Client Executive - Manufacturing

Avanade Inc   •  

Detroit, MI

Industry: IT Consulting/Services


8 - 10 years

Posted 291 days ago

This job is no longer available.

Job Description

The Client Director-Account Management is responsible for the full end-to-end customer engagement model from relationship development through ongoing delivery. He/She is responsible for securing long-term account growth, sales and revenue while maintaining agreed profitability, and expanding client relationships, buyer access and securing long-term customer success. He/She balances and prioritizes strategic and tactical aspects of account management, and demonstrates mastery in building key relationships and networks across the customer base. The Client Director-Account Management provides leadership, planning, coordination and management of all sales and delivery activities to achieve the regional/territory direct channelsales and revenue targets. He/She is also responsible for developing partner relationships and overseeing competitor intelligence research and reporting, and manages customer satisfaction and growth of the business relationship. The Client Director-Account Management is involved in all steps of the sales process for their assigned account(s), often including core, growth and strategic customers. He/She often works with a Business Development Executive on specific opportunities.

Key responsibilities include:

Customer Centricity

  • Has an intimate understanding of assigned accounts business and strategic direction, and partners with customer leaders to develop long-term business and IT strategy
  • Provides strategic value to customer by utilizing integrated vision and helping to create and navigate a roadmap
  • Develops and maintains high-trust relationships within an account, within Avanade and partner companies, and generates additional revenue
  • Works with customers to identify new opportunities, and ensures cross-selling and upselling of Avanade services
  • Qualifies and negotiates complex deals
  • Manages customer expectations to align with estimates, pricing, and contracts in place
  • Ensures and maintains high-level customer satisfaction, monitors the Customer Satisfaction Survey process, and acts on results

Sales to Delivery

  • Quickly prioritizes account opportunities to deliver the highest percentage of wins, accurately qualifying opportunities that have true potential
  • Coordinates Avanade interactions with customers across service lines and geographies (global accounts)
  • Creates and actively manages the global standard account plan document and associated team engagement
  • Accountable for successful delivery of sold work, and serves as the highest escalation point for delivery-related issues
  • Forms and manages an account team
  • Sets and manages contract service level agreements, acting as a delivery escalation point for client priorities and issues
  • Facilitates account financial management, such as account P&L, invoicing, profitability, forecasting, and reporting
  • Provides leadership, planning, coordination and management of the sales process within an account
  • Constructs and implements the accounts overall communication strategy
  • Applies and leverages Sales Process (DEEPR), Solution Selling and Account Management practices
  • Drives customer-to-customer or external references at account


Years of Experience: 7+ years of project or program management expertise and experience with complex engagements; customer management and/or salesexperience in service sales organization; proven ability to lead a multidisciplinary team to execute on project deliverables

Management Experience: 5+ years

Education: Bachelors degree in business, sales or engineering recommended; advanced degreepreferred