Description:
The Account Manager based in Melbourne will focus on growing Capgemini's footprint in a key strategic account, will drive & shape proactive deals in identified and new areas, contributes to account expansion plan driving profitable portfolio shift with guidance from the Account Leadership Team.
Let's Talk about the role and responsibilities:
- Overall responsibility for the development, maintenance and growth of new and existing areas by establishing relationships with stakeholders / buyers within a strategic account
- Proactive sales activities to meet all targets/objectives
- Builds deep account intelligence, and helps identify further sales opportunities
- Builds proposals, POVs, and pricing for both proactive bids and RFI/RFPs (with bid team and GBL (Global Business Lines) support)
- Take a leading role in account-based marketing initiatives and events coordination in his/her area
- Work with GBLs, operations teams, and other teams to secure deals
- P&L ownership for the allocated division/ business area or portfolio
- Develop account plans in collaboration with our capability teams, the client, and the Financial Services sector team
- Identify opportunities for growth in the account, promote our differentiating value propositions
- Perform ongoing account planning and management, forecasting of revenue and sales pipeline
- Coordinate proposal creation, presentation and commercial negotiations
- Look after our delivery and service performance with a clear focus on customer satisfaction and delivered outcomes
- Perform Commercial and contractual management of the account
- Achieve and exceed targets for revenue, bookings, margins and receivables
Let's Talk about your qualifications and experience:
This opportunity is ideal for an experienced Account Manager looking to excel their career further. The following skills/knowledge are highly desirable:
- History of senior or CXO level stakeholder influence and long term relationship management or aspiration to operate at the ‘C-Level'
- Sales experience in the corporate or similar client facing roles
- Sales Leadership, New Business Development / BDE / Key Account Management experience
- Banking and Financial Services domain; Retail / Commercial/ Corporate/ Institutional Banking exposure
- Great track record in achieving targets / goals / KPIs
- Strong relationship building and influencing skills
- Commitment and passion to customer satisfaction
- Ability to work effectively as an individual as well as part of an integrated team
- Well-developed communication skills including ability to present confidently to an audience from all levels within an organisation
- Curious, right ‘make-it-happen' attitude, quick learner
- Creativity - good with slideware, proposal development, and story-telling
- General understanding of delivery, agile, Capgemini offers
- Experience of working in a global, geographically dispersed operating model
- Large, complex, enterprise account management experience of ‘multi-tower', cross-functional, consulting services solutions
- Delivery, service delivery management or customer success experience providing system integration, consulting services, application services, technology & engineering services or other managed services (AMS, BPO, Infrastructure)
- Demonstrable track record of over-achievement against variable commission / bonus targets, gateways & kickers
- Passion and hunger for contemporary, innovative, customer-centric, consultative, solution-sales
- Growth mindset and hunger to continuously learn