Sales Capture Senior Manager - Public Service (...

You are: A growth focused sales professional who has successfully created positive impact through year-on-year business expansion. You know and have run all phases of a sales cycle, including qualification, sales pursuit and close by applying deep sales process and technical expertise. You align to client imperatives and solve business problems that often combine the full breadth of Accenture services. You develop relationships with key buyers and decision-makers at new and existing clients by utilizing a differentiated roadmap and framework leveraging the latest cloud-based technologies. As a Sales Capture Senior Manager you will be responsible to shape, sell and close large deals that are single or multi-service. You will close sales opportunities resulting in profitable sales growth by leading opportunities from qualification to deal close using deep sales process skills and expertise in Accentures offerings. Senior sales capture professionals will play a role in originating opportunities in addition to qualification, shaping, selling, negotiating and closing. Responsibilities include: Originate, shape, and transact complex sales opportunities (or a portfolio of opportunities). Proactively generate and build client relationships (qualify, solution, negotiate, close). Articulate a compelling and differentiating value proposition to the client, that aligns to their business imperatives. Create a compelling vision for the deal outcome through active listening, storytelling, and immersive experiences. Commercial shaping of multi-discipline transactions. Influencing clients selection process and evaluation criteria. Support and lead business negotiation for complex deals. Advise and coach deal teams on how to develop win strategy through to close plan, prepare and conduct negotiations including debriefs internally and with the client. Work closely with the Client Account Lead, the client team and relevant subject matter experts. Engage the firms leadership as appropriate and shepherd the deal through the firms approval process. Provide discipline and rigor to the sales process as an expert on sales best practices. Identifying and assessing complex problems for area(s) of responsibility. Creates solutions in situations in which analysis requires in-depth knowledge of organizational objectives. Successfully lead and align a complex network of stakeholders, including interaction with senior management levels at a client and/or within Accenture, involving negotiating or influencing on significant matters. May supervise or manage other Sales Capture Leads or other sales team members. Bring the right talent to the sales opportunities at the right time. Travel may be required for this role. The amount of travel will vary from 25 to 100% depending on business need and client requirements. Preferred locations to reside in Northeast OR West regions Heres What you Need Minimum of 8 years experience shaping, negotiating, and closing large complex strategic deals in the professional services space. Minimum of 5 years Sales Pursuit Management experience. Minimum of 2 years experience in direct sales with quotas of $15 - $25M+ dependent on industry and portfolio. Minimum of 4 years experience in the Public Service industry with understanding of technology or operations landscape Bachelor's degree or equivalent (minimum 12 years) work experience. (If Associates Degree, must have minimum 6 years work experience) Bonus Points if you have: Originating sales and relationships with senior clients, both at established and emerging clients. Ability to interact with senior management levels at a client and/or within Accenture, which involves negotiating or influencing on significant matters. Experience in a digital first, data and AI. Proven experience creating, and leading large, complex, strategic sales opportunities. Strong business and commercial acumen to drive ideation and deal shaping. Track record of client relevant digital and/or business led sales opportunities combined with technology or operations industrialization. Experienced and credible trusted partner with long-standing clients, in turn influencing the clients selection process and evaluation criteria. Orchestrating multi-party opportunities across technology or business partnerships/ecosystem. Professional Skills Leading negotiations and contracting. Proven ability to operate within a team-oriented environment. Demonstrated commitment, teamwork and collaboration in a professional setting; either military or civilian. High energy level, focus and ability to work well in demanding client environments. Excellent communication (written and oral) and interpersonal skills. Strong leadership, problem solving, and decision-making abilities. Unquestionable professional integrity, credibility and character Compensation at Accenture varies depending on a wide array of factors, which may include but are not limited to the specific office location, role, skill set, and level of experience. As required by local law, Accenture provides a reasonable range of compensation for roles that may be hired in California, Colorado, District of Columbia, Maryland, New York or Washington as set forth below. We accept applications on an on-going basis and there is no fixed deadline to apply. Information on benefits is here. Role Location Annual Salary Range California $136,800 to $237,600 Colorado $136,800 to $237,600 District of Columbia $136,800 to $237,600 New York $136,800 to $237,600 Maryland $136,800 to $237,600 Washington $136,800 to $237,600 In addition to base pay, this Sales role is eligible for additional incentive compensation under the Sales Achievement Bonus Plan which is based on achievement toward individual sales targets, subject to Plan terms Requesting an Accommodation Accenture is committed to providing equal employment opportunities for persons with disabilities or religious observances, including reasonable accommodation when needed. If you are hired by Accenture and require accommodation to perform the essential functions of your role, you will be asked to participate in our reasonable accommodation process. Accommodations made to facilitate the recruiting process are not a guarantee of future or continued accommodations once hired. 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Created: 2024-10-30