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Sales is the job — at some level if you don’t sell work, you can’t advance anymore. Not to say you can’t have a career as a technical specialist but you will hit a ceiling. That said, it’s not like we’re selling used cars. We sell solutions we believe will create value for our clients. Selling in this business is about building relationships, not pressuring people.

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Fondly in some ways, I learned a lot, but it’s a terrible career. Awful hours, high stress, lots of boredom, lots of uncertainty, and salespeople who put up big numbers do it by hammering people into cars they don’t need.

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Deloitte already has a specialist career path for the people who aren’t interested/capable of selling and PwC is also considering adding this career path in Cloud & Digital platform soon.

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Good question, folks with technical & delivery expertise are fcuked; treated like lower grade citizens. The ones with more jazz and talk steal the show. So best of luck if you are one of the less jazzy ones…

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Great question. Here at pwc senior managers are expected to manage multiple projects and be involved in pursuits. Director’s lead projects with even more time to sales. I think you’d be surprised what sales is about. Of course, there are RFPs, negotiations, pitches etc. but lots of sales just come from being great at your job, executing projects at a high level, and knowing when and who to bring to the table when a client asks a question. If you truly want to stay technical I only see SMs and an occasional D when they are the BEST at what they do. I mean they know everything about their subject matter, have great relationships with vendors and key customers of the products (if applicable) and when people in and outside of the firm say : who is the person for x? Your name is first. This is when clients will pay high rates and you come to proposals and pitches just because you are the best, the client sees it, and has no problem paying for it.

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We just had someone this year make partner that is technical. Step in the right direction for technical SMEs

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Other folks put it well here already, but basically when you’re promoted to M that’s your firm trusting that you excel at some technical capability. It is then incumbent on you to continue developing that further and growing a business that way. What got you to M isn’t what is going to get you to SM or MD. Your expectations are different. This is not unique to consulting- in tech, there’s a similar split where folks that are senior managers (managers of managers) are still required to be technical but provide broader vision to help their company grow. That broader vision is what translates into sales for them.

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