Organization: Services - Technology Growth Platform
Location: United States, Northeast or Midwest
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, helpdesk 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.
As a Sales Capture Lead you will manage the opportunity sales pursuit and close opportunities using deep sales process and offering expertise. Develop and direct the sales efforts for new client target acquisition and/or direct the efforts to ensure execution of sales strategies geared toward protecting and growing business with existing clients.
The capture sales executive is accountable for managing a pursuit strategy/team of professionals in the identification and pursuit of new leads and opportunities within the targeted marketplace. A successful Capture executive is able to establish and strengthen relationships with client C-Level face-offs, business and technical buyers, and key project stakeholders. He/she networks with Industry Leaders, as well as business partners, Accenture Alliance partners, Industry Vendors, Competitors, and participates in key industry forums. The capture executive will develop and direct sales efforts for new clients, new buyers in existing clients, and across expansion opportunities within existing clients in areas including:
IT spend management: Asset management, managed procurement and technology spend management to reduce overall IT non-salary spend.
Service desk: Help Desk, single point of contact for support and online portal services to resolve frontline issues.
Data center services: Hosting to support development and production environments, storage services, database management and messaging services.
Security services: Identity management, intrusion and firewall protection, end-user device and messaging security, and policy and awareness.
Communications services: Data and voice network management, optimization and converged services.
Workplace services: Lifecycle management for desktops, field services and mobile devices, and file and print services.
Establish qualification and win strategy and power map
Coordinate internal approvals and sales team resources; manage solutions/propositions as well as develop client interactions and relevant client demonstrations, etc.
Ensure a Competitive Advantage is created and maintained
Effectively engage with the C-suite to maintain their continued support of the Accenture proposition
Influence client's selection process and evaluation criteria
Facilitate the negotiations and closing activities
Manage successful transition of the opportunity to the delivery team
Support efforts and/or gain client agreement for press releases, referenceability, etc.
Participate as the one or all of the following roles from the Sales Role Blueprint and Credit Allocation: Sales Lead, Deal Shaper, Negotiator, Bid Manager, and, potentially as the Origination Lead for small-medium size deals
May supervise or manage other Sales Capture Leads or other sales team members
Ability to travel domestically up to 75%.
Minimum 7 years of selling transformational infrastructure solutions and/or services sales experience selling into Chemicals and Natural Resources industry vertical.
Experience with C-Level client relationship building and relationship management.
A proven and consistent track record exceeding quotas consisting of annual sales and/or revenue objectives.
Demonstrated success & track record of sales in project based professional technology services, as well as experience with outsourcing/extending projects to long term value propositions.
Proven success in the areas of Sales Pursuit Management, Win Strategy and Proposal Development, Pricing Strategy & Execution, Negotiating to Close, Deal Shaping and Qualification
Professional Skill Requirements:
Global expertise and perspective for delivery of technology solutions.
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 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).
Accenture is an Equal Opportunity Employer.