Country:

United States

Cities:

Chicago, Cleveland, Columbus, Detroit, Milwaukee, Minneapolis

Area of expertise:

Account Leadership

Job Description

Client Group Lead – Communications, Media, High Tech and Resources

 In a highly visible leadership role, the Communications, Media, High Tech and Resources Client Group Lead is responsible for driving overall client sales, satisfaction, revenue, and people leadership across the Midwest Communications, Media, High Tech and Resources Portfolio. There will be a primary focus on key Accenture strategic clients but will also include Avanade’s Client Portfolio. As the Client Group 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 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).

·        You will bring 15+ years of Communications, Media, High Tech and Resources Industry-specific knowledge.

·        Communications, Media and High Tech is defined as Communications companies, Media and Entertainment, Electronics and High-Tech including Aerospace and Defense.

·        Resources is defined as Energy, Utilities, Natural Resources and Chemicals.

·        Experience is not expected across all Industries.

 Client Account Management 

·        Lead Industry focused Client Leads and Sales Executives in their day-to-day customer facing activities.

·        Partner with Accenture and Microsoft Directors (where heavy Accenture presence) to build strong relationships, link sales teams and close business opportunities.  Note this will require a significant understanding of the applicable Industry Portfolio

·        Team with Sales, Delivery, Solution Areas, North America Industry Leads, and the Global Offshore 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

 Operations Management

·        Work with the Midwest Sales 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

·        Own the Growth Strategy, Profitability and Scale of the Industry portfolio

·        Sales and Revenue forecasting for Accenture accounts

·        Legal reviews for statements of work, letters of agreement and Microsoft funded contracts

 

People & Organization

·        Partner with the Midwest Sales Executive and Marketing team on the Regional/Industry Marketing plan

·        Provide input to headcount plans (e.g., Client Account Leads, Sales 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 North America 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

·        Prior P&L Management experience of around $50M+ a plus

 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:

·        Employee retention for all people deployed to their Industry Portfolio

·        Year over Year employee Pulse Survey Scores (Employee Engagement Index)

·        Industry/Market Executive relationships and customer referrals

·       Client Group Sales and Revenue Attainment in alignment with budget

·       Profitability of the overall client and industry portfolio

·       Executive sponsorship of a select few key accounts in the group


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About Avanade

Avanade is the leading provider of innovative digital and cloud services, business solutions and design-led experiences on the Microsoft ecosystem. Our professionals bring bold, fresh thinking combined with technology, business and industry expertise to help make a genuine human impact on our clients, their customers and their employees. We are the power behind the Accenture Microsoft Business Group, helping companies to engage customers, empower employees, optimize operations and transform products, leveraging the Microsoft platform. Avanade has 50,000 professionals in 26 countries, bringing clients our 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.