Group Manager, Client Executive

As the Group Manager, Client Executive, you will have ownership of one or two one or two small to mid-sized client account(s). You will be responsible for their overall performance and growth by, driving the sales strategy definition and execution, overseeing and delivering against sales and financial performance measures, ensuring client and partner satisfaction through project delivery excellence, and leading long-term growth. Additionally, you will play a key role in your account(s) and your talent community by mentoring, coaching, and managing junior colleagues towards success.

Day-to-day, you will:

  • Be accountable for managing Avanade's relationship for your client account(s), building trusted advisor status with and maintaining key relationships within the client organization across necessary influencers, decision-makers, and other relevant internal, client, and partner stakeholders (especially: Accenture and Microsoft)
  • Build and leverage a deep understanding of both the industry and market in which the client operates, as well as intimate knowledge of the client's and partner's business to influence business strategies and align appropriate Avanade offerings/capabilities
  • Engage with Avanade experts, partners, and with the client to guide technology thought leadership and strategy and ensure alignment of technology offerings and client business needs
  • Lead the account planning process to develop a robust, multi-year pipeline of opportunities - aligned to client's strategy, holding accountability to ensure the sustainability and growth of Avanade business at the client over time, including an increasingly broad/diverse mix of projects/services, while increasing rigor and selectivity in deal qualification, based on winnability, desirability and deliverability criteria
  • Be accountable to assemble, manage, and lead the right people and teams and share responsibility to architect and deliver innovative solutions that are tailored to client business needs
  • Work across the entire account team, including from partner organization, and from sales through delivery, with accountability to ensure that proposed solutions are deliverable and while staying informed that what is sold is being delivered, serving as client advocate and escalation point to ensure their needs and expectations are met or exceeded
  • Drive financial performance for the account including setting annual financial targets with the Sales Community (e.g., sales, revenue or profitability) and manage account operations (e.g., billing, collections, EACs, cost to serve, CCI, etc.), maintaining accountability for overall client account financial health
  • Build Avanade's external reputation and profile within a particular geography or region as a recognized and certified industry expert, showcasing functional, client, market, and industry knowledge, highlighting client success stories, and creating business connections between clients or within industries

Qualifications

Your technical and non-technical skills should include:

Sales / Marketing / Account Management

Proven track record and/or demonstrated ability in….

  • Leveraging knowledge of client's market and industry and strategic planning
  • Developing and growing long term, high value customer relationships at executive level
  • Professional sales management, including marketing, solution selling, and deal negotiations, in large and complex IT project driven accounts
  • Creating an innovative, compelling and persuasive proposition and communicating its value to the client
  • Leveraging the Avanade sales and delivery processes and tools

Delivery

Proven track record and/or demonstrated ability in….

  • Consulting/project/program management with technology and solutions depth, ideally Microsoft technologies
  • Commercial capabilities such as deal evaluation, financial deal structuring, and scoping
  • Assessing and managing the opportunity and risk associated with large scale and complex service contracts
  • Overseeing solutions delivery to clients, including stakeholder expectation management
  • Partnering with organizations of a scale, complexity and sophistication similar to Accenture and Microsoft

Leadership/Management

Proven track record and/or demonstrated ability in….

  • Significant team management; orchestrating resources and motivating teams in complex, matrixed organizations
  • Leadership and communication, especially strong influencing and negotiation at the executive level
  • Building trusted advisor relationships with key clients, stakeholders, and partners
  • Working with a high degree of integrity, credibility, and business ethics

Other

Proven track record and/or demonstrated ability in leveraging offshore resources in deal pursuits and project delivery

Requisition ID - 46885

Avanade is the leading provider of innovative digital and cloud-enabling services, business solutions and design-led experiences, delivered through the power of people and the Microsoft ecosystem. Majority owned by Accenture, Avanade was founded in 2000 by Accenture LLP and Microsoft Corporation and has 30,000 professionals in 24 countries. Visit us at www.avanade.com.


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