Position: Head of Account Management
Company: Avenga
Experience required: 5y
Category: Other
English level: fluent
Published: 2021-11-01T00:00:00+02:00

Avenga is a global IT and digital transformation champion. Together, we are more than 2500 professionals with over 20 years of experience. We deliver strategy, customer experience, solution engineering, managed services and software products. Our mission is to shake up the conventional IT market.

Avenga is looking for a Head of Account Management to strengthen our account management team and help our business to grow even faster and more productively. Our main goal is to provide a high-quality business to our clients and to make them feel comfortable in cooperation with Avenga. If you find yourself as responsible, quality-oriented, sustainable, trust and leadership-oriented, – you may become a great addition to the Avenga team.

Skills and Qualifications:
6+ years of experience as Account Manager, Program or Delivery Manager in nearshore IT Services;
Strong industry knowledge, should have a good understanding of technologies and professional services delivery cycle, ideally including enterprise platforms (Salesforce, Microsoft, or similar);
Perfect verbal and written cross-culture communication skills with the ability to be an effective interpreter between the US / European customers and Eastern European delivery;
Outstanding listening, presentation, and negotiation skills demonstrate a strong service and client-oriented attitude/ mentality;
Fluent speaking English (Knowledge of other languages would be a great advantage);
Overall experience should include client-facing, making compelling presentations;
Demonstrable ability to communicate, present and influence key stakeholders at all levels of a customer organization;
Understanding of sales forecasting techniques;
Knowledge of technical platforms, business models, subject matter, and trends — with a general industry focus including;
Experience delivering software engineering and IT consulting services and technological solutions to customer needs;
Team player with strong problem solving and creative thinking abilities;
Ability to operate at the strategic level, yet being close enough to the details to add value to clients and be a real support to the team.

Responsibilities:
Manage a team of Account Managers to drive revenue and exceed targets within an existing business;
Work closely with the heads of other sales teams to provide cross-selling opportunities;
Encourage, support, and develop team, monitoring their success and conducting regular performance reviews;
Build/maintain strong, long-lasting relationships and trust with the assigned set of existing customers, maintain Account management Plans, and achieve KPIs;
Proactively identify new customer necessities, drive the entire upsell and client satisfaction cycle to achieve assigned quarterly / annual targets per portfolio; expand opportunities and drive negotiation up to the contracting stage;
Liaise with customers and service delivery team, manage acute situations/ escalations, and ensure that team’s processes and tasks are carried in line with customer expectations;
Closely collaborate with Avenga service delivery organization to ensure the timely and successful delivery of our services and solutions according to customer needs and objectives;
Establish and cultivate strong relationships with clients at senior levels as well as external and internal partners to maximize growth within an account/client portfolio needs;
Regularly qualify, plan and report upsell initiatives in the CRM;
Tracking and reporting on key account health metrics, driving any changes needed;
Develop and oversee delivery approaches.