The Hackett Group

North American Strategic Account Manager

Job Location: Australia

Requirements:

As a North American Account Manager you are accountable for managing the pipeline of business opportunities in a given geography. You will assist clients in streamlining their back office functions by providing world class benchmark, transformation and advisory services. Your job is to research and understand the business of your prospects, and know current business trends that may impact their success. Key responsibilities also include: managing a database of top prospects, establishing key contacts within that database, educating potential clients about Hackett, and marketing Hackett's solutions via in-person meetings, telephone calls, mailings, and networking. Your goal is to qualify the best opportunities for engagements; you will partner with other executives to strategize about new business and account penetration, create proposals, establish pricing, project budgets, and contract deals. You are the front end of an engagement pursuit team, energizing and supporting your team in the pursuit of new client acquisitions.

Responsibilities:

Account Management:

• Develop account entry strategy, development of related primary business issues, positioning, telemarketing "scripts" and formulations of direct mail letters.
• Geographic sales leader maximizing revenue by focusing on designated accounts. Deliver high quality client services designed to improve back office processes for major corporations across multiple industries. Maximize revenues in a timely, reliable and consistent basis.
• Responsible for selling and managing ongoing relationships with multiple large, complex client engagements

Engagement Management:

• Management of engagement risk, planning and budgeting, days sales outstanding and consulting resources. Manage successful project expectations for senior level management.
• Develop and maintain contact with top decision makers at key clients, organizes and leads pursuit teams, participating and leading aspects of the proposal pricing strategies.

Sales Pipeline Management:

• Develop customized proposals and service contracts
• Be responsible for timely revenue delivery for signed service contracts
• Accurately forecast annual, quarterly, and monthly revenue streams
• Execute to the goals and objectives of the firm's annual sales plan
• Develop and execute a cohesive sales strategy for designated account(s)
• Meet and exceed sales targets and compensation plan objectives

Qualifications:

• Must have a demonstrated track record of selling and managing large, diversified, global accounts (1MM+), with skills ranging from identifying new opportunities to prospecting to closing
• Demonstrated ability to engage senior executives of leading companies to enable and drive world class performance in Finance, HR IT and procurement.
• 10 - 15+ years of designing/improving SG&A processes, in an advisory capacity, within major corporations (Top tier consulting company experience preferred, Big 4, IBM, CSC, etc)
• Ability to understand requirements, build vision, and lead clients through the successful implementation of world class process solutions.
• Excellent interpersonal skills that demonstrate the ability to gain the confidence and respect of senior executives and team members.
• Bachelor's Degree minimum

General Information:

• Geography: Australia (preference for Sydney or Melbourne)
• Reports To: Vice President of Sales
• Compensation: Base salary plus aggressive, high-leverage commission/bonus component