institutions for participation in a recruitment event. Never provide your banking information to a third party purporting to need that information to proceed in the hiring process.If any person or organization demands money related to a job opportunity with Guidehouse, please report the matter to Guidehouse’s Ethics Hotline. If you want to check the validity of correspondence you have received, please contact <a href="mailto:recruiting@guidehouse.com" target="_blank" rel="noopener noreferrer">recruiting@guidehouse.com</a>. Guidehouse is not responsible for losses incurred (monetary or otherwise) from an applicant’s dealings with unauthorized third parties.Guidehouse does not accept unsolicited resumes through or from search firms or staffing agencies. All unsolicited resumes will be considered the property of Guidehouse and Guidehouse will not be obligated to pay a placement fee.

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Common Interview Questions And Answers

1. HOW DO YOU PLAN YOUR DAY?

This is what this question poses: When do you focus and start working seriously? What are the hours you work optimally? Are you a night owl? A morning bird? Remote teams can be made up of people working on different shifts and around the world, so you won't necessarily be stuck in the 9-5 schedule if it's not for you...

2. HOW DO YOU USE THE DIFFERENT COMMUNICATION TOOLS IN DIFFERENT SITUATIONS?

When you're working on a remote team, there's no way to chat in the hallway between meetings or catch up on the latest project during an office carpool. Therefore, virtual communication will be absolutely essential to get your work done...

3. WHAT IS "WORKING REMOTE" REALLY FOR YOU?

Many people want to work remotely because of the flexibility it allows. You can work anywhere and at any time of the day...

4. WHAT DO YOU NEED IN YOUR PHYSICAL WORKSPACE TO SUCCEED IN YOUR WORK?

With this question, companies are looking to see what equipment they may need to provide you with and to verify how aware you are of what remote working could mean for you physically and logistically...

5. HOW DO YOU PROCESS INFORMATION?

Several years ago, I was working in a team to plan a big event. My supervisor made us all work as a team before the big day. One of our activities has been to find out how each of us processes information...

6. HOW DO YOU MANAGE THE CALENDAR AND THE PROGRAM? WHICH APPLICATIONS / SYSTEM DO YOU USE?

Or you may receive even more specific questions, such as: What's on your calendar? Do you plan blocks of time to do certain types of work? Do you have an open calendar that everyone can see?...

7. HOW DO YOU ORGANIZE FILES, LINKS, AND TABS ON YOUR COMPUTER?

Just like your schedule, how you track files and other information is very important. After all, everything is digital!...

8. HOW TO PRIORITIZE WORK?

The day I watched Marie Forleo's film separating the important from the urgent, my life changed. Not all remote jobs start fast, but most of them are...

9. HOW DO YOU PREPARE FOR A MEETING AND PREPARE A MEETING? WHAT DO YOU SEE HAPPENING DURING THE MEETING?

Just as communication is essential when working remotely, so is organization. Because you won't have those opportunities in the elevator or a casual conversation in the lunchroom, you should take advantage of the little time you have in a video or phone conference...

10. HOW DO YOU USE TECHNOLOGY ON A DAILY BASIS, IN YOUR WORK AND FOR YOUR PLEASURE?

This is a great question because it shows your comfort level with technology, which is very important for a remote worker because you will be working with technology over time...