Client Executive, Account Manager - Financial Services

Ernst & Young AE; Riyadh; On-site; SAR 150,000 - 200,000; Full time

Job summary

An established industry player is seeking a Regional Global Account Client Executive to drive exceptional client service and sales growth. In this pivotal role, you will leverage your extensive experience to build and maintain executive relationships with key clients, ensuring their strategic needs are met. You will act as a Subject Matter Expert, collaborating with cross-functional teams to enhance service delivery and drive business development strategies. This position offers a unique opportunity to influence market outcomes and contribute to the firm's growth by identifying new business opportunities and fostering long-term client satisfaction. If you are passionate about client engagement and have a proven track record in sales, this role is perfect for you.

Qualifications

• 12+ years of complex sales experience in a professional services environment.
• Experience managing executive relationships and strategic client engagement.

Responsibilities

• Deliver against sales, pipeline, and margin targets while managing client relationships.
• Identify and pursue new strategic opportunities within client landscapes.

Skills

Sales Management

Client Relationship Management

Negotiation Skills

Strategic Planning

Business Development

Education

Bachelor's Degree

Master's Degree (preferred)

Job description

The Regional Global Account Client Executive (CE) is responsible for delivering exceptional client service (ECS) to our clients by understanding client issues and challenges, leveraging the firm's capabilities to address these and driving new business opportunities to grow revenue and deepen customer relationship management (CRM). The Regional Global Account CE is responsible for driving sales growth and activity (pursuit of new business, maintaining existing business, and developing relationships at key buying influences for a Global Account focusing on sales growth, margin, and strategic coverage). The CE will be in the market identifying opportunities directly with clients and driving relationships with relevant C-suite clients to grow the EY share of wallet. The CE will be the Subject Matter Expert (SME) for selected solutions and will also drive the firm to better deliver services to our clients. This role will collaborate cross-service line and will need to work closely with the Service Line technical team, Market Segment, and BD teams, as there will be a large degree of opportunity, pipeline, and solution overlap. The role will focus on the Global Account BD strategy and deployment and will manage the strategic relationships in EY and at the client. This role will leverage available resources throughout EY to bring the firm's best thinking and resources to improve win rates and ultimately win in the market. This role will have responsibility for leading the Global Account BD activity and will have personal sales and pipeline targets. Expected percentage of time spent per BD activity: BD strategy, Account Landscape and deployment 20% / Sales and Pursuits 60% / Process and Stakeholder Management 20%.

Your key responsibilities

1. Deliver against defined sales, pipeline, and margin targets.
2. Build relationships directly with clients' decision makers for deal targeting, deal origination, and deal closing.
3. Manage EY and client stakeholders, align strategy, and ensure the right level of support when needed.
4. Inspire others through action in the market, being connected, proactive, and insightful.
5. Coach account personnel to ensure optimal account performance by instilling ECS principles and practices.
6. Leverage support resources (i.e., Marketing resources, Knowledge resources, Industry Sectors, Sector Analysts, Commercial Functions).
7. Identify, resolve, or escalate issues.

Strategic Client Engagement and Relationship Management:

Act as the main relationship lead, maintaining and deepening executive relationships within the Global Account and ensuring strategic client needs are proactively identified and targeted. Use their position as liaison to communicate clearly with the technical pursuit team, advocating for the client's needs and facilitating a mutual understanding of strategic objectives.

Deal Origination and Strategic Coverage:

Identify new strategic opportunities leveraging relationships and insights within client landscapes, focusing on deal sizes, client satisfaction, and long-term strategic coverage. Co-drive the pursuit by aligning client objectives with the firm's capabilities and fostering an environment that centers around strategic growth and profitability.

Advisory Role in Negotiation and Deal Strategy Formulation:

Leverage critical insights into client strategic priorities to support and enhance negotiation strategies. Collaborate closely with the technical pursuit team, imparting advisement for deal structuring and closure, and ensuring client needs align with the firm's offerings.

Internal Coordination for Market Strategy Execution:

Ensure seamless cooperation among service line technical teams, the Market Segment, G360 BD teams translating client strategic objectives into actionable business development strategies.

Skills and attributes for success

12+ years of complex and large sales experience. Experience in the relevant sector environment preferred. Experience working in a partnership/professional services environment preferred. Having sat on a board or presented regularly to a board preferred.