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Client Executive
2 weeks ago
Client Executive Our Client Executives need to balance commercial judgement with irreplaceable client relationships. The Client Executive combines business growth with people leadership; leveraging on both to deliver results for Avanade and our clients. You will be responsible for complex, strategic accounts, 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 account/s, and be responsible for the country’s sales and revenue, that contributes directly to the regional sales and revenue targets. You need to be an effective networker, to 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 involvement 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 - Manage all aspects of the engagement lifecycle, including managing delivery contract commitments to Clients - Be accountable for operational and financial performance of business contracts - Work with account delivery management teams, while leveraging Avanade’s Delivery Methods and Assets About You Your career to date will show proven success, particularly in the following areas: - Experience in closing deals, big and small, for consulting, outsourcing or managed services, and projects with significant offshore delivery elements. You will also know how to leverage offshore resources in all phases of your work, from pre-sales to delivery and support. - At least 8 years’ experience in project or program management, including complex global and multi-line engagements, and at least 10 years involvement in identifying opportunities and closing deals, 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 or Masters Degree in Business, Sales or Engineering, preferably to an advanced level. You also have deep domain expertise in the Singapore Government industries. - 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 or Masters 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 identify 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 ma
