Industry Portfolio Lead- Resources - Energy Industry (Canada)
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Job Description
Industry Portfolio Lead
Job Description
In a highly visible leadership role, the Resources Industry Portfolio Lead is responsible for driving overall client sales, satisfaction, revenue, and people leadership across the Resources Portfolio. There will be a primary focus on key Accenture strategic clients but will also include Avanade’s Direct Client Portfolio.
As the Client Portfolio Leader, you are the primary contact for all clients and Accenture Industry Leadership. This pertains to client and executive relations, and project performance within the designated Industry Portfolio. You will have a 1:1 interlock with Accenture AMBG Leads.
In this leadership role, you will partner with various Avanade and Accenture subject matter experts, driving client success and positioning Avanade as an innovator for clients and partners alike.
As a priority, you will also own the business development function for your own client(s).
Client Account Management
- Lead Industry focused Client Leads and Business Development Executives in their day-to-day customer facing activities.
- Initially, focus on Accenture channel growth to allow Territory Client Group Executives to spend more time helping sellers grow priority Direct accounts.
- Partner with Accenture and/or Microsoft ATU Directors (where heavy Accenture presence) to build strong relationships, link sales teams and close business opportunities. Note: Note this will require a significant understanding of the applicable Industry Portfolio.
- Team with Sales, Delivery, Solution Areas, North America Industry Leads, and Global Delivery Network to build strong client relationships and value propositions
- Lead in the development and execution of an annual formal account plan and quarterly account reviews of all strategic/key accounts
- Assist the Marketing team in developing and executing plans for brand development, client referrals, market awareness and market positioning for strategic/key clients
- Work with the Territory Client Group Executive to establish operating policies and procedures consistent with Avanade's business strategies, policies, and objectives and ensure their execution, in compliance with the laws governing business operations
- Sales and Revenue forecasting for Accenture channel accounts
- Legal reviews for statements of work, letters of agreement and Microsoft funded contracts
People & Organization
- Partner with the Territory Client Group Executive and Marketing team on the Regional/Industry Marketing plan
- Provide input to headcount plans (e.g. Client Leads, Business Development Executives, Accenture Microsoft Business Group personnel)
- Develop and implement procedures to promote and support appropriate and efficient communication and information flow between the Client Industry Portfolio and associated Area functions
- Set direction for training programs to ensure training and development goals are met Technical and Functional
- Deep understanding of ROI approaches and very comfortable with balancing decisions both externally and internally
- Executive Relationship and Account Sponsorship development skills including business acumen, navigating political structure, etc.
- Proven ability to discuss concepts of value and knowledge from a client viewpoint
- Ability to spot, manage and escalate challenging problems/issues with the client and within Avanade
- Relates effectively and confidently with Client C-level Executives by listening and empathizing within the context of both business and technology
Professional Skills
- Superior written and verbal communication skills
- Excellent interpersonal skills
- Excellent presentation skills
- Deep background in sales and delivery methodologies
- Solid understanding of enterprise service solutions
- Solid understanding of the concepts of Microsoft technologies
People & Leadership Skills
- Demonstrated managerial and leadership experience
- Excellent personal leadership skills in front of our people and clients
- Strong coaching and mentoring skills
- Must be able to identify and nurture talent and help build future leaders
- Executive presence
- Comfortable leading a team within a Matrixed organization
Key Measurements Include: Sales, Revenue and profitability target achievement.
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About Avanade
Avanade is the leading provider of innovative digital, cloud and advisory services, industry solutions and design-led experiences across the Microsoft ecosystem. Every day, our 59,000 professionals in 26 countries make a genuine human impact for our clients, their employees and their customers.
We have been recognized as Microsoft’s Global SI Partner of the Year more than any other company. With the most Microsoft certifications (60,000+) and 18 (out of 18) Gold-level Microsoft competencies, we are uniquely positioned to help businesses grow and solve their toughest challenges.
We are a people first company, committed to providing an inclusive workplace where employees feel comfortable being their authentic selves. As a responsible business, we are building a sustainable world and helping young people from underrepresented communities fulfil their potential.
Majority owned by Accenture, Avanade was founded in 2000 by Accenture LLP and Microsoft Corporation. Learn more at www.avanade.com.
