Job Location:CA - El Segundo; CA - San Francisco; GA - Atlanta; IL - Chicago; MA - Boston; NJ - Florham Park; NY -New York; TX - Dallas; VA - Arlington Job Number:00155690
Organization: Products - Automotive, Industrial, Infrastructure, and Travel Industry
If you join Accenture you can make great ideas happen for some of the world's most dynamic companies. With broad global resources and deep technical know-how, we collaborate with clients to cultivate ideas and deliver results. Choose a career at Accenture and enjoy an innovative environment where challenging and interesting work is part of daily life.
Accenture's Services workforce is a dedicated team of people who work on outsourcing engagements. These are long-term partnerships with clients for whom we manage and provide increasingly specialized business operations, such as finance and accounting, IT, applications development and maintenance, help desk services, and HR. We not only maintain key business functions for clients, we constantly seek to improve them to help our clients move ahead of the competition.
The Origination Sales Lead is responsible for working with existing Accenture Account teams to initiate, qualify and support the capture of consulting or outsourcing opportunities that are profitable to Accenture and have a compelling value proposition to the client. The Origination Sales Lead focuses on early stage positioning with clients.
Collaborates with the Client Senior Executive, Client Service Group Lead and Operating Unit Sales Lead in developing and executing the origination strategy
Develops the origination approach for a particular CSG, or sub-set of a CSG, and tracks progress over time
Helps develop and maintain sales collateral specific to supported industry()
Identifies and qualifies specific opportunities and effectively transitions the opportunities to capture teams
Supports/participates in activities throughout the sales process, as appropriate
Verifies that Accenture's proposition meets the client's needs and values
Provides general sales support for Account teams, including basic offering/product education and coaching, sales/strategy support, linkage into the broader organization and access to current sales collateral and competitive information
Personally develops and sustains client executive relationships through personal meetings, presentations, business networking and/or other business or social gatherings
Proactively identify and drive opportunities
Qualify opportunities using criteria including win probability, competitive landscape, client relationship, Accenture capability, deal profitability
Influence client's selection process and evaluation criteria
Ensure a Competitive Advantage is created and maintained
Cultivate strong relationships with Account teams and Client executives
May supervise or manage other Origination Sales Leads or other sales team members
Minimum 6 years of direct sales experience with a sales quota
Minimum 3 years of experience selling Outsourcing or Information Technology Services/Solutions
Minimum 7 years of experience selling into Automotive, Industrial or Transportation industries.
Minimum 7 years of selling IT solutions or services
Bachelor's Degree and/or MBA
Minimum 3 years of experience selling large scale services to Fortune 100 firms or major public sector agencies.
Minimum 7 years of after-market sales and sales operations management or spare parts in particular
Experience in leading business development sales campaigns for multi-billion dollar customers
Win Strategy Development
Value Proposition Development
Transition to Delivery
Sales Pursuit Management
Pricing Strategy & Execution
Negotiate to Close
Business Case Development
Candidates who are currently employed by a client of Accenture or an affiliated Accenture business may not be eligible for consideration.
Applicants for employment in the U.S. must possess work authorization, which does not require now or in the future sponsorship by the employer for a visa.
Accenture is an Equal Opportunity Employer.
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