At GDS Markets, we enable our users to go to market faster and in a more agile way. We provide a wide range of services to Account teams, Pursuit teams, and Business Development and Global Markets functions, including Growth Markets and Global Industry, Market Segment teams and ASQ leaders.
Our diverse teams specialize in coordinating account activities, supporting pursuits and go-to-market projects, and providing operational support to the Markets organization.
We are an over 380-strong team, spread across GDS Kochi, Trivandrum, Bangalore, Gurgaon, Manila and Wroclaw centres.
EY GDS' Markets Services is seeking for Virtual Account Managers to drive the key activities of our Account Management Framework.
The functions of the role includes Global Account Management, Strategic Planning & Operations Management, Sales and Relationship Management, Marketing Management, and Financial Management & Reporting.
Your key responsibilities
Deep knowledge of Account management processes and tools
Manage one or multiple accounts
Work with the Account Partners and global Account team to achieve the goals for global revenue, margin and sales / pipeline
Global Account Management
Drive the key activities of EY’s Account Management Framework (AMF)
Co-develop Account strategy with Account leadership and drive global execution of Account plan
Drive service line planning activity and Account integration
Prepare and facilitate Account meetings
Responsible for follow-up on Account actions by tracking progress against deadlines and driving activities
Understand both the clients business agenda and EY services to enable leveraging the global EY network to connect our Account stakeholders to the right people
Develop and manage the Account onboarding process and appropriate materials
Drive the Assessment of Service Quality (ASQ) feedback process : Collate the ASQ feedbacks in the tool and drive action after interviews and year-end follow-up
Act as a project manager for specific Account activity
Strategic planning & operations management
Participate as appropriate with the Account Partners and / or Service Line leads to develop Account strategy for relationships and ideation to pursue at client as part of Account planning activities
Work with region Market Segment Manager or Industry sector center from a specific geography, to align team objectives and operations to regional / sector operations and objectives (i.
e. update on region sales campaign, inputs for sales forecast process, response for RFI from sector on sector center initiative like solutions planning)
Sales and Relationship Management
Co-develop the Account relationship strategy, including management of the global relationship map
Participate in development process for client interactions (i.e. meeting materials or inputs for meeting materials)
Manage the Account pipeline process and drive discipline across global team
Manage the pursuit process for opportunities, working closely with key stakeholders
Execute win / loss debriefs
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
Manage the annual global revenue planning process with the BD Leaders (BDL) or Market Segment BDL and Account Partners
Own and manage the Client Relationship Management (CRM) tools and processes
Identify EY thought leadership and insights to be shared with the client
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 clients 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
Development and execution of Account marketing plan to include
Distribution of thought leadership and / or event invites to relationships targets
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
Financial management & reporting
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
Analytical / decision making responsibilities
May be required to make decisions on behalf of Partners in order to expedite results
Influences without direct authority, frequently providing coaching and input to a high level of firm leadership
Skills and attributes for success
Professional maturity to confidently interact with Account Partners. Demonstrate assertiveness, ability to articulate the view points in a succinct manner while communicating with the senior stakeholders
Communication Demonstrate effective communication at all levels of the organization, understand the nuances, showcases the ability to listen effectively, have a global mindset and operate effectively across borders with an awareness towards diverse cultures
Consultative Demonstrate ability to approach problems and / or projects through effective question / answer techniques to identify needs / issues / desired outcomes and propose appropriate solutions
Emotional intelligence Demonstrate understanding of different working / personality styles and appreciation of the need to flex approach and message to effectively engage with stakeholders
Networking Demonstrate ability to create networks within a company and use the networks to navigate across an organization for purpose of getting information to answer questions across accounts
Ambiguity Personality that is conducive to highly unstructured environments and situations
Entrepreneur / proactive behaviors Desire to make the role their own and to create opportunity areas to involve themselves in day-to-day operations
To qualify for the role, you must have
Passion in working in a multinational organization with a diverse culture
Willingness to work on night shift to work with counterparts, stakeholders, and clients in the US
Professional experience :
7-8 years of work experience
Demonstrable experience operating and executing projects in a matrixed and geographically distributed organization as a project lead and a project team member with limited oversight
An understanding of CRM tools functionality and practical experience and experience in supporting Account’s go-to-market efforts
An understanding of financial reporting tools and practical experience to support financial management activities or performing data analysis
Nice to have
Experience using Procurement portals (i.e. SAP Fieldglass or Ariba)
Presentation / Analysis
What we look for
We look for high performers, who consistently deliver quality work while continually looking for ways to improve. We want you to have a clear sense of personal and professional accountability, and know how to build relationships by doing the right thing.
We look for people who demonstrate drive, vision and determination and are passionate about helping our clients achieve their goals.
We want people who understand the challenges of working in a professional services environment, and are focused on achieving and delivering the best for our clients.
What working at EY offers
We offer a competitive compensation & benefits package and different rewards program like travel opportunities, awards & recognitions, loyalty awards.
EY is committed to doing its part in building a better working world, thus, the organization promotes continuous learning and development opportunities by providing in-
house technical and supplemental training related to each role, as well as promoting developmental programs, such as mentoring activities, projects, and the like, which will aide in our employees’ succession planning and career advancement.
Talk to anyone at EY and they’ll tell you what a rewarding place it is to work. As you collaborate with colleagues in our high-
performing teams, you gain exposure to some of the most complex and stimulating situations in the business world.
For us, it’s vital you share our goals so we can work together to achieve success.
As a global leader in assurance, tax, transaction and advisory services, we’re using the finance products, expertise and systems we’ve developed to build a better working world.
That starts with a culture that believes in giving you the training, opportunities and creative freedom to make things better.
Whenever you join, however long you stay, the exceptional EY experience lasts a lifetime. And with a commitment to hiring and developing the most passionate people, we’ll make our ambition to be the best employer by 2020 a reality.
If you can confidently demonstrate that you meet the criteria above, please contact us as soon as possible.
Join us in building a better working world.