Account Executive-1159927
Description
· Plans and directs the delivery of contracted business activities throughout the contract's lifecycle (from business development through contract closure) for one or more (portfolio of) contracts (not to exceed 6).
· Accountable for the financial performance of the contract - in terms of Revenue / Margin and Growth potential on the contract(s).
· Accountable for customer satisfaction with respect to outsourcing services.
· Establishes yearly budgets and controls expenses to achieve financial goals.
· Leads business negotiations for small contracts or portions of large contracts of >$5M for a region.
· Directs solution, operational service, partner, and sub-contractor teams that deliver services to the customer
· Leads the account leadership team. In this capacity, responsible for:
o As appropriate to the contract agreement(s), assures compliance with HP and customer's related policies, strategies, and processes
o Directs the planning, assessment and development of new business opportunities in partnership with HP sales
o Develops and nurtures senior mgmt level relationships with the customer
o Significant contributor to the development of long-term strategic account plan; leads substantial portions of the strategic account plan
· Pro-actively contributes to the customer's business improvement, planning and budgeting process
· Develops strategies and processes with the customer in areas such as performance metrics and measure, escalation, change management and communication.
· Maintains effective communication with and between all functional areas of the account team, as well as with HP at large including its executive leaders
· Establishes and oversees a client governance structure that comprises comprehensive, coherent processes and communications between customer, HP, service providers, and partners.
· Leads the Customer Management Office which includes Account Delivery Manager.
· Generates additional revenue thru "product pull thru" and additional services after an Managed Services (MS) outsourcing
· ~$15m/year revenue for total portfolio of contracts
Qualifications
Education and Experience Required:
· Bachelors Degree or equivalent combination of education and experience.
· 2 plus years' relevant Client Mgmt and 5-7 years industry experience, i.e. Financial Services and/or Airline industry knowledge.
· Track record of Managing a portfolio of Annuity Services in region of $5 - 50 million per annum.
· Proven track record in business P&L management, financial concepts and contract law
· Experience in developing executive level customer relationships including good negotiation, presentation and communication skills.
· Proven track record in leading virtual teams, influential, able to work across organizational boundaries, dealing with ambiguity and setting up internal networks.
Note: Annuity Services comprised of sophisticated support services, out-tasking, or outsourcing.
Knowledge and Skills Required:
Demonstrate knowledge of corporate policies, markets and processes, financial management and program management. Demonstrate mastery to state-of-the-art technical, functional or business knowledge; emphasis is on depth of knowledge in a specialized area.
Critical Competencies to Drive Business Results:
Executive Business Partnering
Builds consultative business relationships at the highest levels of the client's organization in pursuit of strategic alliances and global opportunities
Account Coordination/Expansion
Coordinates activities among account stakeholders to align their contributions and ensure good working relationships between account personnel, HP resources and the client organization
Deal Component Assessment
Reviews deal components to ensure delivery feasibility for HP and determine if solution is right for the client
Business & Organizational Variables
Understands the business context of industries sold into and uses this knowledge to advance HP from a point-solution provider to a true business partner
Financial/Business Acumen
Exhibits authoritative business and financial acumen to develop meaningful business or operational recommendations
P&L Management
Sets and manages the business investments and resource allocations essential for ensuring the financial growth & health of the corporation
HP Partner Resources
Effectively accesses appropriate partner resources associated with a solution and guiding account strategy
Global Projection
Represents HP across geographical boundaries with the cultural sensitivity and business maturity appropriate to corporate access and level of responsibility involved
Job - Services
Primary Location - South Africa-South Africa-Johannesburg
0 comments:
Post a Comment