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Career Story: Account Manager For An It Consulting Company

Account Manager For An It Consulting Company

Job Title: Director Of Account Business Management

Type of Company: A large information technology (IT) company.

Education: BS & MS, Computer Science, Boston University, •• certified, IT Service Management Masters (ITIL Masters)

Previous Experience: I have been in the technology business for thirty years and have held a number of jobs: research principal, engineer, business & sales strategist and account executive.

Job Tasks: I have a team of experts who set up business operations for new IT outsourcing contracts. IT outsourcing contracts can range from $1M a year to $300M a year. My team sets up the ability for an account to "run the business". Business operations track service consumption (like your electric meter), respond to requests for more service (customers shopping for help), and send out bills.

For inside the company, my team sets up systems that tell management how much money to expect from each account. Predicting an account's revenue (billed $s) and profit is known as business forecasting.

Best and Worst Parts of the Job: The best part of my work is when we make the customer happy, and the account teams happy. We make the customer happy by meeting our commitments: doing what we say we will do. We make the account team happy when we make it easy to run the business, so that the account teams can spend more time with the customer.

The worst part is managing people in difficult economic times. It's hard to inspire and reward exceptional job performance when there is no financial incentive.

Job Tips:
1. Understand how a business runs. This kind of experience will help you in all commercial career areas. Even as an engineer, it helped me be a top performer because I could "sell" ideas with business benefits (e.g., will cost less).

2. Listen. You will get more loyalty and respect as a leader if you give respect. Listening is the best way to show respect. If people don't think you're listening, then you're not.

3. Always acknowledge others' contributions. You would be amazed at how much you get done when you don't care who gets the credit.

Additional Thoughts: For any career, love what you do. Life is happier and healthier when you spend time loving what you do.

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