Account Manager

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About the opportunity

Do you want to engage your mind? Then join EY and gain experiences that will last a lifetime.

We’re looking for an Account Manager to join our Business Development team.

As part of our business development (BD) team, you’ll play an important role in business development and gain insights into leading Government institutions, NGOs and multi-lateral banks. By understanding their business issues and imperatives, you’ll broaden your experience. Backed by the resources of a global organisation, you’ll gain experiences and foster relationships that will support your long-term success.

The Account Manager drives account management activities, sales and program management and communication and administration related to identified key accounts in the Government and Public Sector (GPS) market segment. You will work closely with the market segment leadership to deliver enable and deliver account and pursuit support that will contribute to pipeline and revenue growth. You will also play a key role in account management, pursuit of strategic opportunities and drive go-to-market programs and initiatives. Key performance measurements for this role include GPS market segment revenue growth, sales and pipeline management of key accounts, people engagement and teaming.

The candidate should be passionate in Government and current affairs, be very conversant in management reporting and great interpersonal, presentation and writing skills.

About you

In your role as an Account Manager you will:

• Drive account management and business development activities:

• Support the Market Segment BDs with the development and implementation of an account-centric, action-orientated account plans
• Be the knowledge steward of the Market Segment’s key accounts and provide all relevant performance reporting to the Region, Area and Global teams on a monthly basis
• Facilitate account management meetings and leverage EY resources to provide meaningful data and insights (e.g. Knowledge, Branding, Marketing and Communication, Finance)
• Managing and executing the Assessment of Service Quality (ASQ) and win/loss debrief processes for the accounts
• Manage client relationship map to identify the key players and develop touch point campaigns to build and strengthen these relationships
• Provide support and back-up to daily monitoring and assignment of opportunities from relevant procurement portals
• Manage and oversee of offshore resources to support research, pursuits and account management activities

• Manage execution of account plans and strategic opportunities

• Support the annual revenue planning process with the Market segment leadership team and relevant Client Service Partners (CSPs)
• Manage the CRM process which includes working with accounts teams on strategic opportunities through the sales cycle, incorporating EY’s global sales methodology on active opportunities and client meetings, and ensuring all key client relationships are properly managed
• Co-develop the account relationship strategy, including management of relationship maps
• Manage the account pipeline process and drive discipline
• Manage the pursuit process for opportunities, working closely with key partners
• Execute win/ loss debriefs
• Identify EY thought leadership and insights to be shared with key clients
• Strategic pursuits and opportunity support
  • Provide pursuit management support for key accounts, focusing on opportunities with high-revenue potential or that are medium-are in scope
  • Embed pursuit excellence in the business by sharing best practices in pursuit management and intellectual assets
  • Drive continuous innovation in pursuits bringing insights based on EY global resources, market intelligence and alliances

We’re looking for people with the following experience:

• University graduate in any discipline with at least 2-3 years’ of relevant experience
• Strong business acumen and an understanding of Government and public sector trends preferred
• Proven ability to work and influence cross-functionally and geographically and with a broad range of internal, external and offshore stakeholders and departments
• Experience in delivering client-focused solutions based on customer needs
• Proven sound judgment and flexibility in balancing multiple project / pursuit requirements, tight deadlines, and keeping people and projects moving on schedule, with high attention to detail
• Ability to review reports, interpret data and identify trends that will assist in further targeting appropriate go-to-market activities that will generate pipeline
• Strong advocate of the firm’s account management framework and opportunity tools and processes
• Excellent oral and written communication skills
• Ability to adapt quickly in an ever-changing environment
• Competent with the use of Microsoft Power Point, Word and Excel