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Application Services Account Executive

Job Location: Abu Dhabi

Regional Description: UAE

Job Number: 00542766

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- Job description

Job Title:  Application Services Account Executive
 
 
Role Summary:
 
  • The AS Account Executive (AS AE) is accountable for driving all types of sales in the Application Services arena on existing assigned accounts and improve sales efficiency & effectiveness by meeting & exceeding Application Services sales & revenue targets. The AS AE should be aware of existing rate card(s) for Application Services work, client profitability targets, and the competitive landscape/market conditions around pricing. The AS AE should work with the CAL and the CSG Sales Lead to identify profitable sales objectives for the account and sell work with Won CCI outcomes that are accretive to the client portfolio
 
  • Typically, the AS AE is deployed to one client and is based at the client location.  In some situations, an AE supports two clients and in some cases, there is more than one AE at large diamond clients. An AS AE works as part of the Account Leadership team under the sponsorship of the Client Account Lead, however on an overall level, reports to the CSG AS Sales Lead. The AS AE also works collaboratively with TSLs, where both roles exist on an account and reports to the Client Account Lead for the account. The AS AE Account Executives is measured on sales & Annual Contract Value (ACV) achieved against target. In special cases, some client portfolios may utilize Account Executives in cross-client roles where specialized platform knowledge is required (e.g., SAP, Oracle). These Platform AEs typically will report to an OU AS Sales Lead and coordinate with any account-based AS AEs, CALs, and the platform partners regarding the pursuit or closure of opportunities
 
  • The role requires a good understanding of Accenture’s AS offerings and AS campaigns that are launched each year, as well as how the client’s business needs can be met by Accenture’s capabilities. The AS AE role also requires one to be passionate about technology and its application to industry and have a continuous learning mindset. The AS AE plays a proactive role in collaborating with the CAL in account planning including defining an AS account strategy, Year-on-Year sales growth expectations for AS work, and taking a proactive role in driving net new origination throughout the year
 
  • The AS AE is expected to stay close to delivery status / challenges of jobs in their portfolio as s/he maintains relationships with client stakeholders. The AS AE is expected to  stay connected with delivery counterparts and provide support from a relationship perspective, as needed. While it is expected that the AS AE will primarily originate and close net new sales, it may be appropriate for an AE to assist with renewals or extensions if there is not already a TSL or Delivery Lead in place or additional sales assistance is required
Experience and Education:
  • 12-20 years of strong experience in sales, relationship management and account management in the IT services industry with top tier global delivery service providers
  • Minimum 4 years Bachelor’s degree. Additional MBA degree preferred
 
Skills:
  • Proven experience in a rapidly growing account
  • Client relationship management and client acumen
  • Contract management, negotiations and financial management
  • Proven capability to building relationships with CXO/Director/VP level client contacts
  • Deep Account Management and Project Management experience
  • Solid understanding of new/Digital Technology and its impact on business and applications
  • Good understanding of industry specific business issues and drivers
  • Proposal/RFP creation and leading RFP/proposal presentations
  • Strong leadership, interpersonal, communication and presentation skills
  • Passionate about learning

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