Senior Account Manager

Shanghai, China

Striving for excellence is in our DNA. Since 1993, we have been helping the world’s leading companies imagine, design, engineer, and deliver software and digital experiences that change the world. We are more than just specialists, we are experts.

DESCRIPTION


Currently we are looking for a Senior Account Manager for our Shanghai office to make the team even stronger.

We are actively seeking a talented Senior Account Manager to manage a small team of account managers, grow existing accounts and add new accounts. The primary focus will be on China clients served from our China delivery centers. The Senior Account Manager will have reporting lines to the GM for Shanghai/Suzhou and the Business Development Manager for Greater China.

Responsibilities

  • Client Management:
    • Develop and maintain relationships at a senior level within key accounts;
    • Develop a deep understanding of the clients’ business goals;
    • Maintain active dialogue with clients through weekly/biweekly meetings and quarterly business reviews;
    • Develop understanding of key stakeholders in client organizations, 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 the clients to achieve our objective of developing full service partnership.
  • Delivery:
    • Provide leadership and counsel to the client 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 clients’ 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 clients;
    • 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 involved when necessary;
    • Continually monitor and re-evaluate the quality of deliverables, process, and team performance;
    • Participate or lead the pre-sales initiatives on accounts;
    • Build an account/engagement management team to ensure effective coverage as the account grows;
    • Manage the existing team of account managers located in Suzhou, Guangzhou and Shanghai.

Requirements

  • Bachelor’s Degree/ Master’s Degree;
  • Minimum 8+ years of experience in account management preferably handling global accounts;
  • The necessary credibility and experience in communicating at the CIO, CDO, CEO, CXO level of the target client;
  • Proven track record of handling and growing account within the IT Development Services sector;
  • Proven track record of selling IT Development Services;
  • Technology background;
  • Detailed knowledge of modern software development practices;
  • Ability to manage small teams of account managers;
  • Strong English language skills.

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