EY Assistant Director 

India, Haryana, Gurugram 

953352752

The Account Manager (AM) will work on one or multiple accounts to drive end to end account management - from helping the global account leadership in defining tactics, strategies, plans, and programs that will be required to achieve the set goals, encouraging active engagement of service lines across all locations, institutionalising, and actively managing the operating cadence of the account team. Some of the key responsibilities include but are not limited to forecasting, pipeline management, annual account planning and execution, client relationship intelligence, operations strategy, issues, and risk management and tracking key actions.

Key roles and responsibilities:

• Elevated role responsibilities highlighted in blue.
• Account acceleration.
• Lead preparation of Account Acceleration sessions and drive agreed account strategies post sessions to expedite account growth.
• Co-develop Account CX strategy and own CX program execution leveraging CX LENS
• Serves as a master connector across the entire account landscape bringing relevant Subject Matter Resources (SMRs) to support account growth ambition.
• Continuously grow internal firm relationships and understanding of the firm’s capabilities.
• Understand and position 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 the GCSP.
• Drive Field of Play (FOP) and integrated service line planning and activity across account.
• Actively promote the activation of relevant solutions, alliances, and managed services across the account by working with the relevant account stakeholders.
• Co-develop the relationship strategy and manage global relationship map.
• Support sales forecasting and track pipeline movements; conduct white spot analysis to identify potential service gaps and manage account performance reviews with GCSP.
• Collaborate with CE and/or SL Leads on sales activity.
• Understand GDS Client services (CS) capabilities and promote with the GCSP and account leaders to aid in overall client engagement delivery.
• Actively engage with Alliance & Ecosystem relationships and promote the activation of relevant solutions across the account.
• Promote pursuit excellence by teaming with Deal Activation team on key deals, project manage 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.
• Collaborate across Markets and other CBS functions such as BMC, Knowledge, Risk Management, Global sector/industry teams as per account needs.

Information & knowledge management

• Work with GCSP as one account team to ensure account operations are robust 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: Sector teams, Pursuits & Commercials)
• Identify key areas for innovative transformation, develop plans, and act as a change agent to optimize processes and drive adoption with account leaders.
• Act as a 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 onboarding to new leadership, EP’s, and key Senior Managers.
• Build and manage a repository of team information (MSA, Account meeting actions, SOW, etc.)
• Act as a change agent to optimize digital tools, technology, and processes (SharePoint, MS lists, teams, power automation, etc.)

Marketing management & internal communications

• Identify, synthesize, and distribute relevant thought leadership 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 identify opportunities to improve client’s experiences.
• 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 team 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, firm tool updates 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.
• Make decisions on behalf of account leaders to expedite results.

Professional Experience:

• 8-10 years working in a professional services firm delivering enablement service to teams in different geographies (Number of years’ experience varies with GDS location)
• Professional services and/or business development experience is desirable, preferably in a global environment.
• 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
• Knowledge and Skills Requirements:

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 or Ariba)
• Microsoft BI
• 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.

Soft Skills

• Professional maturity to confidently interact with Account Partners. Demonstrate a level of assertiveness, authority while communicating with the Senior Stakeholders and the ability to articulate the viewpoints in a succinct manner.
• Communication – Demonstrate effective communication at levels of the organization. Understand the nuances, ability to listen effectively, have a global mindset, and operate effectively across borders inclusively.
• Consultative – demonstrated 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 – demonstrated understanding of different working/personality styles and appreciation of the need to flex approach and message to effectively engage.
• Networking – demonstrated ability to create networks within a company and use the networks to navigate across an organization for purpose of getting information to answer questions that arise across the account.
• Ambiguity – personality that is conducive to highly unstructured environments and situations.
• Entrepreneur/Proactive behaviours – desire to make the role their own and to create opportunity areas to involve themselves in day-to-day operations.

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.