Federal - Wedge Sales Representative

Organization: Accenture Federal Services

Location: Arlington, VA

Great outcomes are everything. It's what drives us to turn bold ideas into breakthrough solutions that solve the toughest problems fast--the first time. So you can change how people work and live.

Wedge deals are smaller than traditional competitive deals. Sales Representatives will focus on closing smaller, strategic deals across an agency with a specific focus on Washington, DC HQ agencies (Office Of The Chief Information Officer (OCIO) as well as other branches of the agency that can grow into future larger-scale competitive deals or on-contract-growth opportunities by doing the following:

  • Generate demand for opportunities without a formal RFP
  • Build client relationships to uncover previously unknown opportunities
  • Drive new or expanded work to existing contracts
  • Cold call / pursue opportunities in white space
  • Familiarizing client executives with AFS capabilities
  • Build relationships with key partners that may have vehicles for use on the smaller wedge opportunities

Sales Representative will be responsible for the following:

  • Ensure wedge deals reflect the priorities of the overall AFS Civilian portfolio & a specific account strategy
  • Pipeline management of wedge sales, including identifying the corresponding future opportunity supported by the wedge sale
  • With guidance from the Client Account Leader, Civilian portfolio, and AFS leadership, understand account power map and key client relationships
  • Maintain an integrated call plan, with guidance from the Client Account Leader and Portfolio Sales Lead, to build a strong understanding of the relationships between wedge and non-wedge opportunities, especially when selling into an organization with current work or active opportunity pursuits
  • Integrate into the account sales team and participate in weekly client relationship development discussions
  • Network and remain connected to the account business development director & account technical sales rep
  • Set-up and participate in client sales calls, bringing in Accenture specialists as necessary, bringing collateral and topics for discussion
  • Work across the network to determine contract vehicle determination and use
  • Coordinate with Client Account Lead and Business Development Directors for assigned clients
  • Focus on selected agencies

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