Avanade Inc. Client Executive- Digital Focus- Oil & Gas in Austin, Texas
At Avanade we create change for a living, and joining us is your chance to do the same. Founded in 2000 by Accenture LLP and Microsoft Corporation, we have 25,000 people in more than 22 countries helping the world’s biggest and most innovative organizations realize results in a digital world – with business technology solutions, cloud and managed services that combine insight, innovation and expertise in Microsoft technologies. Find out more at avanade.com/careers.
Embracing Change; Teamwork and collaboration; Realizing results the Avanade way; Technical passion; Interpersonal awareness
At Avanade we place great importance on understanding your background and expertise that align to
our Competencies and Behaviors during the interview process.
For more information on the Avanade core competencies, behaviors, skill families and how you can prepare prior to interviews, please go to http://www.avanade.com/competencies
Client Executive (CE) for is responsible for developing and owning long term customer relationships, serving as a strategic business partner, driving sales, revenue,
margin growth, delivery and overall customer satisfaction at 1-3 large Life Sciences or Insurance account. The Client Executive will serve as the single point of contact for key executives (at Client, Accenture, and Microsoft) as a trusted advisor while setting the overall account strategy (including Power of 3), providing leadership, planning, coordination and management of all sales and delivery activities.
University degree required; advanced degree preferred
Five (5) Key Responsibilities;
Serve as single point of contact for senior C-Level executives as strategic business partner, highly trusted advisor
Add strategic value to customer by providing integrated vision, helps C-Level executives to create and navigate a roadmap, ensures all programs hang together, develops the big picture
Manage customer expectations to align with the estimates, pricing, and contract in place. Qualify and negotiate complex deals
Leverage executive relationship at customer to drive additional sales and revenue by proposing Avanade solutions and set plays to meet customer needs.
Build relationships across customer organization; foundational technical knowledge across disciplines for big picture, strategy view based on strong strategic business focus
Provide regular updates to CIO on current engagements and suggestions on how to fill gaps; accountable for QA relative to overall big picture and how all engagements drive value, eliminate any gaps with dependencies between them
Develop, maintain and leverage strong relationships partner relationship with Accenture, Microsoft and other Technology Alliance Partnerships.
Coordinate sales and delivery efforts on global accounts to ensure continuity, represent Avanade in interactions with Microsoft and Accenture global leads
Drive customer to customer or external references at account(s)
Serve as a single point of contact with both Accenture and Microsoft
Actively participate on the Accenture Client Account Team and become a valued contributor
Help establish Avanade as a key part of both Accenture and Microsoft Client Account strategies
Contribute to incremental revenue growth for Accenture via value added solutions on the Microsoft platform
Lead teams to identify, shape and deliver high value transformation programs to respond to customers strategic business challenges
Develop implementation programs and lead multidisciplinary teams to execute project deliverables to
schedule, budget and performance goals. Manage the program financials, assess and manage risk throughout the project lifecycle and make
needed adjustments, ensure full compliance with managed delivery requirements and reporting.
Own delivery from customers perspective and is on point if delivery goes wrong on project with formal escalation process to SL Exec; shared delivery ownership internally
with SL; has direct influence over SL/Sales people assigned to the account; SISA / Managed Delivery compliant
Proactively team with Service Line Executives on account towards successful delivery including project planning and execution
Coach, mentor, and develop project and sales teams towards becoming a high performance team; ensure career management processes are done
Accountable for long term account growth, driving sales and revenue by selling through relationship, successful work, and finding additional solutions to match client problems; held accountable to annual revenue budget
Identify business development opportunities that are aligned with customer agendas and develop compelling business case/response to new business opportunities.
Expand technology footprint at assigned account proactively identify and help originate solutions for customer
Provides leadership, planning, coordination and management of the sales process within the account
Accurately forecast the customer sales, revenue, and DSO results on a weekly and monthly forecast
Create account plan
Lead work order and proposal development efforts including contracting process
Set and manage contract service level agreements, acting as a delivery escalation point around client priorities and issues
Manage change orders, service quality, and recovery plans
Participate in and comply with the account quality measures including customer satisfaction, CoPQ and drive implementation of changes identified
Ensure adoption and compliance with Avanade Delivery Methods
Manage customer and project information by using internal tools such as ACM, project workspace and Avanade CRM customer relationship management database, DPM deal pricing tool, and OU/country forecast spreadsheets
Construct and implement the accounts overall communication strategy.
Partner with Avanade’s Service Lines as to ensure the right resources/teams are in place for successful delivery
Deliver quality written and oral presentations to Client
Achieve year-over-year efficiencies
Other Skills and Knowledge
- 10+ years of project delivery experience with complex engagements
KNOWLEDGE AND SKILL REQUIREMENTS (TECHNICAL AND FUNCTIONAL) Executive relationship and account sponsorship development skills including business acumen, navigating political structure, etc. Understands customer's priorities and issues better than they do Effective leadership and management skills with a proven ability to build and lead high performing teams and develop future leaders Proven ability to lead multidisciplinary teams to execute project deliverables to schedule, budget and performance goals. Ability to spot, manage and escalate challenging problems / issues with the customer and within Avanade to resolution. Relates effectively and confidently with Customer C-level executives by listening and empathizing within the context of both business and technology. Good estimating and planning skills as it applies to projects and development methodologies Lead the deal shaping process including ability to build a business case for internal and external consumption, present to the customer and close the deal Good understanding of Avanade solutions and set plays Excellent financial acumen and financial analysis and diagnosis skills. Adept at using experience and knowledge of industry, geographic and technology trends to assess and shape business solutions PROFESSIONAL BACKGROUND (EDUCATION and QUALIFICATIONS, YEARS OF EXPERIENCE) 12-15+ years of professional work experience 8-10 years customer management and/or sales experience in service sales organization 8-10 years of proven successful project or program management expertise 8-10 years of proven successful ability to lead a multidisciplinary team to execute on project deliverables University degree required; advanced degree preferred SISA Certification preferred (for internal Avanade candidates) Accountability Metrics for CE: Delivered Margin, CoPQ, and Growth of Delivered Margin, Sales and Revenue, Chargeability, Customer Satisfaction Results, Successful Delivery.
Avanade® Is An Equal Opportunity Employer. Avanade prohibits discrimination and harassment against any employee or applicant for employment because of race, color, age, religion, sex, national origin, sexual identity or expression, sexual orientation, disability, veteran, military or marital status, genetic information or any other protected status.
Requisition ID - 40288
Avanade is the leading provider of innovative digital and cloud services, business solutions and design-led experiences delivered through the power of people and the Microsoft ecosystem. Our professionals combine technology, business and industry expertise to build and deploy solutions to realize results for our clients and their customers. Avanade has 29,000 digitally connected people across 23 countries, bringing clients the best thinking through a collaborative culture that honors diversity and reflects the communities in which we operate. Majority owned by Accenture, Avanade was founded in 2000 by Accenture LLP and Microsoft Corporation. Learn more at www.avanade.com.
Category: Account Leadership