Client Group Lead - Resources

In a highly visible leadership role, the Resources Client Group Lead is responsible for driving overall client sales, satisfaction, revenue, and people leadership across the South ResourcesPortfolio. There will be a primary focus on key Accenture strategic clients but will also include Avanade's Direct Client Portfolio.As the Client Group Leader, you arethe 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 Leads.

In this leadership role, you will partner with various Avanade and Accenture subject matter experts, driving client success and positioningAvanadeas aninnovatorfor clients and partners alike.

You will own the business development function for the Resources Client Group, including direct sales management of sellers who operate within the Accenture and Direct channels. You will also be responsible for client delivery (in partnership with our delivery leadership organization) and managing the overall P&L.

You will bring 5+ years of Resources Industry-specific knowledge, 5-10+ years of sales leadership experience and 5+ years of consulting or delivery experience.

Resources is defined as Energy, Utilities, Natural Resources and Chemicals.

Experience is not expected across all Industries.

Client Account Management

Lead Industry focused Client Leads and Sales Executives in their day-to-day customer facing activities.

Partner with Accenture and Microsoft 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 Resources industry.

Team with Sales, Delivery, Solution Areas, North America Industry Leads, and the Global Offshore Delivery Network to build strong client relationships and value propositions.

Lead in the development and execution of an annual formal Client Group 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 South Operations 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.

Own the Growth Strategy, Profitability and Scale of the Resources business.

Sales and Revenue forecasting accountability for all accounts under management.

Legal reviews for statements of work, letters of agreement and Microsoft funded contracts.

People & Organization

Partner with the South Sales Executive and Marketing team on the Regional/Industry Marketing plan.

Provide input to headcount plans (e.g., Client Account Leads, Sales Executives, Accenture Microsoft Business Group personnel).

Develop and implement procedures to promote and support appropriate and efficient communication and information flow between the Client Group and associated North America functions.

Set direction for training programs to ensure training and development goals are met.

Technical and Functional

Deep understanding of value realization and 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.

Prior P&L Management experience of around $100M+ a plus.

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:

• Employee retention for all people deployed to the Resources Client Group.
• Year over Year employee Pulse Survey Scores (Employee Engagement Index).
• Industry/Market Executive relationships and customer referrals.
• Client Group Sales and Revenue Attainment in alignment with budget.
• Profitability of the overall client and industry portfolio.
• Executive sponsorship of a select few key accounts in the Client Group.