Senior Client Success Analyst - Wave
McKinsey & Company · Tokyo, Japan · 4h ago
SeniorOn-siteStrategy & Management Consulting
Who you'll work with
Driving lasting impact and building long-term capabilities with our clients is not easy work. You are the kind of person who thrives in a high performance/high reward culture - doing hard things, picking yourself up when you stumble, and having the resilience to try another way forward.
In return for your drive, determination, and curiosity, we'll provide the resources, mentorship, and opportunities you need to become a stronger leader faster than you ever thought possible. Your colleagues—at all levels—will invest deeply in your development, just as much as they invest in delivering exceptional results for clients. Every day, you’ll receive apprenticeship, coaching, and exposure that will accelerate your growth in ways you won’t find anywhere else.
When you join us, you will have:
- Continuous learning: Our learning and apprenticeship culture, backed by structured programs, is all about helping you grow while creating an environment where feedback is clear, actionable, and focused on your development. The real magic happens when you take the input from others to heart and embrace the fast-paced learning experience, owning your journey.
- A voice that matters: From day one, we value your ideas and contributions. You’ll make a tangible impact by offering innovative ideas and practical solutions. We not only encourage diverse perspectives, but they are critical in driving us toward the best possible outcomes.
- Global community: With colleagues across 65+ countries and over 100 different nationalities, our firm’s diversity fuels creativity and helps us come up with the best solutions for our clients. Plus, you’ll have the opportunity to learn from exceptional colleagues with diverse backgrounds and experiences.
- World-class benefits: On top of a competitive salary (based on your location, experience, and skills), we provide a comprehensive benefits package to enable holistic well-being for you and your family.
What you'll do
You will support clients through the full client journey—from early client development conversations through onboarding, adoption, and long-term partnership, helping ensure clients get the most value from Wave, McKinsey's leading GenAI-powered asset, at every stage.
Your work will support activities across client development, operations, and advisory, partnering cross-functionally with colleagues who bring complementary expertise; together identifying and shaping new opportunities, communicating the value of Wave to senior decision-makers, and helping carry those relationships through delivery and beyond. A central part of your responsibilities is helping articulate the value of Wave to clients. You will help demonstrate how Wave (including its GenAI capabilities) helps clients realize measurable value across a range of use cases, from broad-ranging transformations to continuous improvement, operations, and sector-specific applications, supporting the development of a clear business case for senior client leaders.
Across the lifecycle, your work could include: supporting client service teams and cross-functional colleagues in identifying and pursuing new opportunities, helping demonstrate Wave's impact to prospective and existing clients, leading onboarding, training, communications, and adoption strategies, adapting as client needs evolve, building and sustain meaningful relationships with a portfolio of clients and internal teams, surfacing new use cases and growth opportunities along the way, preparing and delivering client activities—workshops, business reviews, product demonstrations, and outreach—articulating Wave's capabilities in the context of what matters most to each client, acting as a client advocate, surfacing client needs and helping resolve issues quickly within the team and across the broader firm, contributing to thought leadership by staying current on client needs, industry trends, and the competitor landscape, and by sharing insight back into product, marketing, and operational improvements or support contract renewals, expansions, and fee discussions, serving as a reliable point of contact across the relationship.
This is high-performance work that is genuinely rewarding, and you'll have a team around you the whole way.
Wave is part of the McKinsey Transformation Practice. You'll be based in Tokyo and work with colleagues across the APAC region, enabling large-scale transformation and change programs through Wave, in combination with other tech-enabled assets.
McKinsey Transformation (MT) is a practice that delivers a proven approach for transformational change to clients seeking radical and sustainable performance improvement. Over the last several years, we have worked with hundreds of organizations around the world and across sectors. Most of our clients are driven by a desire to capture untapped potential; others face significant external challenges or industry discontinuities.
Large-scale change and transformation programs often finish without achieving the expected impact. Organizations lack transparency around goals, they are unable to monitor program status, and their employees can’t see the contributions of their day-to-day work. Wave is McKinsey's proprietary solution that combines a program management digital platform with expert services to help organizations drive sustainable impact, not just activities. Our web-based platform (founded in 2011) acts as a single source of truth for tracking each transformation initiative and KPI, allowing teams to collaborate and act on real-time insights.
You'll work with a variety of colleagues (consulting, product development, service delivery, management, client development). They will be based in Japan as well as different offices across Asia, Europe, and the US. They all have a common passion for digital innovation and smart business processes. You will also have significant interaction with McKinsey consulting teams and client end users across a large portfolio of clients. You will have the opportunity to collaborate with the Wave global product, leadership and client service teams in contributing to overall improvement and growth initiatives.
Your background
- Undergraduate degree with an excellent academic record
- 3+ years of experience in client success, account management, client service, or pre-sales in a consultative product or services environment; prior consulting experience desirable but not required
- Experience with SaaS, CRM, and/or digital products preferred; exposure to project, program, or change management desirable
- Genuine enthusiasm for AI and GenAI, with the ability—or a strong interest in developing the ability—to translate AI-enabled product capabilities into clear business value for stakeholders
- Proven relationship management skills; able to build and manage relationships with key stakeholders at multiple levels, both internally and with clients
- Very strong problem-solving skills
- Entrepreneurial drive and sense of ownership, with an interest in contributing to building McKinsey's Wave solution and pipeline
- Commitment to delivering exceptional results
- Willingness to travel 20–30% of the time
- Fluent level language skills in Japanese and an excellent command of English, with clear oral and written communication skills to present value propositions to senior client stakeholders