Account Manager

At EY, you’ll have the chance to build a career as unique as you are, with the global scale, support, inclusive culture and technology to become the best version of you. And we’re counting on your unique voice and perspective to help EY become even better, too. Join us and build an exceptional experience for yourself, and a better working world for all. 

The opportunity

The role of an Account Manager (AM) entails taking responsibility for one or two priority accounts to drive end to end account management. This involves collaborating with the global account leadership to define the account strategy and plan and create initiatives and programs to achieve agreed account ambitions and desired outcomes. Additionally, the AM will encourage the involvement of service lines across all locations and establish and manage the operational framework for the account team. This entails overseeing key processes such as annual account planning and execution, sales forecasting, pipeline management, client relationship management, account operations & compliance, and monitoring and mitigating issues and risks.

Your key responsibilities

Account acceleration

• Drive account strategies with account team aligned with acceleration program through focused sessions to expedite account growth
• Co-develop Account Client Experience (CX) strategy and owns CX program execution
• Serves as a master connector across the entire account landscape for the account team on account strategy and activation
• Continuously grow internal firm relationships to expand your network and understanding of the firm’s capabilities
• Understand and position of the GDS Client services (CS) capabilities with the GCSP and account leaders to aid in overall client delivery by facilitating the right connections
• Help teams prioritize opportunities based on knowledge of account strategy and leveraging global tools e.g., Pursuit Diagnostic Toolkit
• Acts as the PMO on strategic account initiatives

Sales & program management

• Manage the annual global revenue planning process with service leaders on EY’s priority accounts
• Drive Field of Play (FOP) and integrated service line planning and activity across account
• Actively promotes the activation of solutions, alliances, and managed services across the account by working along with the relevant account stakeholders
• Co-develop the relationship strategy and management of global relationship map
• Sales forecasting and tracking pipeline movements; White spot to identify potential service gaps; account performance reviews
• Collaborates with CE and/or SL Leads on sales activity
• Understands GDS Client services (CS) capabilities and promotes with the GCSP and account leaders to aid in overall client engagement delivery
• Actively engages with the A&E relationships and promotes the activation of relevant Solutions across the account
• Promotes pursuit excellence by teaming with Deal Activation team on deals, project managing small to medium complex opportunities
• Promotes pursuit excellence by teaming with Deal Activation team on deals, project managing small to medium complex opportunities
• Assist in the management of proposal (RFP) responses by facilitating bid/no-bid decisions, developing and engaging the relevant teams to develop/refine RFPs
• Collaboration across Markets and other CBS functions such as BMC, Knowledge, Risk Management, Global sector/industry team as per account needs

Information & knowledge management

• Work with GCSP and CE as one account team to ensure account operations are tight and interdependencies are seamlessly working together to ensure cohesive account management
• Manage an operating cadence of the account team to include core sales, operations, and marketing processes (KPI Insights, action item updates, planning meeting agendas, etc.)
• Leverage the wider GDS ecosystem to execute innovation initiatives and growth drivers (ex: Region Driven, Sector driven, client-driven)
• Identify key areas for innovative transformation, develop plans, and acts as a change agent to optimize processes and drive adoption with account leaders
• Acts as subject matter expert and coach to the team on the Firm’s sales/account management tools and processes (ex: LENS, BASE, ART, Mercury, E4A, etc.)
• Lead account level onboarding to new leadership, EP’s, and key Senior Managers
• Build and manage a repository of team information (MSA, Account meeting actions, SOW, etc.)
• Identifies key areas for innovative transformation and acts as a change agent to optimize digital tools, technology, and processes (SharePoint, MS lists, teams, power automation, etc.)

Marketing management & internal communications

• Determine, drive, and ensure distribution of relevant thought leadership, and alumni initiatives across account portfolio
• Coordinate with region market segment and/or region service line to manage campaigns
• Embed D&I initiatives across account portfolio
• Collaborate with Area/Region Wavespace to drive account sessions to identify opportunities and improve client experience scores
• Establishing an Account community within GDS to align all GDS Account team members with the account’s priorities, growth and transformation ambitions and ways of working, systems and tools
• Collaborate with the Marketing/CSG team to plan a calendar of events (IWD, Black history month), holiday greetings, and other relationship-building initiatives
• Manage internal account communications to keep account teams updated on recent developments and upcoming priorities

