Services - Technology Growth Platform - Health and Public Service
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As a capture sales executive, you will drive sales growth, originate sales opportunities, pursue and close sales, design client solutions, and support sales activities for technology and Infrastructure Outsourcing opportunities, and potentially for other technology based services engagements.
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 solution/proposition 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, and potentially as the origination lead for certain opportunities
Ability to meet national travel requirements of 50% to 75%.
A Bachelor's degree
A minimum of 7 years of experience selling transformational infrastructure solutions and/or outsourcing services
A minimum of 5 years of experience selling into the Health and Public Service industry vertical in at least one of the following areas: State and Local, Federal, Healthcare.
Sales experience with a focus on a broad Technology Growth Platform solution portfolio
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.
Experience with C-Level client relationship building and relationship management.
Global expertise and perspective for delivery of technology solutions.
Proven success in the areas of Sales Pursuit Management, Win Strategy and Proposal Development, Pricing Strategy & Execution, Negotiating to Close, Deal Shaping and Qualification
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.
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