Principal Account Sales

Job description

·  Job Description:

Job Summary:

Manages client relationships and acts as a trusted advisor, thought leader and general manager to grow the business through sales Develops a client-centered agenda (plan), improves the financial quality of the account [s] (grow), harnesses innovations to meet contractual commitments (deliver) and provides the leadership that aligns teams and holds members accountable for results (lead).  Provides pan-company leadership working across company and with the customer as one unified company account team.  Use of this job family is restricted:  must own an account, sub-region/region P & L.

Responsibilities:

·  Unique mastery and recognized authority on relevant subject matter knowledge including technologies, theories, or techniques
·  Develops strategy and set functional policy and direction.
·  Acts as a functional manager within area of expertise but does not manage other employees as a primary job function.
·  May participate in cross-division, multi-function teams. Provides mentoring and guidance to lower level employees.
·  Leads large, cross-division functional teams or projects the (to be replaced with that?) affect the organizations long-term goals and objectives.
·  Contributes to the development of innovative principles and ideas
·  Successfully operates in the most complex disciplines, in which the company must operate to be successful.  Provides highly innovated solutions
·  Routinely exercises independent judgment in developing methods, techniques and criteria for achieving objectives. 
·  Delivers Account  Business Plan (ABP), Account Financial Plan (AFP), and Account Operating Plan (AOP)
·  Leads, coordinates, and manages the long-term, consultative, client relationship to become the client’s trusted advisor
·  Establishes and manages, a program to achieve client service excellence
·  Presents pan-company Portfolio
·  Meets or exceeds financial commitments
·  Exercises responsibility for growing company’s year over year share of wallet and shareholder return
·  Delivers technological and service delivery innovations that reduce costs and delight customers
·  Delivers on company’s contractual commitments, technical or process innovations, reduces costs and delight customers 
Enforces a change management mechanism for requests   outside the agreed scope
·  Ensures a strong governance framework and meeting cadence within company and between company and the customers
·  Leads all employees who provide services to the client, either directly or indirectly

Education and Experience:

·  Bachelor’s Degree or equivalent, MBA or equivalent preferred
·  10-12 years’ experience in account leadership roles such as sales, delivery or business management
·  Experience working in a matrixed  environment
·  Experience in IT industry required  and vertical industry preferred
·  P & L, sales and risk management skills required

Knowledge and Skills:

·  General Management Skills
·  Consultative sales skills
·  Financial Acumen
·  Knowledge of IT Industry, including trends and competitors
·  In depth knowledge of vertical industry
·  Change Management skills
·  Strong communication skills