Avanade Inc. Client Executive - Account Leadership in Melbourne, Australia

Role Overview:

As the CL/CE for a Global Account you are responsible for the client and client relationship while focusing on sales, revenue, delivery, and client satisfaction. You create, own, and maintain the client Account Plan for Avanade and, if applicable, drive integration with Accenture and Microsoft (Avanade’s parent companies).

As the CL/CE for a global account, you will have ownership of one or two mid-to-large-sized accounts. You will be responsible for their overall performance and growth by, driving the sales strategy definition and execution, overseeing and delivering against sales and financial performance measures, ensuring client and partner satisfaction through project delivery excellence, and leading long-term growth. Additionally, you will play a key role in your account(s) and your talent community by mentoring, coaching, and managing junior colleagues towards success. Overall, you will translate high-level strategy into more localized strategy for large-scale and strategically-critical workstreams.

Key Role Responsibilities:

Overall :

Owns client & client relationship

Accountable for sales, revenue, delivery, client satisfaction.

Chargeable (Guidance: to be discussed based on client context)

Focus on growing existing clients, guidance: A Client Lead covers 1 or 2 accounts max.

Creates, owns, maintains client Account Plan for Avanade and, if applicable, drives integration with Accenture

Seen as ‘career growth’ role

Day-to-day, you will:

  • Be accountable for managing Avanade’s relationship for your client account(s), building trusted advisor status with and maintaining key relationships within the client organization across necessary influencers, decision-makers, and other relevant internal, client, and partner stakeholders (especially: Accenture and Microsoft)

  • Build and leverage a deep understanding of both the industry and market in which the client operates, as well as intimate knowledge of the client’s and partner’s business to influence business strategies and align appropriate Avanade offerings/capabilities

  • Engage with Avanade experts, partners, and with the client to guide technology thought leadership and strategy and ensure alignment of technology offerings and client business needs

  • Lead the account planning process to develop a robust, multi-year pipeline of opportunities - aligned to client's strategy, holding accountability to ensure the sustainability and growth of Avanade business at the client over time, including an increasingly broad/diverse mix of projects/services, while increasing rigor and selectivity in deal qualification, based on winnability, desirability and deliverability criteria

  • Be accountable to assemble, manage, and lead the right people and teams and share responsibility to architect and deliver innovative solutions that are tailored to client business needs

  • Work across the entire account team, including from partner organization, and from sales through delivery, with accountability to ensure that proposed solutions are deliverable and while staying informed that what is sold is being delivered, serving as client advocate and escalation point to ensure their needs and expectations are met or exceeded

  • Drive financial performance for the account including setting annual financial targets with the Sales Community (e.g., sales, revenue or profitability) and manage account operations (e.g., billing, collections, EACs, cost to serve, CCI, etc.), maintaining accountability for overall client account financial health

  • Build Avanade's external reputation and profile within a particular geography or region as a recognized and certified industry expert, showcasing functional, client, market, and industry knowledge, highlighting client success stories, and creating business connections between clients or within industries

  • Work to translate high-level strategy into more localized strategy for your department/team

Qualifications

Key Role Skill & Capability Requirements:

Summary:

Client and partner relationship building

Gravitas & strong client-facing ability (develop and maintain long-term client relationships)

CXO-facing and ability to earn ‘seat at the table’ (includes engaging and being peer of, Accenture CALs in Accenture channel accounts)

Business-focused & can engage in business-led conversations with clients

Drive growth & run client P&L

People and team management

Market, industry, and client expertise

Consultative selling and financial performance management

Your technical and non-technical skills should include:

Sales / Marketing / Account Management

Proven track record and/or demonstrated ability in….

  • leveraging knowledge of client’s market and industry and strategic planning

  • developing and growing long term, high value customer relationships at executive level

  • professional sales management, including marketing, solution selling, and deal negotiations, in large and complex IT project driven accounts

  • creating an innovative, compelling and persuasive proposition and communicating its value to the client

  • leveraging the Avanade sales and delivery processes and tools

Delivery

Proven track record and/or demonstrated ability in….

  • consulting/project/program management with technology and solutions depth, ideally Microsoft technologies

  • commercial capabilities such as deal evaluation, financial deal structuring, and scoping

  • assessing and managing the opportunity and risk associated with large scale and complex service contracts

  • overseeing solutions delivery to clients, including stakeholder expectation management

  • partnering with organizations of a scale, complexity and sophistication similar to Accenture and Microsoft

Leadership/Management

Proven track record and/or demonstrated ability in….

  • significant team management; orchestrating resources and motivating teams in complex, matrixed organizations leadership and communication, especially strong influencing and negotiation at the executive level

  • building trusted advisor relationships with key clients, stakeholders, and partners

  • working with a high degree of integrity, credibility, and business ethics

Other

Proven track record and/or demonstrated ability in leveraging offshore resources in deal pursuits and project delivery

Preferred Education Background:

You will likely possess a Bachelor's Degree (or equivalent), preferably in business and/or technology management with an emphasis on sales or marketing, or related field. An advanced degree or MBA is highly preferred, though not required.

Preferred Years of Work Experience:

You will likely have 10+ years relevant technology business leadership experience, including solution sales, delivery of large scale IT projects and business management. While not mandatory, experience across the Mining & Resources industries will be an advantage.

Preferred Years of Management Experience:

Preferred, but not mandatory

Scope of Work:

This role has a reporting line to the Global Growth Office, with a dotted line reporting relationship to Sales & Delivery.

Typical client or portfolio size (not programmatic determinant) at this level is to-be-determined by global, area, and geographic leads, and may change by year. Scope is modified by:

Client Opportunity - growth expectations / aggressiveness of goals (e.g., higher growth opportunity and expectations, emerging direct account vs mature indirect account, etc.)

Operational Support - level of structural support via quantity or quality of functional, technological, and people resources (e.g., existing account or partner team vs need to build a team, etc.)

Operational Complexity - contextual factors that significantly ease or burden successful performance (e.g., number of and complexity of regulatory environments, business channel focus, number of offerings represented, etc.)

Assigned Role Multiplicity - additional or reduced position-specific expectations, often variable by employee, that may expand or contract scope of the role (e.g., dual roles)

Accountabilities & Metrics:

Business & Commercial:

  • Client sales and revenue growth

  • Delivered CCI (individual engagements and the portfolio; typically applies only to direct client accounts)

  • Win/loss rate

  • Customer Satisfaction

  • EAC Avoidance (delivery accountability)

People & Organization:

  • Team Chargeability

  • Employee Retention and attrition

  • Skill and capability readiness (including certifications)

Relevant Additional Details:

Chargeability expectation – to be set by Global Growth Office. Other position-specific details to be added by Hiring Manager and other stakeholders to fit specific client and geography needs. This may include additional requirements, responsibilities, reporting relationships, etc.

Requisition ID - 53336

Avanade is the leading provider of innovative digital and cloud-enabling services, business solutions and design-led experiences, delivered through the power of people and the Microsoft ecosystem. Majority owned by Accenture, Avanade was founded in 2000 by Accenture LLP and Microsoft Corporation and has 30,000 professionals in 24 countries. Visit us at www.avanade.com.

Category: Account Leadership

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