Account Hygiene and Compliance

• Enable account operations and administrative activity and be accountable for the quality of documentation, updates across firm tools and internal account databases
• Closely collaborate with account team on all Risk and account hygiene attributes and ensure compliance
• Oversees BASE completion and action plans to drive account management excellence
• Advocate and drive the deployment of digital account management solutions for example - Account LENS, E4A, and other tools to manage account activities and actions

Analytical/Decision-Making Responsibilities

• Identify key trends on external and internal business insights to aid informed business decisions
• Required to make decisions on behalf of account leaders to expedite results

Skills and attributes for success

• Project Management – experience building, and managing project plans with the ability to navigate challenges to achieve desired project outcomes
• Presentation/ Strategic Analysis – experience building .ppt presentations or discussion documents to explain a strategy, process, or relationship history; experienced in analyzing and leveraging insights to influence and co-develop account strategy for business growth.
• Professional maturity to confidently interact with account leaders. Demonstrate a level of assertiveness, and authority while communicating with the Senior Stakeholders and ability to articulate the view points in a succinct manner
• Communication – Demonstrate effective communication at all levels of the organization. Understand the nuances, ability to listen effectively, have a global mindset to operate effectively across borders
• Consultative – demonstrate ability to approach problems and/or projects through effective question/answer techniques to identify needs/issues/desired outcomes and propose solutions to meet needs/issues/desired outcomes
• Risk management – Identify potential account risk and create mitigation plan
• Emotional Intelligence – demonstrate understanding of different working/personality styles and appreciation of need to flex approach and message to effectively engage
• Networking –strategically cultivating relationships across EY functions and account core/Business development (BD) team by leveraging mutual interest and common goals for exchanging valuable insights and influencing actions to achieve account goals.
• Entrepreneur/Proactive behaviors – desire to make the role their own, create opportunities to involve themselves by displaying strong initiative, being innovative and adaptable, demonstrating visionary pursuit of value creation and business impact

Good to have

• People management – Effectively leading, mentoring, and communicating with individuals/team to achieve common goal

To qualify for the role, you must have

• 10+ years working in a professional services firm delivering operational enablement service to teams in different geographies (Number of years’ experience varies with GDS location)
• Professional services and/or shared services and operational environment experience, desirable to have experience in shared service centers with a global coverage
• Demonstrable experience in operating and executing projects in a matrixed and geographically distributed organization as a project lead and a project team member with limited oversight

Travel:

• 0-20% travel as per account needs

Ideally, you’ll also have

• Project Management – experience building and managing project plans
• Presentation/Analysis – experience building .ppt presentations or discussion documents to explain a strategy, process, or relationship history; experience using .xls to analyse data for purpose of generating insights on trends within data set

Technologies and Tools

Must Have

• Mastery of the Microsoft Suite (Outlook, Skype, Excel, PowerPoint, Word, SharePoint)
• An understanding of CRM tools functionality and practical experience used to support the management of an account’s go-to-market operations
• An understanding of financial reporting tools and practical experience used to support financial management activities or performing data analysis

Good to Have

• Experience using Procurement portals (i.e., SAP Fieldglass, Ariba, Coupa and Beeline)
• Microsoft BI
• Exposure to AI-enabled platforms

What we look for

• A Team of people with commercial acumen, technical experience, and enthusiasm to learn new things in this fast-moving environment
• A professional with strong interpersonal skills - confidence, maturity & ability to build strong client relationships

What we offer

EY Global Delivery Services (GDS) is a dynamic and truly global delivery network. We work across six locations – Argentina, China, India, the Philippines, Poland, and the UK – and with teams from all EY service lines, geographies and sectors, playing a vital role in the delivery of the EY growth strategy. From accountants to coders to advisory consultants, we offer a wide variety of fulfilling career opportunities that span all business disciplines. In GDS, you will collaborate with EY teams on exciting projects and work with well-known brands from across the globe. We’ll introduce you to an ever-expanding ecosystem of people, learning, skills, and insights that will stay with you throughout your career. (Example)

• Continuous learning: You’ll develop the mindset and skills to navigate whatever comes next.
• Success, as defined by you: We’ll provide the tools and flexibility, so you can make a meaningful impact, your way.
• Transformative leadership: We’ll give you the insights, coaching and confidence to be the leader the world needs.
• Diverse and inclusive culture: You’ll be embraced for who you are and empowered to use your voice to help others find theirs.

EY | Building a better working world 

 
EY exists to build a better working world, helping to create long-term value for clients, people and society and build trust in the capital markets.  

 
Enabled by data and technology, diverse EY teams in over 150 countries provide trust through assurance and help clients grow, transform and operate.  

 
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