EY Account Manager 

India, Kerala, Kochi 

170563174

Your key responsibilities

Account Management & Acceleration Support:

• Implement Global BD strategy, methodology and processes at Account level
• Co-develop account strategy working with account leadership and drive global execution of account plan
• Support the account team in driving service line planning activity and account integration
• Responsible to conduct Account Maturity Assessments and supports in preparation of Account Acceleration sessions
• Prepare the global account meeting materials and facilitate account team meetings
• Responsible for follow-up on account actions by tracking progress against deadlines and driving activity
• Understand both the client’s business agenda and EY services to enable leveraging the global EY network to connect our clients to the right people
• Develop and manage the account onboarding process and appropriate materials
• Co-develop client experience program, drive execution to collate client feedbacks and follow-up action plan
• Act as a project manager for Account specific initiatives/projects
• Review of account financials to provide awareness to account leadership on drivers of account performance
• Monitoring of operational metrics important to team each month and working with account partners or service line leaders on troubleshooting issues
• Support special projects as needed that require financial data/analysis

Sales and Program Management:

• Manage the annual global revenue planning process with the with service leaders on EY’s priority accounts
• Own and manage the Client Relationship Management (CRM) process
• Co-develop the account relationship strategy, including management of the global relationship map
• Manage the account pipeline process and drive discipline across global team
• Coordinate the pursuit process for opportunities, working closely with key partners
• Execute win/loss debriefs
• Identify EY thought leadership and insights to be shared with the client
• Creation and maintenance of account marketing materials (i.e. team brochure discussion relationship history, or Value Scorecard or procurement showcase doc)
• Develop and maintain relationship of Account Managers, Market Segment Managers, to understand latest market- place, alliance, and solution activity within sector or like accounts

Information and Knowledge Management

• Be strategic to collaborate and partner with enabling functions of EY in supporting the account (where applicable):
  • Offshore Account Enablement team in India – pipeline management, financial analysis, sales cycle support, client research, Account plan management
  • EY Knowledge – Account Analysis, Quarterly earnings call summaries, travel packs on client’s business, competitive landscape
  • Finance – Any financial needs of the account
  • Brand, Marketing and Communications – Account specific events, targeted thought leadership
  • Administrative Support – Meeting scheduling and any other administrative tasks
  • Global Sector/Industry – Identify market trends and EY insights
  • Service lines and geographies - Create process flows required for the team to capture information across account
• Build and manage a repository of team information (i.e. MSA, Rate Card, SOW templates, onboarding documents, team process documents, qualifications, etc.) and guide team on how to access and use
• Develop and maintain relationships with the account teams to understand best practices for team information and knowledge management

Marketing Management

• Development and execution of account marketing plan to include
  • Distribution of thought leadership and/or event invites to relationships targets
  • Alumni relations
• Support creation and distribution of team communications (i.e. team/client newsletter, WIN announcements)
• Develop and maintain relationships with account teams to understand best practices for marketing activities

Communications and Administration

• Serves as subject matter expert for all information related to the account
• Leverage EY resources to support the account
• In consultation with account leadership manages Account specific events, identifies and leverages targeted thought leadership
• Global Sector/Industry - Identify market trends and EY insights to take to account
• Serve as the knowledge steward of the account and with the assistance of EY Knowledge, connect global team to EY tools and client business issues

Analytical/Decision Making Responsibilities:

• May be required to make decisions on behalf of Partners to expedite results
• Influences without direct authority, frequently providing coaching and input to a high level of firm leadership

Skills and attributes for success

• 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 analyze data for generating insights on trends within data set
• 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 viewpoints 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
• Emotional Intelligence – demonstrate understanding of different working/personality styles and appreciation of need to flex approach and message to effectively engage
• Networking – demonstrate ability to create networks within a company and use it to navigate across an organization of getting information to answer questions that arise across account
• Entrepreneur/Proactive behaviors – desire to make the role their own and to create opportunity areas to involve themselves in day-to-day operations

Good to have

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

To qualify for the role, you must have

• Postgraduate in business management – preferably an MBA
• 8+ years working in a professional services firm delivering operational enablement service to teams in different geographies plus previous sales, marketing, business development experience would be preferable

Certification Requirements

• Expected to remain current on relevant EY training and curriculum (e.g., Account Management Framework (AMF), Lead Badges, among others

Ideally, you’ll also have

• Account Management and data reporting skills
• Exposure to tools like Tableau, PowerBi etc.
• Credible experience working in a fast-moving, client-driven environment

Technologies and Tools

Must Haves

• Mastery of the Microsoft Suite (Outlook, Skype, Excel, PowerPoint, Word, SharePoint)

Nice 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.

• 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 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.