Senior Account Manager

Seattle, WA, USA

Ranked as #12 on Forbes’ List of 25 Fastest Growing Public Tech Companies for 2017, EPAM is committed to providing our global team of over 24,000 people with inspiring careers from day one. EPAMers lead with passion and honesty, and think creatively. Our people are the source of our success and we value collaboration, try to always understand our customers’ business, and strive for the highest standards of excellence. No matter where you are located, you’ll join a dedicated, diverse community that will help you discover your fullest potential.

DESCRIPTION


You are strategic, resilient, engaging with people and a natural self-starter. You have a passion for solving complex problems. If this sounds like you, this could be the perfect opportunity to join EPAM as a Senior Account Manager. Scroll down to learn more about the position’s responsibilities and requirements.

Our ideal candidate will act as the point of contact for clients, prospects, EPAM Account Managers, Business Unit Heads and Sales Leaders. The Account Manager will create business strategies, architect and oversee delivery approaches, build successful relationships, and drive business results.

Responsibilities

  • Client Management:
    • Develop and maintain relationships at a senior level within the key accounts;
    • Develop a deep understanding of the client’s business goals;
    • Maintain active dialogue with clients through weekly/biweekly meetings and quarterly business reviews;
    • Develop understanding of key stakeholders in the client organization, including the procurement organization, have an idea of budget cycles and limits;
    • Effectively communicate EPAM's capabilities to address IT needs that support client’s business objectives;
    • Develop knowledge of EPAM’s offerings to drive multi-stream solutions;
    • Solicit cooperation from the appropriate internal experts in order to demonstrate EPAM’s capabilities and advantages fully;
    • Actively seek and monitor client satisfaction, obtaining both structured and informal feedback;
    • Identify and develop new opportunities from existing clients to achieve our objective of developing full service partnership.
  • Delivery:
    • Provide leadership and counsel to clients at key points during project delivery;
    • Have an informed point of view on current projects at all times;
    • Advise delivery team on how to demonstrate benefits and maximize client satisfaction, assure crisp communication between the client and EPAM teams;
    • Represent client’s perspective to delivery team and represent EPAM’s perspective to the client;
    • Drive operational excellence within the portfolio;
    • Actively work across EPAM, making connections with various group within the organization and build relationships with resourcing/recruiting/delivery/accounting organizations to ensure you know the people, their responsibilities and areas of influence;
    • Identify strengths and weaknesses of key team members to improve team performance and enhance team effectiveness.
  • Operational:
    • Lead the commercial process, ensuring that engagements deliver to profit targets and, at the same time, that we are structuring our commercial terms to deliver value to the client;
    • Manage client financials, contracts, work with accounting group on invoice generation and payment;
    • Ensure that client relationship, interactions, and deliverables are in keeping with the spirit of the contracts and that proper change control procedures are invoked when necessary;
    • Continually monitor and reevaluate the quality of deliverables, process, and team performance;
    • Participate or lead the pre-sales initiatives across existing and new accounts.

Requirements

  • Knowledge of technical platforms, business models, subject matter, and trends;
  • Strong problem solver and creative thinker with gravitas;
  • Ability to operate at the strategic level, yet being close enough to the details to add value to clients and be a real support to your team;
  • Experience managing and monitoring performance metrics across large scale accounts and account portfolios;
  • Exceptional leadership/management skills and superb oral and written communication, with seasoned presentation skills;
  • Strong digital knowledge of or experience with particular emphasis on strategy, consulting, team management and product development;
  • Strong interpersonal and communication skills;
  • Track record of leading teams;
  • Proven ability to manage client engagements under high stress to successful completion;
  • Sound business acumen; strategic skills and common sense;
  • Effectively manages up and down;
  • Strong negotiation skills.