Our ideal candidate will act as a portfolio owner for Clients, partnering with other Account Managers, Functional Experts, Delivery Managers and Delivery Teams to help customers achieve their goals. Account Management is involved in creating and overseeing account strategies, architecting engagement approaches, building successful relationships, and driving business results. Scroll down to learn more about the position’s responsibilities and requirements.
RESPONSIBILITIES
– Create business strategies to successfully achieve client business goals:
– Act as the Client Partner with clients, internal teams and BU Heads / Sales Leads owning a single account or small portfolio
– Align with Account Managers and Account Management Senior Leadership to co-develop / support account plans and strategies for delivery, growth, and client satisfaction
– Serve as the engagement owner and work directly with client business and/or IT teams to position the engagement for success
– Understand the intersection between technology, customers, and business and serve as trusted advisor that brings technology enabled solutions
– Stay abreast of current and emerging trends, unique opportunities and challenges of the space/markets and geographies in which the clients operate, and how it affects clients’ business and initiatives
– Deliver on growth and performance objectives:
– Drive account revenue within the client / account portfolio as well as accelerate opportunities to influence and sell-in end-to-end services
– Develop strategic and tactical plans that align with BU’s goals and objectives and support company financial goals by achieving revenue and profit targets
– Responsible for shaping solutions and properly scoping / pricing engagements, establishing optimal operating models and project team organization, and leading the transition from the sales process to the delivery phase
– Develop and oversee delivery approaches
Work closely with project/program management to ensure successful delivery through an integrated delivery model
– Responsible for managing all financial and contractual aspects of account engagements
– Build successful relationships:
– Establish and cultivate strong relationships with clients at senior levels as well as external and internal partners to maximize growth within an account/client portfolio
– Partner with clients to help craft vision and roadmaps and create compelling customer value propositions and strategies
– Develop effective relationships with key internal executives, BU heads, Solution SME’s, and Sales and Delivery Leaders
– Support sales / pre-sales activities by acting as the lead to assess opportunities, respond to RFP’s, create proposals and presentations, establish relationships with clients and prospective clients, and help to close / sign new deals
REQUIREMENTS
– 12+ years of demonstrated track record of strategic development and growth of a region or relevant industry portfolio (Media & Entertainment, for example) and 10+ years of experience with P&L, Sales and Account Management roles
– Exceptional leadership/management skills and superb verbal and written communication skills, with seasoned presentation skills, executive presence, and interpersonal skills
– Ability to operate at the strategic level, yet being close enough to the details to add value to clients and be a real support to the team
– Track record of leading teams and contributing to cross-functional teams
– Proven ability to manage client engagements under high stress to successful completion
– Strong problem solving and creative thinking abilities with attentiveness to details and execution
– Broad knowledge of technology, business models, and trends across a wide spectrum of technical solution offerings for enterprises
– Sound business acumen and common sense; strong negotiation skills
– Strong industry knowledge or experience relevant to Southern California and Arizona including but not limited to Media & Entertainment, Technology, Retail/CPG and Hospitality
– Experience in managing and monitoring performance metrics across accounts and account portfolios
– Ability and willingness to travel as needed, up to 25%
– MBA preferred, engineering foundation desirable
WHAT WE OFFER
Medical, Dental and Vision Insurance (Subsidized)
Health Savings Account
Flexible Spending Accounts (Healthcare, Dependent Care, Commuter)
Short-Term and Long-Term Disability (Company Provided)
Life and AD&D Insurance (Company Provided)
Employee Assistance Program
Unlimited access to LinkedIn learning solutions
Matched 401(k) Retirement Savings Plan
Paid Time Off
Legal Plan and Identity Theft Protection
Accident Insurance
Employee Discounts
Pet Insurance
Employee Stock Purchase Program