Infrastructure Services (Cloud Services) Sales Capture Lead Senior Manager - Financial Services (West Region)

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Organization: Accenture Operations (Financial Services)

Location: Seattle, San Francisco/Bay Area, Los Angeles/So Cal

Are you interested in driving the Accenture Cloud Agenda with clients in the Financial Services Space?

Join Accenture and help transform leading organizations and communities around the world. The sheer scale of our capabilities and client engagements and the way we collaborate, operate and deliver value provides an unparalleled opportunity to grow and advance. Choose Accenture, and make delivering innovative work part of your extraordinary career.

The Financial Services operating group serves the banking, capital markets and insurance industries. We work with clients in a dynamic global market environment to address growth, cost and profitability pressures, industry consolidation, regulatory changes and the need to continually adapt to new technologies. We offer services designed to help our clients increase cost efficiency, grow their customer base, manage risk and transform their operations.

People in the Sales career track grow pipeline and sales by supporting, managing or leading the origination and closing of sales opportunities in a specific area or across a range of Accenture offerings. 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.

Job Description

The Sales Capture Lead owns the sales process and outcomes, leading a pursuit strategy and team of professionals through the origination and closing of specific sales opportunities for Accenture's infrastructure consulting and outsourcing services, including cloud, data center, security, network, workplace and service management. He/she develops relationships with key buyers and decision-makers at new and/or existing clients and acts as the point of contact for resolution and escalation of all key sales pursuit related items with the client and internally.

Key responsibilities include:

  • Relationship Development: establish and strengthen relationships with client C-Level face-offs, business and technical buyers, and key project stakeholders. Network with Industry Leaders, as well as business partners, Accenture Alliance partners, Industry Vendors, Competitors, and participates in key industry forums.
  • Client Demand Stimulation and Opportunity Generation: Identify specific sales opportunities within existing and prospective clients. Engage in activities focused at generating client awareness of the firm and/or demand for its Services (may include developing/sending promotional materials, presenting in business forums, charitable activities, business associations, etc.).
  • Sales Process Leadership: Lead Sales Process for specific approved opportunities, complying with all internal sales stage entry/exit requirements. Construct and execute sales strategy and deal plan; including value proposition, win themes, tactics & action plan, relationship and communication plan and competitive analysis. Review solution plans, cost models and written proposals as appropriate to ensure alignment with sales strategy.
  • Deal Closure: Lead team of professionals including technical, finance, legal, procurement, HR and proposal management through deal closure. Develop and maintain deal close plan, aligning proposition to client's selection process, evaluation criteria and process. Understand the client's organization and processes and manage all negotiations and closing activities accordingly.

Travel Required: 70% - 80%


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