"Strategic Account Manager" Communication Media & Technology and Resources - Northeast

As a Group Manager, Avanade Client Account Manager, you are an Account leader with Sales responsibility for the curation of our client's experience with Avanade. You will be accountable for maintaining relationship with a segment of our valued accounts, within a specific industry, while focusing on overall account strategy and growth of multiple named Enterprise clients.

What we at Avanade call Client Account Manager the industry usually most refers to as or “Strategic Account Manager” or “Client Partner.”   Aligning with our client segmentation model, this specific role focuses on 5-7 Enterprise accounts that are not Diamond or Foundation accounts.     Your depth of vertical knowledge in one or more areas Accenture & Avanade calls “Resources" and "Communication Media & Technology"(CMT) industries is encouraged, as is willingness to expand your industry knowledge within CMT and/or Resources.  Additionally, this role is focused on growing & transform our clients’ business and you will have a natural alignment with Accenture and Microsoft. 

Key Role Responsibilities Day-to-day:

Account Leadership

• Formulate clear strategy for your account base (well beyond responding to RFP).  Discover and lead the client to new ideas relevant to their business needs
• Own account strategy & multi-year account plan for several accounts
• Look across accounts for cross Solution Area opportunities that focus on transformation, not selling to clients comfort level or our own ‘comfort’ level.
• Leverage References and Industry thought leadership both within Northeast Region and Area levels
• Push continuous innovation through discovery of thought leadership as applied to clients business
• Organize Design Thinking workshops to understand client’s business Objectives, Opportunities & pain points and path forward

Account Management

• Create a combined Relationship Map and Power Map to nurture account growth
• Establish Governance/ routine with client and Power Map for Avanade
• Advertise full Avanade capabilities, leverage stakeholders as our ambassadors
• Orchestrate account financials and operations
• Steer Quarterly business reviews & "Board of Directors" review quarterly OR P2P review
• Curate the client's experience with Avanade
• Conduct Stakeholder Interviews/Understand Success Criteria
• Cultivate alliance relationships (MSFT and others)

Sales (Proposals)

• Own strategy & proposal, bring forward the full breadth of Avanade’s Business Groups
• Assemble pursuits teams
• Develop customized proposals and business case, driving and exceptional client experience
• Bid review and signoff, validate messaging, ensure alignment to overall account strategy, price to win

Key Role Skill & Capability Requirements:

Your technical and non-technical skills include:

• Exceptional networking and relationship abilities
• Skillful negotiation ability
• Natural Influencer, tying together people and ideas
• High emotional intelligence (EQ)
• Inclusive Mindset
• Storytelling affinity and expertise
• Workshop Facilitation
• Client relationship and desire to affect the business outcomes of your accounts
• Existing Industry depth desired and desire to learn of the utmost importance

Avanade always appreciates Bachelors Degree’s & MBA’s.  However, we value a variety of Education backgrounds & levels of Degrees as well as equivalent work experience including the returning to work-force individuals.