Job Description

Role Overview

• Fully accountable for account success
• Builds enduring, long term, trusted client relationships
• Engage Avanade team members and leverage Avanade expertise todrive impact and differentiated client experiences

Metrics & KPIs
ClientExperience

• Overall & thought leadership / inspiration Account Growth
• Personal primary sales and revenue quota & accountability for a named Client or portfolio of Financial Services Clients (2 3

Key Responsibilities
Account / Industry Leadership

• Define Account strategy & multi year account plan: Beyond responding to RFP; lead the client to new ideas
• Help client develop technology vision & strategy
• Client advisor to VP + & Business Leads, demonstrates Business Acumen
• Positions Avanade brand and capabilities in alignment with values,

campaigns and offerings. Leverage stakeholders as ambassadors

• Look across account for cross Solution Area opportunities and bring in the right expertise to drive those opportunities
• Continuous innovation, leveraging references & thought leadership in industry and Area
• Understanding of client's business Objectives, Opportunities & Pain

points

• Define an Avanade UAE positioning in the banking industry

Sales

• Lead efforts to generate leads, close sales
• Own sales strategy & proposal, bring forward breadth of Avanade
• Work with cross functional teams through negotiation and contract phases
• Transition closed deals to solution and delivery teams.
• Develop customized proposals and business case, driving exceptional Client Experience
• Bid review and signoff, validate messaging, ensure alignment to overall account strategy, price to win

Account Management

• Establish Governance/ routine with client and Power Map for Avanade. Create a combined Relationship Map and Power Map
• Conduct stakeholder interviews/understand success criteria
• Understand client financial targets and budgets
• Manage account financials and operations
• Drive Quarterly Business Reviews
• Develop junior talent and drive employee experience through mentorship and coaching
• Collaborate with Accenture sales and client leadership to execute the industry and sales strategy, manage pipeline and generate new opportunities
• Collaborate with Microsoft sales and client leadership to execute the industry and sales strategy, manage pipeline and generate new opportunities
• Collaborate with Avanade sales leadership in order to support the company's overall sales achievement

Qualifications

• You likely have at least 10 years of services sales or professional consulting experience, including technology consulting and managed services, in Cloud, Business Applications, Data, Workplace, Security and Application Development. Preferably with Microsoft platform.
• Minimum of 05 years of experience in the region managing Financial Services Clients, active networking with C Levels in the industry is a must
• Five plus years in a delivery / client facing roles in Microsoft technology for a consulting companies; within industry preferred: Financial Services
• Strong track record selling, negotiating and closing services engagements
• Experience building out a services practice Financial Services domain and/or in specific region
• Demonstrated experience in managing sales pipeline and meeting sales quotes
• Ability to negotiate complex deals in high pressure environments
• Excellent communication and persuasion skills
• Familiarity with data analysis and reporting.
• You likely have a Bachelor's degree, preferably in business, or IT, though experience may substitute. An advanced degree such as an MBA is a plus.

Soft Skills

• Flexibility: Ability to modify own performance, skills and professional abilities in new situations developing a proactive attitude
• Empathy: Ability to understand the thoughts, emotions, and direct experience of another person, in our context, our clients and their customers
• Leadership Entrepreneur Attitude: Ability to take ownership and drive, inspiring others, and making positive impact in the organization
• Proactiveness: Ability to preview, identify and provide effective, practical and rapid approach and solutions in unforeseen circumstances
• Results Oriented: Ability to focus activities towards achieving of targets that add value for the company
• Resilience: Ability to pursue a goal with energy, drive and commitment to finish what was started overcoming difficulties
• Interpersonal skills: Ability to interact with people at different levels inside and outside the organization, creating the right atmosphere and building effective relationships, using diplomacy and neutralizing conflictive situations
• Teamwork: Ability to work collaboratively with a group of people to achieve a common goal, contributing through your individual skills and committing to the team, providing constructive feedback

What we offer you
Come for the distinctive experiences you have helping forward-thinking corporations, non-profits, and governments push the boundaries of digital innovation. Stay for the limitless learning opportunities that encourage you to master Microsoft and pursue big ideas. Enjoy ambitious growth for yourself as part of Avanade's people-first culture with benefits like employee share purchasing, flexible work arrangements, a commitment to diversity and inclusion, and competitive pay.