Client Account Manager at Accenture

The Account manager will support CAL to grow the Accenture business at the client. Assist the CAL to drive and manage the day-to-day operations on the account to enable the achievement of priority targets Responsible for building trusted strategic partner relationships within an account by understanding client needs, shaping solutions, and bringing expertise and thought leadership to solve critical business issues.

This role contributes to profitable sales growth, expanding Accenture's footprint, ensuring profitable delivery and influencing the client's strategy to help drive high performance and continuous innovation.

Level of responsibility will vary by market and circumstances. Client account senior managers could either be a member of a CAL team on a large account OR lead an opportunistic account with oversight by CG Lead and/or portfolio leads at MU or Market levels.

Responsibilities

Work as trusted client advisors, bringing together Accenture's expertise and thought leadership to shape solutions and to solve our clients' most critical business needs. Bring together the right Accenture team to drive profitable sales growth, expand Accenture's footprint, ensure profitable delivery and influence the client's strategy.

Responsible for building trusted strategic partner relationships within a portfolio of accounts or part of a large account by understanding client needs, shaping solutions and bringing expertise and thought leadership to solve their most critical business issues.

Service Group Offerings

• Participate in account planning, providing subject matter, solution and offering expertise
• Work with the OGs to proactively target clients (bringing knowledge of target client characteristics for their offerings)
• Serve as SMEs to help account tee up and sell the ideas

Sales

• Active pipeline management
• Pipeline updates, close plans, pricing, CDP and NBM stage gate progress
• Support the sales cycle for identified opportunities
• RFx, pricing support, prepare win strategies, Bid Management, CDP, QA, SC etc.
• Campaign support for identified growth plays
• Drive effective BD management across the account

Project Execution

• Manage revenue
• Central point for MME management across the account (forecasting, invoices and collections)
• Support CALS in ensuring that the delivery team have the required client and account context and engaging the right stakeholders
• Manage project governance requirements CDP, QA, MMR etc. for live projects

Account

• Manage weekly account connects/ governance calls
• Ensure account team engagement and collaboration (CG and services)
• Drive development and strengthening of client relationships
• Powermaps, relationship strategy and plan
• Be active in client experience management through sharing thought leadership, joint credentials, planning CSS surveys, win loss analysis etc.
• Support the development and execution of the account marketing plan
• Plan and execute CSS and define action plan based on results
• Drive and leverage ecosystem partnerships on the account
• Drive and manage account planning process

Develop Client Relationships

• Manage relationships with C-suite of one or more of our most critical clients globally.
• Proactively identify and connect with client peers to expand the client’s perception of Accenture, what we do, and how we deliver value
• Expand power map and leverage the ecosystem around each C-suite member of our client (e.g., boards, memberships, non-profit)
• Uses Accenture's Leadership Essentials to guide all client interactions.
• Assist the CAL in bringing in the right people from the Accenture Businesses to architect innovative solutions at the client that are tailored to their business needs
• Asist the CAL in bringing in the right people from the growth platforms and operating groups to architect innovative solutions at the client that are tailored to their business needs

Drive profitable sales growth

• Drive financial performance for the account (e.g., sales, revenue and profitability) and run account operations (e.g., EACs, billing, collections, etc.)
• Develop a robust, long-term pipeline of opportunities to ensure the sustainability of Accenture’s business at the client over time

Shape solutions for our clients

• Create opportunities by making the connection between the client’s strategic priorities and the Accenture offerings, solutions, and people to address these priorities
• Manage client satisfaction and ensure service delivery expectations are met, in line with client expectations
• Lead account planning across the account team

Work as trusted client advisor

• Create a solid business network within the client and seek opportunities to create connections outside of the client to further enhance relationships (e.g., client to client, cross industry)
• Build and leverage a deep understanding of both the industry and market in which the client operates, as well as an intimate knowledge of the client’s business to influence the client’s business strategies
• Work with Solution Delivery and Sales teams in identification, analysis, solution, business case development, proposal preparation and presentation to clients
• Manage sales materials and credentials and coordinate the RFI/RFP/proposal response completion with sales teams, Solution Architects, delivery managers, and Sales Support teams
• Define, monitor and analyse program metrics, targets and strategic imperatives based on fiscal year plans as well as structure and/or review the cost models to achieve the most competitive price

Deep Knowledge in

• Understand the leadership landscape in the company (who is who - and the Power Map - among the leaders, board members, decision makers).
• Understand the business and personal motivations driving these key individuals.
• Have regular contact with targeted Executives, board members and functional heads.
• Have at least one, ideally two, “coaches” inside the company - one at the tactical, one at the leadership/board level.
• Proactively focus on growing the number, depth and intensity of key relationships by building and executing a relationship plan.
• Regularly review the status of our relationships and the relationship plan. 
• Understand and follow through on critical leadership changes taking place.
• Regularly confirm with key Executives the added value of our delivered projects.
• Regularly assess and manage Accenture’s position (how we are perceived and differentiated from the competition) at different levels of the company.
• Know our competitors and their champions at the client and have a plan to neutralize the competitive threat.

Qualifications

• 3 Year Tetiary Quallification