Financial Services Industry Portfolio Lead

Job Description

Client Portfolio Lead Job Description

In a highly visible leadership role, the Financial Services Client Portfolio Lead is responsible for driving overall client sales, satisfaction, revenue, and people leadership across the Midwest Financial Services Portfolio. There will be a primary focus on key Accenture strategic clients but will also include Avanade’s Direct Client Portfolio . As the Client Portfolio Leader, you are the primary contact for all clients and Accenture Industry Leadership. This pertains to client and executive relations, and project performance within the designated Industry Portfolio. You will have a 1:1 interlock with Accenture AMBG Leads.

In this leadership role, you will partner with various Avanade and Accenture subject matter experts, driving client success and positioning Avanade as an innovator for clients and partners alike. As a priority, you will also own the business development function for your own client(s).

Client Account Management

• Lead Industry focused Client Leads and Business Development Executives in their day-to-day customer facing activities.
• Initially, focus on Accenture channel growth to allow Territory Executives to spend more time helping sellers grow priority Direct accounts.
• Partner with Accenture and Microsoft ATU Directors (where heavy Accenture presence) to build strong relationships, link sales teams and close business opportunities. Note this will require a significant understanding of the applicable Industry Portfolio
• Team with Sales, Delivery, Solution Areas, North America Industry Leads, and Global Delivery Network to build strong client relationships and value propositions
• Lead in the development and execution of an annual formal account plan and quarterly account reviews of all strategic/key accounts
• Assist the Marketing team in developing and executing plans for brand development, client referrals, market awareness and market positioning for strategic/key clients

Operations Management

• Work with the Territory Executive to establish operating policies and procedures consistent with Avanade's business strategies, policies, and objectives and ensure their execution, in compliance with the laws governing business operations
• Sales and Revenue forecasting for Accenture channel accounts
• Legal reviews for statements of work, letters of agreement and Microsoft funded contracts

People & Organization

• Partner with the Territory Executive and Marketing team on the Regional/Industry Marketing plan
• Provide input to headcount plans (e.g. Client Leads, Business Development Executives, Accenture Microsoft Business Group personnel)
• Develop and implement procedures to promote and support appropriate and efficient communication and information flow between the Client Industry Portfolio and associated Area functions
• Set direction for training programs to ensure training and development goals are met

Technical and Functional

• Deep understanding of ROI approaches and very comfortable with balancing decisions both externally and internally
• Executive Relationship and Account Sponsorship development skills including business acumen, navigating political structure, etc.
• Proven ability to discuss concepts of value and knowledge from a client viewpoint
• Ability to spot, manage and escalate challenging problems/issues with the client and within Avanade
• Relates effectively and confidently with Client C-level Executives by listening and empathizing within the context of both business and technology

Professional Skills

• Superior written and verbal communication skills
• Excellent interpersonal skills
• Excellent presentation skills
• Deep background in sales and delivery methodologies
• Solid understanding of enterprise service solutions
• Solid understanding of the concepts of Microsoft technologies

People & Leadership Skills

• Demonstrated managerial and leadership experience
• Excellent personal leadership skills in front of our people and clients
• Strong coaching and mentoring skills - must be able to identify and nurture talent and help build future leaders
• Executive presence
• Comfortable leading a team within a Matrixed organization

Key Measurements Include:

• New Direct logos
• Converting Accenture accounts to dual branded accounts (new Avanade MSA or MSA Adoption)
• Accenture channel whitespace growth
• Employee retention for all people deployed to their Industry Portfolio
• Year over Year employee Pulse Survey Scores (Employee Engagement Index)
• Industry/Market Executive relationships and customer referrals