Mgr, Client Management II / Account Executive

Mgr, Client Management II / Account Executive

It is a Must to answer prescreening questions

 
- Managing a Matrix Team
- Manages larger team(s), managers (Manager Is) of teams, area(s), or customer(s) with broad scope or impact, including setting organizational direction/work prioritization, people development, cost management, and alignment with larger business goals.
- Coaches and mentors employee direct reports. May coach and mentor non-direct reports as needed. Manages Focal Point Review (FPR) process for HP employees. Manages team and individual performance
- Plans and directs the delivery of contracted business activities throughout the contracts lifecycle (from business development through contract closure) for 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 portfolio of contracts.
- Accountable for customer satisfaction with respect to annuity or outsourcing services
- Establishes yearly budgets and controls expenses to achieve financial goals
- Leads more complex business negotiations or portions of extremely large contracts of >$10M across regions.
- Directs solution, operational service, partner, and sub-contractor teams that deliver services to the customer
- Leads the account leadership team which is comprised of Sales, Delivery Management, & Client Management). In this capacity, responsible for:
o As appropriate to the contract agreement, assures compliance with HP and customers Human Resources (HR), Pilot Run (PR), legal, financial, ethics and government 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 or executive-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 customers 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" after an MS outsourcing
~$40m-$50m/year revenue for total portfolio of contracts.

 
Education and Experience Required:
 
- Bachelors Degree or equivalent combination of education and experience.
- 5+ years of Client Mgmt & 10 + years industry experience.
- Track record of managing somewhat complex Portfolio of Annuity Services deals in region of $50 - 100 million per annum.
- Proven track record in business P&L management, financial concepts and contract law
- Experience managing a growth business.
- Experience in developing executive level customer relationships including very good negotiation, presentation and communication skills at executive levels.
- Proven track record in leading large, virtual teams, influential, able to work across organizational boundaries, dealing with ambiguity and setting up internal networks.
- Experience in managing accounts were application services are provided.
 
 
Knowledge and Skills Required:
 
Demonstrate broad knowledge of corporate policies, products, markets and processes, and an understanding of general business management principles and practices,
financial management, and multinational program management.
 
Critical Competencies to Drive Business Results:
 
Strategy Operationalization & Execution
Establishes and drives the presales component of HPs business vision, strategy and direction
 
Cost and Budget Management
Establishes, tracks and enforces spending parameters to protect HPs business assets, and ensure their effective engagement
 
Account Team Collaboration
Works closely with account teams to define account strategies, and align consultative activities with strategic account plans
 
Partner Leveraging & Alignment
Assesses partner programs and alliances for business potential within area-of-co...