Account Driver

Job description / Role

Line of Service
Internal Firm Services

Industry/Sector
Not Applicable

Specialism
IFS - Information Technology (IT)

Management Level
Senior Associate

Job Description & Summary

Business & Client Development Unit, Clients & Markets - ME

PwC Global Overview:
At PwC, we measure success by our ability to create the value that our clients and our people are looking for.
Our reputation lies in building lasting relationships with our clients and a focus on delivering value in all we do.
We're a network of firms in 152 countries with more than 328,000 people who are committed to delivering world-class capabilities and quality in assurance, tax and advisory services.


PwC Middle East Overview:
Established in the region for over 40 years, PwC Middle East employs around 7,500 people across 12 countries: Bahrain, Egypt, Iraq, Jordan, Kuwait, Lebanon, Libya, Oman, Qatar, Saudi Arabia, Palestine and the United Arab Emirates.
Complementing our depth of industry expertise and breadth of skills is our sound knowledge of local business environments across the Middle East region.
Our tailored solutions help our clients meet the challenges and opportunities of doing business in the Middle East market, and beyond.

Line of Service Overview:
Internal Firm Services (IFS), is a network of specialist support professionals and includes Clients & Markets (Pursuit & Proposals, Business & Client Development, Inbounds, Industries and Markets & Insights), Recruitment, Marketing & Communications, Human Capital, Finance, Technology, Learning and Development and Procurement, to name but a few.
Each team plays a vital role in making sure we have all the right resources, services and technology across our business.

Business Unit Overview - [Business & Client Development]:
PwC's Business & Client Development function includes Business Development, Account Driver and GRP support (Center of Excellence) teams.

The Business Development team works in our markets to build strategic relationships, identify client priorities, connect those priorities to our capabilities, and bring market & client insights to drive wins.
The team works with the different delivery teams across the firm to make sure we bring the right expertise and capabilities to our clients through their strong relationships internally and externally.

The Account Driver team is both inwardly focused (helping our Relationship Partners manage our largest and most complex accounts), as well as client-facing in terms of building strategic relationships with certain teams from the client(s).
Account Drivers are responsible for helping drive account management excellence internally (strategic planning, pursuit lifecycle support, knowledge capture, account rhythm) as well as building key relationships with relevant client teams.
They support the Relationship Partners and the different teams working on an account to bring the best of the firm to the client and to support in ensuring we go to clients as one firm.
The Account Driver team is accountable for a comprehensive account management role.

The GRP Support (CoE) team is assigned to support certain strategic accounts and work with the Relationship Partners on those accounts to drive account management excellence internally (pursuit lifecycle support, knowledge capture, account rhythm).
The GRP Support team helps set the account rhythm and capture opportunities.
They support the Relationship Partners and the different teams working on an account to bring the best of the firm to the client and to support in ensuring we go to clients as one firm.

Account Drivers - Position summary and current role
The current position is for an Account Driver, across territories.

As an account driver, you will support the largest accounts for PwC in the ME region.
This will involve working with the account's Global Relationship Partner, Engagement Partners active on the account, as well as their teams from across our different Lines of Service.

The role combines two priorities
- Functioning as a strategic advisor on the account by building a powerful organizational memory of our clients as well as related insights.
- Playing a key operational role to drive best practice in the account's management.

An Account Driver is a person who brings strong networking & relationship building skills (both internally and externally), as well as comes from a strong account management background.
Prior experience in a Big4, strategy house, or large multinational company is not necessary, but is a plus.

They are responsible for driving best practice in their accounts, and so will have to bring an inclusive mindset as well as the technical skills and dedication needed to succeed.

Key Responsibilities:
- Supporting the annual account planning process
- Establishing a regular account rhythm, including touchpoints between the teams
- Helping the firm to build a client repository and database
- Driving the full pursuit lifecycle, from the moment an RFP is released all the way to it's post-decision analysis
- Building strategic relationships with key departments at the client, especially procurement
- Manage internal stakeholders and build knowledge about the firm's offerings to generate potential business opportunities.

Requirements

Requirements:
- The candidate will be a highly motivated and a high performing individual with the ability to be flexible and adaptive on a daily basis
- Education: Bachelor's degree or equivalent
- Years of experience: 0-4 years in an account management or BD role - preferably within a professional services environment
- Fluency in spoken and written English and Arabic is preferred (with some exceptions)
- Previous experience in strategy consulting or management consulting is a plus
- Strong capability in Excel/Google Sheets and PowerPoint/Google Slides skills, as well as more generally, being proficient in Microsoft office and G-Suite

Knowledge and Skills:
- Strong problem solving and analytical skills
- Excellent communication (verbal and written) skills
- Excellent organizational, time management, quality management, and project management skills and ability to perform under pressure
- Knowledge of the Professional Services Industry is a plus
- Proficiency in Salesforce is an advantage
- Proficiency in PowerBi is an advantage

About the Company

At PwC Middle East, we've set out an ambitious purpose and strive to live it everyday: to solve important problems and build trust in society.

We're a community of solvers that come together in unexpected ways to build trust and create sustained outcomes. We solve important problems, support one another as we grow, develop and build fulfilling careers.

PwC provides industry-focused services for public and private clients across Assurance and Audit, Deals, Consulting, Tax and Legal. We draw on our development legacy that brings together the collective experience of over 7,000 people in our region with offices across 12 countries to solve for tomorrow.

We're striving to consistently deliver innovative work that builds trust and delivers sustained outcomes. And we're proud of the strength that comes from all our different backgrounds and experiences and we value everyone's uniqueness. We thrive in uncertainty, operate with integrity and leverage the diverse perspectives of our teams.

If you're looking for a place that fuels your ambition to make a difference, that matches your curiosity with continuous learning opportunities and reimagines ways of working to enable you to lead a more balanced life, then you're a future PwCer.