Merriam Webster's dictionary defines rainmaker as "a person (such as a partner in a law firm) who brings in new business or whose influence can initiate progress or ensure success." In short, a rainmaker is someone that makes things happen, someone who initiates action that ultimately brings in new business and revenue.

Rainmakers take a 'big picture' view of their customers business. Rather than focus on specific IT projects, they look at the overall state of the client's industry, company and LOB. Some characteristics of a rainmaker include the following: pro-active, results-oriented, patient, driven, conscientious, good listener, active listener, empathetic, sympathetic, curious, knowledgeable, engaged, confident, incisive, inquiring, flexible, visionary, creative, positive, optimistic, and collaborative.