Sales Capture Technology Consulting/Cloud - Western US
Organization: Products Sales
Location: Western United States
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Accenture people build careers in four different areas of our business: Consulting, Technology, Outsourcing and internal Corporate Functions. Each area offers a unique career experience and a compelling mix of work and training opportunities, work environment and structure for career progression.
Accenture's Products Group works with companies in the consumer goods, retail, pharmaceutical, transportation, industrial, hospitality, and life sciences industries, industries creating shareholder value by proactively identifying and helping to drive market-making strategies and outsourcing arrangements.
This job entails originating, developing and directing the sales efforts for new Cloud target acquisitions and/or directing the efforts to ensure execution of sales strategies geared toward growing business with existing clients. The focus is on identifying, qualifying and driving sales pursuit/shaping/closure efforts for Accenture's Journey to Cloud.
Sales professionals are dedicated to growing a profitable pipeline and/or backlog of sales, through big deal origination, sales negotiations and closure. They own the sales process and outcomes.
The 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 Sales Lead focuses on early stage positioning with clients.
Sales Execution professionals involve multiple activities like target the right clients, grow quality pipeline, win profitable deals and manage sales activities with the objective of creating mutually beneficial, trust-based relationships that create value
This role will have sales closure targets. All positions have a base salary plus performance rewards/bonuses. All performance rewards/bonuses are based on achievement against the sales target as well as performance against management business objectives (MBOs).
Role Description and Key Responsibilities
Market Stimulation and Target Client/Buyer Identification: Identification of potential customers through the use of business contacts, communications with Accenture leadership and client teams, unsolicited communications, industry events, public speaking, conferences and/or other industry activities and sources. Initiate the demand for Transformational/Outsourcing engagements, in the assigned region.
Engage in activities focused on generating client awareness of, and preference for, the company and its Cloud strategy. This may include disseminating knowledge/information valuable to potential clients, sponsoring seminars, workshops and trainings for clients, presenting in business forums, and organizing expert round tables. Support the development of a consistent market presence that supports and sets up Accenture as a thought leader in Cloud Transformation, Hybrid Cloud Solutions and Cloud Migration Strategies.
The Sales Lead will be accountable for driving Cloud sales across the identified region, including the use of our preferred providers and Accenture's Cloud Solutions. This individual will essentially be a Technical Sales Lead who will work across vertical industries in Products and manage cloud related and business service activities, and interpret and translate client requirements into an appropriate cloud solution. This person is responsible for building credibility with key internal personnel and external clients, and directly supporting client teams in originating and leading cloud pursuits.
The Sales Lead will have excellent knowledge of Cloud service offerings, in order to provide the best cloud solution for our clients. For each opportunity, the Sales Lead will be responsible for working with the Cloud Technical Architects to develop and demonstrate a solution specific for that client's requirements.
Relationship Responsibilities: Primary Cloud Sales Point of Contact for the identified region and Products Operating Group (OG). Develop new, and leverage existing, relationships with potential buyers through client team introductions, in-person meetings, presentations, speaking engagements, business networking, telephone calls, emails, mailings, business forums, direct marketing, and/or other business or social outings. Assist Accenture in "maintaining relevance" to these clients by developing trusted relationships with key buyers, influencers and decision makers, and where possible, senior management.
Evangelize the Journey to Cloud offerings, solutions, and value propositions to internal stakeholders and clients to proactively grow Cloud Sales Pipeline. Collaborate with the Cloud Sales Enablement team, client sales teams, and subject matter experts required during the sales process.
Jointly work with and proactively make suggestions to OG Business Service leads, Technology Offering and Development Lead, and other offering leads on how to leverage Cloud COE to enable assets and offerings.
Client Demand and Opportunity Generation: Work with client teams, other sales directors, Technology Consulting Origination team and relevant industry alliances, to identify specific sales opportunities. Work with Accenture client team(s) and key client contacts to build and present client-relevant, value-based solutions that meet client goals and objectives. Using appropriate qualification and sales processes and tools, determine and recommend, which opportunities to pursue. Leverage existing contacts and relationships for any "quick win" sales.
Provide Cloud Sales Enablement and Support: Generate client interest in Cloud offerings and build strong, credible relationships with clients through personal interaction, technology expertise and value added services.
Collaborate with and help directly support sales teams including preparing cloud proposal content, as well as drive cloud solutioning, costing, and integration with broader sales opportunities. Provide cloud support and guidance with proposals/RFIs/RFPs to broader sales teams. Provide cloud solution ideas and approaches in both client and internal team sessions, obtain feedback and ensure solution value drivers are reflected in client value proposition and proposals. Drive the necessary sign-off of the solution with proper input from Cloud and OG Leadership.
Sales Process Leadership and Deal Closure: Lead sales process for specific approved Technology Consulting, Infrastructure, Transformation and Outsourcing opportunities, complying with internal solutioning, quality and sales stage entry/exit requirements.
Working with client teams and consulting sales directors, form and lead (sometimes support) opportunity pursuit teams through the appropriate sales process, performing constant re-qualification of the opportunity while assuring adequate financial control of business development (BD) spend; construct and execute opportunity pursuit plans, including win themes, win tactics & action plan, relationship plan, and price-to-win; review solution plans, cost models and written proposals as appropriate to ensure alignment with a comprehensive sales strategy. Influence client's selection process and evaluation criteria. Ensure that a competitive advantage is created, understood, and well communicated to client decision-makers.
Communications: Maintain strong professional relationships and required communications with appropriate client account teams (leadership and team members), geography and Technology leadership, pursuit team members, NA sales leadership, NA Sales Origination and Enablement, solution architects and the OU organization.
Maintain and report on sales/opportunity pipeline and pursuit plans. Communicate expectations for closure and requirements for success in opportunities, accounts and role. Actively participate in sales and technology trainings, meetings, reporting, and governance practices.
Travel as required (up to 80%)
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