Posted by: Accenture Federal Services on Jul 10, 2019
Organization: Application Services Products
Location: Mid-West: Chicago OR Negotiable
Level 6: Senior Manager - Sales Capture Lead
People in the Sales career track grow pipeline and sales by supporting, managing or leading the origination and/or closing of sales opportunities in a specific area or across a range of Accenture offerings. They progress by deepening sales skills and/or developing new related skills, growing into more complex sales roles, laterally, upward, or in their current role.
Sales professionals drive the sales process and outcomes on a dedicated basis, growing a profitable pipeline and/or backlog of sales, through deal origination, sales negotiations and closure.
The Mid-West Products Application Services Sales Capture Senior is accountable for driving incremental sales in the Application Services arena on existing assigned accounts to include but not limited to testing, factory development, project control services or other staff augmentation opportunities. Typically, the Application Services Account Executive is targeted to a single client but may include multiple geographies or types of work (i.e., Technology, Digital). Within an account, the Account Executive reports directly to the Client Account Lead and or Technology Account Lead.
The Sales Capture Sales will work to:
Develop new Client relationships and manage those effectively Expand our work in new areas of the client's business through new offerings and services through approved contracting channels Manages the SOW & provides status updates to clients for the incremental work sold Work closely with the commercial director to report on P&L and MIS for incremental sales Forecasts and manages resource requirement optimally Plans and prioritizes activities for the team / Meets deadlines consistently Key Responsibilities:
Develop new client relationships and expand existing relationships to drive Application Services Sales Manage client expectations in conjunction with the Client Account Lead (CAL) or Technology Manage client expectations in conjunction with the Client Account Lead (CAL) or Technology Account Lead (TAL) Provide advice on solutions to business requirements, and plan services to be delivered to users Work closely with the client to identify business requirements, and define service requirements for new services Work with the client and the GDN to commit to the scope of work, schedule, and cost for the work as a whole Work with the client to establish a prioritization approach, and adjust priorities of work with clients as necessary Ensure resolution of service performance issues Manage supply and demand, service quality, change orders, and recovery plans Achieve Application Services contract controllable income (CCI) targets, forecasts, puts/takes Identify and implement continuous improvement Ensure adoption and compliance with Accenture Delivery Methods in accordance with Policy 11, including the creation and maintenance of the management plans (e.g., Business Continuity, etc.) Work with the Client Account Lead L/ Commercial Director to originate Application Services EAC adjustments if required Work with Client Account Leads and/or Technical Account Leads to drive incremental revenue growth through further expansion of footprint at client Leverage industry expertise to influence client in resourcing strategies Participate in Account planning and forecasting activities. .
Minimum 12 years of Sales/Relationship and Account Management experience in the IT services industry with (Accenture competitors) top tier global delivery service provider Minimum of one year experience in one of the Products (Retail Consumer Product Goods, Automotive or Life Sciences) industry segment
Bachelor's Degree Extensive work experience in a global delivery center and client sites Experience of working in a Global Delivery Model Proven capability to building relationships with CXO/Director/VP level client contacts Deep Account Management and Project Management experience Knowledge of industry specific products, services and solutions Good understanding of industry specific business issues and drivers Proven experience in a rapidly growing account Hands-on experience with proposal/RFP creation and leading RFP/proposal presentations Strong leadership, interpersonal, communication and presentation skills Wide variety of IT and business consulting engagement experience Bachelors or MBA degre A technology delivery background with strong client-facing skills At least five years of previous experience in any of the top IPPs with particular exposure to leveraging a similar model to drive growth Good understanding of the IPP competitive landscape Ability to articulate Accenture's value proposition to the client (educating the client about the efficiencies our tools and accelerators) Package' unstructured pieces of work into an outlined scope Discuss contractual and commercial constructs of a deal and MSAs with a client Rapidly respond to tactical resource requirements along with an ability to address small to mid-sized projects with technical proposals Applicants for employment in the US must have work authorization that does not now or in the future require sponsorship of a visa for employment authorization in the United States and with Accenture (i.e., H1-B visa, F-1 visa (OPT), TN visa or any other non-immigrant status).
Candidates who are currently employed by a client of Accenture or an affiliated Accenture business may not be eligible for consideration.
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