Role: EALA CMT IS Cloud Sales Director
Infrastructure Services, Accenture Operations
Salary: £110-120k plus Sales Incentive Plan and excellent benefits package including car allowance.
Join Accenture and help transform leading organisations 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.
People in the Sales career track grow pipeline and sales by supporting, managing or leading the origination and/or closing of sales opportunities in a specific area or across a range of Accenture offerings. They progress by deepening sales skills and/or developing new related skills, growing into more complex sales roles, laterally, upward, or in their current role.
Role Description and Key Responsibilities
This role entails originating, developing and directing the sales efforts for Accenture Cloud/Transformation target acquisitions and/or directing the efforts to ensure execution of sales strategies geared toward protecting and growing business with existing clients. The focus is on identifying, qualifying and driving sales pursuit/shaping/closure efforts for Accenture Cloud Solutions including: Cloud Advisory and Strategy offerings, Cloud Adoption, Migration and Transformation offerings and Cloud Managed Services.
This role will have a sales closure target. 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).
Market Stimulation and Target Client/Buyer Identification:
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 Solutions, Hybrid Cloud Solutions and Cloud Migration Strategies and accelerated Cloud Adoption.
The Accenture EALA CMT Cloud Sales Lead will be accountable for driving sales related to Accenture Cloud and Cloud Transformation/Adoption sales across EALA into CMT clients, including the use of our preferred providers, Accenture's Cloud Managed Services and Accenture Cloud Platform. The EALA CMT Cloud Sales Lead will have excellent knowledge of Accenture Hybrid Cloud service offerings, Accenture Cloud Advisory services, Accenture Cloud Managed Services and the Accenture Cloud Platform in order to help provide the best cloud solution for our clients. For each opportunity, the EALA Cloud Sales Lead will be responsible for working with the Accenture Hybrid Cloud EALA Technical Architects to develop and demonstrate a solution specific for that client’s requirements.
Primary Cloud Sales Point of Contact for EALA CMT. 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 Accenture Cloud Adoption and Accenture Hybrid Cloud offerings, solutions, and value propositions to internal stakeholders and clients to proactively grow Accenture Cloud Sales Pipeline. Collaborate with IS Sales Leadership, CMT geography and account Leadership, 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 Leads, and other offering leads on how to leverage Accenture Hybrid Cloud to enable assets and offerings.
Client Demand and Opportunity Generation:
Work with client teams, other sales directors, IS Origination team and relevant industry alliances, toidentify 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 Accenture Hybrid 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 and Accenture Hybrid 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, Accenture Hybrid Cloud, and OG Leadership.
Establish and maintain qualified sales pipeline of at least 3x to 4x annual sales target.
Sales Process Leadership and Deal Closure:
Lead sales process for specific approved Cloud, 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.
Maintain strong professional relationships and required communications with appropriate client account teams (leadership and team members), geography and Technology leadership, pursuit team members, EALA sales leadership, EALA Sales Origination and Enablement, IS solution architects and the IS 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.
Reports to: EALA CMT IS Sales Lead & UK/I IS Sales Lead;
Supervises: Typically has no direct supervisory responsibility, however drives virtual pursuit teams.
Travel as required (typically 50-80%
General Requirements/Must-Have Skills/Qualifications
A-Levels, Bachelors degree or equivalent university degree. Studies/degree in the following areas are preferred: information technologies, information systems, business, economics, technical engineering or natural sciences. Advanced degree preferred.
Extensive Sales and value-based technology outsourcing and/or consulting sales experience with a large part of this experience in strategic or large scale outsourcing sales. Industry expertise and experience in selling large scale and/or transformational projects to Fortune 100 firms or major public sector agencies. Experience with building and managing C-Level client relationships.
Demonstrable and proven multi-year track record in achieving consulting and
outsourcing sales volumes of at least $10 million to $20 million per year.
Domain/Offering Focused Expertise/Experience
Understanding of CIO agenda with regards to Cloud Strategies and Journey to the Cloud, Cloud IT operations, XaaS costs and sourcing, Cloud readiness strategies and Journeys, and Cloud Business case development.
Experience and success with Cloud migrations, IaaS, SaaS and PaaS sales and/or selling private/hybrid cloud and cloud broker solutions.
Previous experience leading large-scale sales pursuits/efforts, and pursuit teams is strongly preferred. The ability to align and direct the activities of several contributors (internal and external) on a single target, according to a single plan. Ability to guide others through complexity, ambiguity and uncertainty to a clear solution.
Proven experience and success working in (selling to) the executive suite. Focus on client relevant value proposition sales, including deal-shaping, phased returns-on-investment (ROI), transformational integration and multi-year fiscal analysis.
High momentum, coordination and organizational skills with pursuit and closure in mind.
Executive level presence and influence. Excellent business and industry acumen. Excellent negotiation, mediation and conflict management skills.
Ability to develop (build) “trusted” and “buying” relationships from initial client team or partner introductions or unsolicited communications (e.g., cold calling or self introductions). Ability to clearly and quickly demonstrate yourself as an expert in Cloud Platforms, Cloud Sourcing and Transformations.
Value proposition, business case development, competitive analysis, price to win.
Reduction of complex ideas to simple key messages that align with client buyer values.
Application of market analysis and competitive analysis.
Behavior within a team:
High team spirit: Participate and act as a co-operative leader.
Guide team to sales closure/win. Seek guidance from leadership and assistance from other Accenture experts (industry, technical, sales, solution/technical architects, client, etc…).
Close coordination with the client managers/leadership.
Active participants in a cross-EALA sales community.
English fluently spoken and written. Second language strongly preferred. Excellent communications skills required.
What’s in it for you?
All of our Sales professionals receive comprehensive training covering business acumen, technical and professional skills development. We offer a variety of formal and informal training programs at every level to help you acquire and build specialised skills faster. Learning takes place both on the job and through formal training conducted online, in the classroom, or in collaboration with others. The sheer variety of work we do, and the experience it offers, provide an unbeatable platform from which to build a career.
On top of this, we have an extensive benefits package which includes 30 days’ vacation per year, gym subsidies, private medical insurance and 3 extra days leave per year for charitable work of your choice!
What are the next steps?
If this sounds like the ideal role, career and company for you, click below to apply.
Accenture is a leading global professional services company, providing a broad range of services and solutions in strategy, consulting, digital, technology and operations. Combining unmatched experience and specialised skills across more than 40 industries and all business functions—underpinned by the world’s largest delivery network—Accenture works at the intersection of business and technology to help clients improve their performance and create sustainable value for their stakeholders. Accenture drives innovation to improve the way the world works and lives.
Accenture is an equal opportunities employer and welcomes applications from all sections of society and does not discriminate on grounds of race, religion or belief, ethnic or national origin, disability, age, citizenship, marital, domestic or civil partnership status, sexual orientation, or gender identity or any other basis as protected by applicable law.
Closing Date for Applications 23rd December 2016
Accenture reserves the right to close the role prior to this date should a suitable applicant be found.