Client Executive
Country:
Malaysia
Cities:
Kuala Lumpur
Area of expertise:
Sales
Job Description
About the Job
Our Client Executive teams balance commercial judgement with irreplaceable client relationships.
The role of Client Executive, combines business growth with people leadership, demonstrating both to deliver results for Avanade and our clients. Responsible for complex, strategic accounts, you will hold the masterplan for these key accounts and manages their implementation.
As a Client Executive, you will provide leadership, planning, coordination and management support for all sales and delivery activities in your accounts, and be responsible for regional or territory sales and revenue targets.
As an effective networker, you will build and retain excellent partner and client relationships, resulting in high client satisfaction and new business opportunities.
Meeting this criteria, day-to-day, you will seek to:
- Increase spend per account to achieve revenue targets
- Deepen understanding of client needs through regular meetings at senior level, and linking their needs to our products and services
- Provide team leadership and coordination across accounts
About You
- Your career to date will show proven success, particularly in the following areas:
- Experience of closing deals for outsourcing or managed services, or large projects with significant offshore delivery elements. You will also know how to use offshore resources in negotiating contracts
- Around 8 years’ experience of project or program management, including complex global and multi-line engagements, and about 10 years in a sales roles within a service organization
- The ability to lead a multi-disciplinary team in successful project execution
- In terms of professional qualifications, you are likely to have a Bachelor degree in business, sales or engineering, preferably to advanced level. You also have deep domain expertise in the areas of Banking, Insurance and Retail.
About Avanade
Avanade leads in providing innovative digital services, business solutions and design-led experiences for its clients, 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 clients and their customers. Avanade has 27,000 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
Qualifications
- Years of Experience: 8+ years of proven successful project or program management expertise and experience with complex (often multi-line and global) engagements; 10+ years of customer management and/or sales experience in a service sales organization; 10+ years of proven ability to lead a multidisciplinary team to execute on project deliverables
- Management Experience: 5+ years
- Education: Bachelor degree in business, sales or engineering recommended; advanced degree preferred
Skills/Knowledge
- Account Management
Implement client account plans through relationship development and opportunity pursuits that "proactively" build deeper client relationships resulting in an expanded footprint for Avanade, while maximizing value to the client. Includes monitoring existing services to find opportunities that provide additional and innovative value to the client.
- Client Relationship Building and Management
Establish and sustain long-term profitable client relationships that drive value creation, delivery excellence and a positive client work environment. Leads the client lifecycle from initial contact through delivery. Manages client expectations and client satisfaction. Acts as an advisor and partner to the client. Works with the client to minimize delivery disruptions and effectively manages client urgencies. Positively represents Avanade to clients and at external events.
- Deal Shaping
Shape the financial deal for the client using the core pricing and costing approaches. Manage the financial deal shaping in conjunction with contractual terms, service-level agreements, and other legal and commercial mechanisms in a disciplined way to safeguard revenues, profit and reputation.
- Executive Presence
Project confidence while expressing own thoughts and ideas with clarity, sincerity, and conviction. Communicates with passion and honesty. Exhibits poise. Effectively engages and influences others. Is approachable and accessible. Open to others ideas and willing to consider others points of view.
- Industry Insights / Acumen
Use detailed, comprehensive industry knowledge and experience to develop and support project strategies and advise / support team members and project partners.
- Account Planning
Lead development of multi-year client roadmaps (strategies and action plans) based on a deep understanding of client business priorities. This encompasses development of key relationships, prioritizing sales activities over a period of time, strengthening our competitive positioning and regularly realigning such plans in keeping with critical client and market dynamics.
- Client Insight
Describe the clients and the organizations formal and informal power structures; the motivations of key political stakeholders, and how buying decisions are made. Regularly conduct SVAs and/or client insight research. Ensure our current and future opportunities align with the clients key imperatives to make them a robust business.
- Deal Qualification
Increase rigor and selectivity in deal qualification, based on winnability, desirability and deliverability criteria outlined in the QSA Qualification Checklist. Ensure the opportunity is captured in the appropriate sales tools to be reflected within the pipeline.
- Engagement (Delivery) Management
Manage all aspects of the engagement lifecycle, including managing delivery contract commitments to Client’s satisfaction, managing the operational and financial performance of business contracts (ODE), and managing account delivery management teams, while leveraging Avanade’s Delivery Methods and Assets
- Eye For Business
Apply experience and knowledge of general business concepts and industry, cultural and economic trends to maximize efficiency and effectiveness.
- Team Management
Manage diverse teams to maximize performance and accomplish the business outcome. Delegate work activities and maintain team motivation and engagement. Communicate effectively with team and others and create opportunities for team member’s professional growth and development. Manage and resolve team/personnel performance issues.
- Win Strategy Development
Develop and execute a disciplined, comprehensive approach to winning a deal by gathering the right client insights (buyer values, competitor positions), and defining compelling value propositions, differentiated solutions, teams, competitor strategies and win themes.
- Financial / Commercial Management
Manage the financial and operational performance of the client account/contracts to achieve or exceed sales, revenue and profitability targets. Includes forecasting, managing and mitigating risk, managing BD spend to drive profitable sales, and managing expectations with others.
- Avanade offerings knowledge
Develop a sound understanding of Avanade’s core offerings (solutions and services) to be able to articulate value for clients. Undertake online and/or classroom trainings periodically to stay abreast with new/emerging/changing offerings and capabilities and their value in helping Clients realise results or solve business challenges
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About Avanade
Avanade leads in providing innovative digital services, business solutions and design-led experiences for its clients, 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 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. We welcome all, and seek talented individuals who can bring their whole self to work, build inclusive teams and encourage diversity inside and outside the organization. Majority owned by Accenture, Avanade was founded in 2000 by Accenture LLP and Microsoft Corporation. Learn more at www.avanade.com.
